6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


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. Failure to execute and coordinate all of the moving parts leads to poor results. Lead Generation Lead Nurturing

How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! I could picture the sales rep on the receiving end of that lead generation form, already ramping up to barrage me with emails and stupid cold calling scripts. Referral Lead Generation Takes Personal Connections.

Trending Sources

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts


While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. Correctly emphasize the ROI value of qualified leads over their cost. Cost-Per-Lead.

Why Do People Make So Many Lead Generation Mistakes?

No More Cold Calling

Wondering how to generate leads—not just smoke-and-mirror leads, but only qualified leads? Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)


What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. Lead Generation

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Lead generation is at its core a numbers game.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? It’s also more than just lead generation.

Sales Lead Generation: Saving Money – Killing Performance


After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.” How successful do you think someone being paid $11 to $12 per hour will be in navigating to, and having conversations with, senior decision-makers at organizations that will spend five to six digits or more for solutions? The point is, not all sales lead generation firms are created equal, just as not all houses are the same.

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Finding those connections is key to lead generation and getting referrals. But while customers make up the top tier of your referral network, there is untapped potential for lead generation in every area of life. The company has important sales leads in the U.K.

The Four Key Elements to Successful Lead Generation

Sales Benchmark Index

Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content. Do you have a documented, repeatable process to manage your leads? Have you defined what a good lead looks like?

Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

Top performing B2B sales organizations rarely employ just one lead generation tactic. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Lead Quality Drives Increased Revenue.

How much does outsourced lead generation cost (vs. keeping it in house)?


Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. By outsourcing your lead generation, qualification and nurturing activities you get better results for less cost, and I can prove my claim. Who’s going to take their eye off the lead generation ball to keep positions filled? What happens to the lead flow when someone leaves?

Successful Lead Generation - One Size Does Not Fit All


Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time?

B2B Sales Lead Generation Pros Who Listen, Learn


Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Even when callers are live, they can fall into that same robot mode: Seemingly reading from a script, often talking too fast because they expect you to quickly exit the conversation and hoping against hope that you’ll stay on the line for their sake (not the person’s on the receiving end). People like my coworkers and me have scores of conversations each day.

5 Critical Things to Consider When Evaluating Lead Generation Companies


Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies. We have clients that buy leads from other sources only to find out that one out of a hundred is actually qualified.

Lead Generation: Whose Job Is It, Anyway?

The Sales Hunter

Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” Then these marketing people said that salespeople are terrible at lead gen. They also told me that they don’t want their salespeople generating their own leads (translation: too expensive). Let them follow up on the leads that marketing provides. Let the Conversation Begin.

Do Account-Based Sales Reps Really Need SDRs?

No More Cold Calling

They do all the cold calling and nurture all the leads from marketing—getting prospects primed and ready before passing them off to the sales team. Smart account-based sales reps don’t wait around for cold leads from marketing or nurtured leads from SDRs.

B2B Lead Generation: The Best of PowerViews


Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

How to Identify Strategic Accounts for Your Account-Based Sellers

No More Cold Calling

That’s why current clients are your best source for qualified lead generation. Asking for referrals is the fastest way to score every meeting in one call, ensure qualified lead generation , and achieve a conversion rate of well more than 50 percent.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)


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.

3 Ways to Guarantee Referral Prospecting Success

No More Cold Calling

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.). Think a referral system is easy? Think again!

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting reps with the content, training and analytics they need to have more successful sales conversations.”. Marketing-generated awareness. Marketing-generated demand.

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Metrics to Drive Lead Generation Performance


Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation.

Looking to enhance sales lead performance? Put process before technology.


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. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. That is, by not using a cost-per-lead metric.)

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Lead Generation Tips - Take 3 Hour Lunches

Green Lead's B2B

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. They also optimize sales lead quality, lead rates, lead velocity and resource productivity.

Sales Prospecting Checklist


Art of conversation Discipline Entrepreneurship Infographic Lead generation Prospecting Sales customers infographic lead generation prospecting salesProspecting is the most challenging part of a sales professional’s job.

Outsourcing Lead Generation: A CMO’s Perspective


There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. What led you to consider outsourcing lead generation? Watch out for pay-for-lead approaches.

The #1 sales challenge: developing new business – 6 best practices

Sales Training Connection

The most important skill in identifying future opportunities is the ability to see the relationship between observable events and knowing what actions and results they are likely to lead to and when. Technorati Tags: business development , developing new business , lead generation.

When Arrogance Replaces Confidence

Jonathan Farrington

Conversely, arrogant people think they know it all, and as a consequence, don’t know what they don’t know!”. How to Build an Outbound B2B Lead Generation Team that Drives Sales” from Openview.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. Ideally, conversations flow smoothly toward a coordinate of your choice. Your primary task is to lead the conversation from its point of origin, to a concise, coherent and contemplative location. Preliminary Conversation Maps.

Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. Content-marketing helps to develop, maintain and move relationships forward until they are primed for a conversation with a sales rep.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Umberto Milletti , CEO of InsideView spoke of better lead conversion through ‘enrichment.’ Engaging a prospect in a quality conversation requires that you have something of interest to offer and most salespeople don’t. I just returned from attending DemandCon in San Francisco.

4 Reasons Dumbing it Down is the Smartest Way to Sell

Smart Selling Tools

At some point, however, they will make a decision to contact a solution provider and have an actual conversation with a salesperson. Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy.

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Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

Along with the disappointing reality that there aren’t enough known prospects to occupy 100% of our reps’ time, there are two simple contributing factors: A long chain of to-dos is unfurled with each prospect conversation. Converting leads to prospects.

Is Customer-Centric Selling Dead?

Smart Selling Tools

Customer Centricity is an overarching philosophy that puts the focus squarely on how to have critical one-on-one conversations—and not just what to say or how to say it. It requires authentic, mutually beneficial, conversations.

The Goldilocks Principle for Sales Leads

Smart Selling Tools

The point I want to make here, and the reason this has anything to do with sales leads is this: Goldilocks wasn’t looking for as many bowls, chairs, and beds as she could get her hands on. It’s here where we can segue into the topic of sales leads.

Leads 101

How to Get Prospects to Remember The Golden Nugget

Smart Selling Tools

Can I ask you a question, what would you say is the main thing you’ll remember most from our conversation today? You know everything there is to know about your products.

Spend more time selling and less time searching

Smart Selling Tools

It has to be done because they can’t be effective in their sales conversations unless they’ve done the research. Therefore the most revenue you can possibly generate has an upward limit, bound by the percentage of time spent engaging with prospects.

Do This One Thing Now: If You Want to Double Revenue in 2014

Smart Selling Tools

CRM is NOT a productivity tool, nor is it a revenue generation tool. As Nancy Bleeke writes in her new book, “ Conversations That Sell ” the purpose of every conversation is to get the prospect to either do or decide something.