Pointclear

AUGUST 11, 2016

For one, there is greater recognition that marketing should deliver qualified leads that are fully vetted, closeable and likely to convert through the buyer’s journey. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. It incorrectly emphasizes cost over ROI value.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Pointclear

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

Cost per Lead 220

Cost per Lead Lead Generation Sales Qualified Lead Lead Rank 220

Pointclear

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Not seeing the forest for the trees.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

JANUARY 7, 2014

In the same way that forensic units use state-of-the-art techniques to solve criminal cold cases, companies can use “business forensic techniques” to get to the bottom of their very own sales cold cases. In other words, every company with a pulse has mounds of cold cases in the form of lightly-worked and unworked leads.

ROI 230

ROI SalesForce How To Marketing 230

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. Perfection, of course, is that 100% of MQLs become SALs and 100% of SALs become SQLs.

Cost per Lead 145

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 145

Pointclear

NOVEMBER 5, 2013

Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. In all this marketing and sales chaos, little to no ROI can be measured from marketing investments.

Sales Qualified Lead 223

Sales Qualified Lead Video Lead Generation SalesForce 223

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 Leads Marketing Qualified Lead 169

Pointclear

OCTOBER 23, 2013

Are your sales reps rejecting your marketing leads? Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. Many of the same companies fail to hold sales accountable for closing the good leads and reporting back results that feed the marketing and sales model.

Lead Rank 236

Lead Rank Video Leads Marketing Qualified Lead 236

Pointclear

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Frankly, no.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

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

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

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. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Nominating is open now and runs to March 16. Nominating is open to members of SLMA.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

AUGUST 11, 2015

But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree. Following the money can be the focus of both the sales and marketing departments. Reporting on lead disposition and running the numbers; it’s just an exercise.

ROI 100

ROI Social Media GoldMine Lead Generation 100

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. Of course what I am thinking about are the functions of sales and marketing. No business rule which mandates measuring the ROI for lead generation.

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

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.

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. This month we tackle the issue of Marketing not delivering on an ROI responsibility. Here are some of the justifications.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

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

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

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. Lead generation. B2B marketing and sales strategies and tactics. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Define a lead. Are these truly leads? Both are working toward different, conflicting metrics.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MAY 17, 2018

A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. Content Aggregator “Leads”. Sales Qualified Leads. A viscous cycle: Marketing generates leads, sales ignores them.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. 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.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

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. The challenge we all have is to overcome the barriers that are stopping our company from getting its rightful ROI from lead generating dollars.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

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. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. Unclenched fists.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Software 187

Software Software B2B Top of Funnel 187

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. Our salespeople are to blame, they don’t close the leads.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

SEPTEMBER 29, 2016

Still, if you're a seasoned marketing or sales professional, your gut tells you there is opportunity hidden in these databases. Conventional wisdom calls for running a database cleanup initiative, followed by a database marketing-driven lead generation program, setting in motion a "one-two punch" with high expectations for success.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

FEBRUARY 7, 2018

Not only does this single-criteria measurement perpetuate the downward spiral represented by most companies’ poor sales results, it also reduces ROI on short- and long-term marketing and sales investments. Take a look at the following cost per lead comparison. The market is what it is, and it’s relatively efficient.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

APRIL 17, 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. Or it’s the manager who doesn’t enforce sales lead follow-up, probably on his or her way out the door. Marketing: lead generation.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216