SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

MAY 3, 2012

The panel includes Rachel Spasser, Vice President, Marketing, Ariba; Jim Lenskold, President and Founder, Lenskold Group; and Debbie Qaqish, Chief Revenue Officer, The Pedowitz Group. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

JUNE 27, 2011

We viewed lead generation in a similar way: instead of funding and creating an internal group, we wanted to partner with a proven provider and leverage its expertise, processes and infrastructure for delivering quality leads. What have been your experiences around lead quality and lead quantity? Watch out for pay-for-lead approaches.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219