SBI Growth

MAY 28, 2013

Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management. When the topic of lead generation comes up the focus is often on quality.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation Targets 325

SBI Growth

NOVEMBER 15, 2012

There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. According to the study, a CMO's number one success measure is marketing ROI. Translation – ROI equals results. For your CEO, results equal leads that generate new business. ROI came up.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

SBI Growth

JANUARY 26, 2013

There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy. Implement Demand Generation. Design Process & Manage People. Build Lead Gen Infrastructure. DEVELOP A LEAD GENERATION STRATEGY. Every channel must produce an ROI.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation Targets 300

Pointclear

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear 0

PointClear Lead Rank Lead Scoring Scale 0

Pointclear

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity.

Lead Rank 169

Lead Rank Lead Scoring Marketing Qualified Lead Leads 169

Pointclear

JULY 24, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

ROI 150

ROI Engineering Lead Generation System 150

Pointclear

AUGUST 11, 2015

Generating demand (the easiest chore) can be a money pit, if the results are not guiding the 2-15% of a company’s yearly revenue spend (on marketing). Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

FEBRUARY 28, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. ” Or the CFO will say, “I can’t support your new budget for the coming year until you can prove the ROI for last year’s spending.”

ROI 178

ROI Margin Lead Generation Lead Management 178

SBI Growth

MAY 5, 2013

She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. I reminded Kathy that she’s not focused enough on Lead Management. Kathy, the latest research on Cost Per Lead (CPL) scenarios surprised me. Aligning with Sales is as important as measuring ROI of Inbound.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Lead Rank 323

Pointclear

MARCH 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

AUGUST 21, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The “unzipping” is catastrophic simply because salespeople didn’t follow up on the inquiries (45% of which will lead to a purchase from someone else).

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

JUNE 18, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Nutshell

APRIL 3, 2024

The real-time data can help you understand your ROI on marketing investments and pivot your efforts where necessary. Below are a few popular marketing and sales software for startups: Hootsuite Mailchimp Buffer DOWNLOAD Want to generate more leads? (Of Of course you do.)

Software 71

Software Software Scale Analytics 71

Pointclear

JANUARY 21, 2014

This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads. I don’t know where to start.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MARCH 13, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. When it comes to measuring marketing’s ROI most marketing managers hesitate to bite off more than they can chew. How else can companies grow?

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing VanillaSoft 169

Pointclear

APRIL 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

PandaDoc

FEBRUARY 23, 2024

Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line. Key takeaways Opportunity management is not exactly the same as lead management, although the two processes are similar. What ROI could we expect from this? What strategic goals can it help me achieve?

Opportunity 52

Opportunity How To Sales Qualified Lead Proposal 52

Zoominfo

JULY 2, 2020

For instance, is lead generation a priority? Some sample KPI’s to look at include: Cost per lead Revenue Average lifetime customer value Conversion rates Website traffic ROI. So what would be the point in generating more leads with MA, just for them to fall flat due to misalignment? Increased revenue?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Pointclear

OCTOBER 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Lead Management Rules: A one page list of rules holding both departments accountable to each other. No direct sales cooperation necessary.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Apptivo

DECEMBER 26, 2022

Importance of nurturing your leads. Components of a lead nurturing strategy. ROI of a successful lead nurturing program. How to plan, implement, and optimize your lead nurturing program in 4 simple steps? The strategy we are focussing on here is Lead Nurturing. ROI of a successful lead nurturing program.

Lead Nurturing 52

Lead Nurturing Campaigns Lead Rank Lead Scoring 52

SBI Growth

JUNE 19, 2013

Align your Lead Generation strategy with your buyer research. Implement Lead Management to nurture leads until sales-ready. Track the leads you send sales through to win or loss. Be prepared to: Walk him through your demand generation activities. Execute your demand gen campaigns flawlessly.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

Apptivo

APRIL 8, 2022

Lead generation is important for businesses today, as it can result in sales and increase the revenue of your business. Acquiring leads is one of the important objectives for any business. Usually, businesses dedicate large resources to lead generation. What is Lead Generation?

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

Pointclear

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. There is a great opportunity to acknowledge her commitment by nominating her right now for recognition as one of the 20 women to watch in sales lead management in 2011.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

JULY 20, 2015

As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. James founded the Sales Lead Management Association. She wasn’t making quota and needed help.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

Zoominfo

JULY 2, 2020

For instance, is lead generation a priority? Some sample KPI’s to look at include: Cost per lead Revenue Average lifetime customer value Conversion rates Website traffic ROI 2. So what would be the point in generating more leads with MA, just for them to fall flat due to misalignment? Increased revenue?

Marketing 113

Marketing Webinar Metrics Reachforce Top of Funnel 113

Pointclear

DECEMBER 2, 2010

James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. My reasoning is based on facts; most marketing professionals do not make an effort to prove the ROI for their marketing efforts. Using the CRM database to prove the ROI for lead generation dollars.

ROI 133

ROI CRM Coaching Face-to-face 133

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. For more information, check out this blog about the four revenue sources that most ROI calculators miss.). They’ve learned a lot and are invested in the success of the sales lead management programs we deploy.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

SugarCRM

JANUARY 10, 2023

Automation is now the backbone of sales systems like customer relationship management (CRM), lead generation, and email marketing, helping the salesperson close more deals in less time—with less manpower. . What Is Sales Automation? Reduce costs per sale. Shorten the sales cycle. How to Get Started with Sales Automation.

Sales Automation 26

Sales Automation Top of Funnel CRM Lead Rank 26

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

criteria for success

JANUARY 14, 2020

In order to do so, you need to understand how your team generates, qualifies, and converts leads. Lead Generation for Professional Services. Lead generation is a crucial part of any sales process. Lead Management for Professional Services. Qualifying leads is an important part of selling.

Sales Process 52

Sales Process Company Top of Funnel Ideal Customer Profile 52

Velocify

MARCH 5, 2013

With Express, reps work smarter with prioritization rules ensuring they are always working the most important opportunity, while not letting un-contacted leads go forgotten. With Express, small businesses get more visibility earlier in the sales funnel to help pinpoint improvement opportunities.

Small Business 73

Small Business Small Business Leads360 CRM 73

The Pipeline

JANUARY 27, 2012

At this point you can decide if you can help them understand your pricing, where their will see an ROI , and make full use of all the impactful thing you uncovered during the Discovery stage. Funnel management. HR Management. Lead Management. B2B Lead Generation Blog. Gap Selling. Guest Post.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Sales Hacker

JULY 15, 2021

This is a step-by-step guide on how to check the ROI of your ABM strategy paying particular attention to cost. Now that you know what ABM is and how it differs from traditional marketing, let’s go over the four steps of how to check the ROI of your ABM strategy. Lead generation goals. What is account-based marketing?

Account Based Marketing 107

Account Based Marketing Top of Funnel ROI Cost Per Click 107

Hubspot Sales

JANUARY 17, 2018

One week, Caskey and Neale discuss lead generation; the next, they talk about communicating value or resolving objections about price. The ROI of social selling is huge, but getting started can seem intimidating if you’ve never done it before. To help you find, manage, and win more business. Length: 10-25 minutes.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Velocify

AUGUST 16, 2012

Here’s how organizations can immediately improve ROI on their lead generation efforts by putting this research to work: Lead acquisition: look to acquire quality leads that include these higher converting attributes.

Lead Rank 51

Lead Rank Lead Scoring Study Leads 51

The Pipeline

AUGUST 16, 2011

Most solutions have a duration beyond one fiscal year, so when it comes to measuring ROI, ROE, it is important that they understand the full scope of the benefit. Funnel management. HR Management. Lead Management. B2B Lead Generation Blog. What is the IMPACT over time? Gap Selling. Guest Post.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267