Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. Want Lead Generation Techniques That Work?

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

Pointclear

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

4 Ways Personalization Affects B2B Lead Generation

Smooth Sale

Attract the Right Job or Clientele: NOTE: Ralph Wunsch, Web Publishing Consultant for WriteBrain, Contributor Techinasia, provides today’s Blog, 4 Ways Personalization Affects B2B Lead Generation. Below are some of the benefits that personalization gives to B2B lead generation: 1.

How to Blow $100,000 on a Lead Generation Campaign

Pointclear

No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? These “leads” ended up in a black hole—with $100,000 wasted.

The Power of Sales Intelligence #3: Lead generation

DiscoverOrg Sales

So lead generation tools are critical to supporting a company’s growth objectives. While there are many different kinds of lead generation – content marketing, advertising, SEO, email campaigns, cold calling, list-buying, hosting events, and attending tradeshows, just to name a few – a sales and marketing intelligence tool is great for discovering new, quality leads, quickly, as well as enhancing your other lead gen efforts.

Sales Lead Generation: Saving Money – Killing Performance

Pointclear

The point is, not all sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings. What else, besides labor costs, factor in to the costs of lead generation? Here's a full explanation of cost per lead – a white paper complete with all the math you need to determine how much you should pay for the quality leads you need.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads. CEOs need to care about lead outcomes.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

Pointclear

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail.

Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” How do they get qualified leads?

3 Most Common Mistakes in Lead Generation - Video Blog

Sales Benchmark Index

There are three themes commonly present in under-performing lead generation programs. Marketing leaders can quickly diagnose the most common Lead Generation mistakes. Common Mistake #1 - Premature Acceleration of Leads to Sales.

7 Ways to Optimize Your Lead Generation Landing Pages

Zoominfo

B2B sales and marketing professionals are constantly looking for ways to increase their qualified website leads. In fact, 85% of B2B marketers say lead generation is their most important content marketing goal ( source ). Lead Generation Landing Pages- Key Takeaways.

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. Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation. Marketing-generated awareness. Marketing-generated demand.

3 Steps to Produce Content to Feed Lead Generation

Sales Benchmark Index

Marketing and sales leaders can end the struggle to produce content for Lead Generation. I spent a good part of my career in marketing including leading account teams for an advertising agency as well as directing corporate marketing.

Why Specificity Matters for Lead Generation

No More Cold Calling

Lead generation is personal … very personal. However, when you’re asking for referrals or writing copy for lead generation materials, the more specific your description, the more likely you’ll attract only the right customers. ” If you’re looking for the right words to improve your writing and lead generation, I highly encourage you to connect with Ivan. Whether you’re crafting a strong headline or asking for referrals, it pays to be specific.

Outsourcing Lead Generation: A CMO’s Perspective

Pointclear

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.

B2B Lead Generation: The Best of PowerViews

Pointclear

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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

Is ABM the Holy Grail to 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? As with other technologies, automating a bad process just leads to more bad results.

The Ultimate Guide to Outsourcing Sales Development and Lead Generation

Sales Hacker

For example, most of us plan to forever Outsource certain things. Let me add more color with a dining experience example. How to think about Lead Generation / SDR Outsourcing. How to evaluate your Lead Generation Provider.

B2B Lead Generation: Are You Killing the Golden Goose?

Pointclear

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Pointclear

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Example 1: A shift in scoring criteria drives higher results.

8 Successful Sales Pitch Examples and Why They Work

Sales Hacker

Let’s dive into some of the principles that make for an ultra-effective sales pitch, and explore examples of sales pitches that illustrate them perfectly. 8 Sales Pitch Tips with Examples. Check out this example from Shultz Photo School’s website: “We help parents take better pics.”.

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

Pointclear

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.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. As a result, I am the lead generator, the SDR , and the closer. Good lead generation systems need a strong foundation.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

Pointclear

Is ABM the Holy Grail to 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?

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

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? For example, say you are targeting American Express as part of your ABM strategy.

Is Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

Sales Benchmark Index

Now is the time to double down on your LinkedIn Lead Generation efforts by engaging these new features: Endorsements. More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns.

Are Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

Sales Benchmark Index

Now is the time to double down on your LinkedIn Lead Generation efforts by engaging these new features: Endorsements. More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns.

Successful Lead Generation - One Size Does Not Fit All

Pointclear

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?

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

We’ve gathered a list of the best lead generation tools on the market today. Building a successful business starts with great leads. Previous generations spent hours making phone calls or blindly visiting businesses, asking to speak to the person in charge. Lead Forensics.

5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

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.

Five Reasons Your Lead Generation Campaigns May Not Be Working

Pointclear

For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. As a matter of fact, successful lead generation processes rarely run what we know as "campaigns."

Bulls, Bears, Bernanke and BtoB Lead Generation

Pointclear

We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP.

The Complete Guide to Effective Sales Voicemail (Plus Scripts and Example Recordings)

Sales Hacker

In a typical week those voicemails could generate a grand total of one returned call each day. Those calls were their warmest, best leads. Voicemails Lead to Callbacks… eventually. Here’s an example of what a voicemail script might look like when there’s a pitch in it: “Hi Max.

How to Use Social Media for B2B Lead Generation

Zoominfo

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies.

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Leads are Qualified.

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Pointclear

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

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

Pointclear

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.

Fresh tips to handle B2B lead generation using live chat

PandaDoc

Lead generation is one of the biggest concerns of B2B companies. In the abundance of brands, products, and services, it is becoming increasingly difficult to generate and utilize leads. This is why 80% of marketers say their lead generation efforts are only slightly or somewhat effective. In this post, we will show you fresh tips to handle B2B lead generation using live chat.

Are You Serious About Lead Generation?

Jonathan Farrington

My regular observations have led me to conclude that very few organizations have a formal plan, strategy or methodology in place to manage leads, preferring the “scatter-gun” approach, because all business is good business, isn’t it? So let’s get serious about lead generation, shall we?

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Pointclear

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough.