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

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Your lead generation tactics aren’t driving bottom line revenue. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. 25% Increase in Sales Training ROI – Sales eXchange – 115 [link] via/ @renbor. September 19th, 2011. Tibor Shanto.

ROI 243

ROI Pipeline Training Twitter 243

Pointclear

APRIL 6, 2017

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” Often multiple times. It isn’t dead.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. 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.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. Image attribution: Tony Wu ) I Feel Like We’ve Met Before It’s the same old lead generation story.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Pointclear

NOVEMBER 8, 2017

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I created a ProForma and have the capability to track marketing ROI on my campaigns ? I successfully calculate an ROI on my Lead Generation program ? I embraced an A/B testing culture in demand generation campaigns ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What Is Inbound Lead Generation?

Lead Rank 147

Lead Rank Lead Generation Marketing Qualified Lead Inbound 147

Zoominfo

FEBRUARY 21, 2018

In-person interaction is the best way to create meaningful relationships with prospects. That’s why trade shows and industry events are so valuable to B2B marketers. Today we give you six ways to boost your trade show ROI. Measuring Trade Show ROI. The basic formula to measure ROI is this: (Profit – Expenses) / Expenses.

Trade Show 173

Trade Show ROI Marketing Promotion 173

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. Target them!

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Sales and Marketing Management

SEPTEMBER 24, 2019

Author: Tessa Burg The success of a B2B company once largely depended on the relationships and contacts of its salespeople. Now, B2B companies must implement digital marketing into their sales funnels. Just like the average consumer, B2B customers’ buying patterns have become more complicated over time.

ROI 166

ROI Lead Rank Customer Marketing 166

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. What types of prospects need to be nurtured?

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. If you’re outsourcing your B2B lead generation to an agency, they will need to understand your ideal customer profile in order to run an effective campaign. Use the Buyer Persona to Align Your Lead Gen and Sales Efforts.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

DiscoverOrg Sales

FEBRUARY 21, 2018

All attendants expect to see a return on that investment: leads. Lots of warm leads. We have trade show prospecting down to a science. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. Set specific prospecting goals. Connect with prospects in the moment.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

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. Note that there are three groups of prospects that benefit from nurturing: 1.

Top of Funnel 157

Top of Funnel Account Based Marketing Epiphany B2B 157

Pointclear

AUGUST 30, 2012

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. Social Media: Table Stakes and the Challenges Linking to ROI.

Software 187

Software Software B2B Top of Funnel 187

Zoominfo

AUGUST 30, 2018

More and more B2B organizations have begun to host conferences and live events– and for good reason. Live events help companies engage with customers and prospects, boost brand awareness, generate leads, and so much more. But, organizing a B2B conference presents a unique set of challenges.

Conference 187

Conference B2B Social Media Top of Funnel 187

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing. Not listening.

Social Media 147

Social Media Media B2B Marketing 147

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Set specific prospecting goals. Set specific prospecting goals.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

Sales Hacker

NOVEMBER 16, 2021

Lead generation is the lifeblood of any business. As a business grows, so will its lead generation channels and strategies. With this in mind, it’s important to identify the best tools to automate lead generation and why your team should invest in them. What is lead generation automation?

Paid Content 121

Paid Content Lead Generation Lead Rank Lead Scoring 121

Zoominfo

APRIL 23, 2020

But B2B intelligence gets more intelligent by the day (that would be machine learning, predictive intelligence , and other dimensions) – in addition to simply growing the database. Role of Sales Intelligence In: Data Quality and Management Creating an Ideal Customer Profile Lead Generation The Technology Stack & Intent Data.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Nutshell

MAY 4, 2020

So how is this parable relevant to lead generation and surviving a crisis ? For a lot of B2B companies, revenue is plunging right now. This means fewer leads are coming through the door. This means fewer leads are coming through the door. Of the leads that are acquired, many of them have less budget to spend.

Lead Generation 119

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 119

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. With the help of this guide, you’ll discover exactly what lead generation is. You’ll be better equipped to implement a strong lead generation strategy within your business. Problems with lead generation.

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

Zoominfo

JULY 17, 2018

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. This format allows companies to engage with prospects and customers and receive feedback in real-time. Webinar costs.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Zoominfo

MAY 5, 2019

Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). The reason for this is simple.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Zoominfo

JANUARY 30, 2019

In-person interaction is the best way to create meaningful relationships with prospects. That’s why trade shows and industry events are so valuable to B2B marketers. Today we give you six ways to improve your trade show ROI. Improving ROI For Trade Shows 1. Make it easy for prospects to find you. Keep reading!

Trade Show 130

Trade Show ROI Marketing Promotion 130

Zoominfo

AUGUST 6, 2019

Recently, there has been a renewed interest in ‘marketing hacks’ as B2B marketers have started to realize traditional marketing methods are no longer useful in a competitive landscape. B2B marketers are on a constant search for an effective digital marketing strategy that can give their company a much-needed presence and branding boost.

B2B 154

B2B Strategy Social Media Marketing 154

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. These prospects are referred to as ‘good leads.’

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth. Get a map of the event.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Pointclear

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead. If they’re not, they aren’t.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Marketing Qualified Lead 204

Zoominfo

AUGUST 21, 2018

Your goal as a B2B marketer is to capture the attention of potential buyers with informational resources and content. Yet, in a world of information overload, how can you cut through the digital noise to reach your prospects? When done correctly, B2B marketers can use snackable content to capture more leads and drive user engagement.

B2B 169

B2B Marketing Social Media Video 169

SBI Growth

NOVEMBER 23, 2012

Technical product fact sheets and manuals your prospects don’t care about. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. Buyer’s value your insights during the sale: “53% of B2B customer loyalty is a product of how you sell.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Sales Hacker

JULY 15, 2021

Imagine this: you have a thoroughly vetted list of prospects. The prospects soak up everything your marketing team has to say. When marketing hands over the leads to the sales team , they have a field day and close most of them because they are highly qualified. Lead generation goals. ABM vs. traditional marketing.

Account Based Marketing 114

Account Based Marketing Top of Funnel ROI Cost Per Click 114

No More Cold Calling

JUNE 29, 2023

Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? Read “ Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator.” Your B2B Lead Generation Sucks … 5 Reasons Why Are you looking for your B2B sales leads in all the wrong places?

Referrals 177

Referrals Channels Cold Calling Scale 177