Pointclear

MAY 24, 2016

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. True leads require a lot of work—and that work doesn’t come cheap.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

OCTOBER 5, 2018

This blog about lead cost summarizes a lot of research I have done on the subject. There is a table in that blog that recaps the cost-per-lead based on lead source. cost-per-lead—which at first glance sounds like a great deal for a B2B lead.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

JUNE 28, 2018

This is all because the company did not agree internally on its market, the definition of a lead or what they sold. While this may seem like an extreme example, it is not so extreme that you should ignore it. I asked him how much our leads cost and he said $650. Today almost no one knows this company ever existed.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

MAY 8, 2013

We can always calculate cost per lead, acquisition costs and other related metrics. Should we simply, for example, measure the accounts closed, the sales that result pre vs. post, the incremental revenue achieved, the ROI for each sales stat? Yet, still, marketing budgets get cut first. Should we go further?

Quota 201

Quota Cost per Lead Marketing Salary 201

Pointclear

APRIL 14, 2017

Here is an example: The following is an example of what takes place without substantially more accountability in the Marketing and Sales process. Contact me at dan.mcdade@pointclear.com to discuss sales close rate, cost per lead and other topics of interest to you. You can find the deck here. I promise to help.

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

Pointclear

MAY 20, 2016

The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves. Hence the 35% used in this example.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

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. B2B sale complexity impacts cost-per-lead.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JANUARY 12, 2012

Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Take Steve, for example. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. And in spite of higher ad rates, we continue to keep our cost-per-lead under $100!”

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

MAY 30, 2012

Lead Evaluation Metrics: A Leaning Curve to Relevance in Reporting. Click to start video at this point — In response to a question on marketers defaulting to lead quantity and cost-per-lead metrics, Andrew talks about a measurement maturity cycle.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Jonathan Farrington

JANUARY 5, 2013

One example of a “little data” approach you can take is the power of list segmentation covered in this article: “How Relational Segmentation Techniques Help Achieve Higher Sales at Lower Cost” This article provides a simple framework for segmenting your prospect lists in order to achieve 140% of your current results – without additional cost.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

MAY 17, 2018

Option 3: Content Aggregator Leads. There are many different flavors of lead aggregation. Read this blog if you want a specific example of why I am not a fan of content aggregation (though I recognize it’s a huge business). Create a table like the one below for all the major lead generation activity at your company.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

AUGUST 2, 2017

The Formula for Calculating Break-Even Close Rates: Example 1. Completed Companies per Week. Lead Rate. Number of Leads per Week. Cost per Lead (based on $61.50/hour Break-Even Close Rate (1 / (Margin per Deal / Cost per Lead)). Gross Margin/Deal. Formula Takeaways.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

DECEMBER 20, 2016

If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. Despite our findings, marketing said that “this was an important source of leads, we just can’t afford to have you qualify them so we will continue to send them directly to sales.”.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Cost per Lead Lead Rank 100