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

Pointclear

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.

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.

Lead Generation and Accountability: Increasing the Quality of Prospects

SalesEngine

Leads are a double-edged sword to many companies and salespeople. Bringing departments together and increasing lead accountability may be the answer to getting better leads. Numbers, incentives, and change. More creativity, better leads.

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.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)

Pointclear

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

Pointclear

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.

Your Guide to a High-Performance Outbound SDR Team

Sales Benchmark Index

Today’s topic is understanding how to leverage Sales Development Reps to generate leads for the sales team. Podcast Sales Strategy Lead Generation Sales Development Rep sales strategy SDR business case SDR compensation SDR incentive SDR management SDR onboarding SDR Team

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. Account Based Sales Referral Sales Sales Leadership account-based selling business development culture lead generation referral sales Referrals sales leadershi

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (CoreSite)

Xactly

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. I worked in sales development for two years, leading a team of lead generation specialists.

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

Pointclear

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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Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing

Nutshell

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Routine prospecting activities include cold calling , cold emailing , or following up with a lead that has gone cold. Finding Qualified Leads. Lead Generation.

April Referral Selling Insights

No More Cold Calling

Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. I decided that cold calling was not the way to generate qualified sales leads. What Millennials Can Teach Us About Lead Generation.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

The more revenue you generate, the more commission dollars you’ll earn. Next generation sales tools like SalesPod deliver a non-intrusive method for reps to capture and report sales activities in the moment, and at the same time provide managers with the visibility they so badly need.

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How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project.

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

Smart Selling Tools

Some of the leading solution providers I’m particularly interested in are PROs , PGI/iMeet , and DocuSign. How Gamification Leads to Improved Sales Performance. Your Crystal Ball: What This Year’s Sales Incentives Tell You about 2013.

007Sales 3.0: The End of TheRoad for TheAutonomous SalesRep

Smart Selling Tools

One enticing benefit (or incentive) of the sales profession is the freedom and independence it offers. Great performance invariably leads to corresponding degrees of support and enthusiasm.I

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Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

Turn Your Customers Into Marketers

Salesfusion

Top five reasons to curate user-generated content. It creates an unstoppable, marketing superstorm, and that superstorm is known as user-generated content, or UGC. content marketing lead generation

3 Reasons Why Your Sales Team Isn't Generating More Leads (And How to Fix It)

Sales and Marketing Management

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. This could be why so many salespeople struggle with lead generation and instead spend much of their time on current business. But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads. 4 Ways to Fix These Problems and Generate More Leads.

What Determines Cost Per Lead

Pointclear

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. It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. Take a look at the following cost per lead comparison.

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October Referral Selling Insights

No More Cold Calling

Year after year, “the inability to generate qualified leads” tops CSO Insights’ list of B2B sales challenges. The lead generation problem is chronic and increasing. 5 Questions to Guarantee Qualified Lead Generation.

Show Me the Money! A Guide to Creating a Scalable Sales Compensation Plan

Openview

Lead generation or business development reps (BDRs) will obviously need to have their performance measured and compensated against different leading indicators than inside sales reps and sales management may need to be compensated based on an altogether different set of metrics.

Should Marketing Be Compensated On Revenue?

Pointclear

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. Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. In my opinion, it’s for this “generated interest” that they should be compensated. It is also a growing trend to use incentives for inside sales lead qualification people who work in Marketing.

Why Measuring Success on Cost Per Lead is a Huge Mistake

Pointclear

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. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality.

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3 Ways to Systematically Add High-Value Referrals To Your Sales Pipeline

Women Sales Pros

Referral leads arguably close easier, race through the pipeline to close faster than other lead source and generate higher loyalty and lifetime value. Then, simply trade leads with complementary suppliers.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. They play a lead role in determining periodic targets and creating playbooks to achieve their objectives. Success begins with setting goals.

CMO: Sales People are Cavemen

Sales Benchmark Index

The marketing lead conversion rate is not even close to a 30% revenue contribution. The Last Mile of Lead Generation. How can you expect to close the “last mile” of lead generation? There are many root causes for poor lead conversion.

2 Ways for Sales Operations to Improve the Sales Funnel

Sales Benchmark Index

Hold sales accountable by tracking how quickly sales reps respond to online-generated leads. Add these to your Lead Generation Success Metrics to gain more control over your sales funnel. Track Sales Rep response time as part of your Lead Generation Success Metrics.

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ABC = Always Be Collaborating

Sales and Marketing Management

However, traditional team layouts – those based on roles – often push teams to work in silos, leading to disengagement. . These types of incentives align all employees on the growth of the business. rethink compensation and incentive structures.

Your Most Burning Referral Questions Immediately Answered

No More Cold Calling

Who should you ask for referrals to drive lead generation? Below are some of your smartest questions, and my answers about how a referral program can drive lead generation. QUESTION: Should I offer incentives to people who refer me?

Inc Magazine Gets it Wrong on Sales Prospecting

Understanding the Sales Force

Until we have heard that they have a compelling reason to buy, they won''t have an incentive to answer any qualifying questions! That in itself is very archaic and when it is performed as a full-time function, it''s usually by the lead generation team, not salespeople. Lead generation people don''t have pipelines and people who close on the first phone call don''t have them either.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. They play a lead role in determining periodic targets and creating playbooks to achieve their objectives. Success begins with setting goals.

ABC = Always Be Closing Collaborating

Sales and Marketing Management

However, traditional team layouts – those based on roles – often push teams to work in silos, leading to disengagement. . These types of incentives align all employees on the growth of the business. rethink compensation and incentive structures.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

Annual Target Incentive. Using Xactly Insights , companies can benchmark their existing compensation plans against more than 13 years of aggregated pay and performance data to ensure incentive plans are competitive within their industry.

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Marketing’s new Lead Generation and Sales Enablement now generated latent buyers.

51 Ways to Fund Your Sales Improvement Effort

Sales Benchmark Index

I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.) They wanted to engage a leading SFE consulting firm (SBI!)

How To Fix Your Sales Problems In The Right Order

Sales Benchmark Index

Leads were not being qualified before the sales force engaged. No lead management process to qualify the leads. Let’s incent everyone to sell more new logo business” he said. Incenting new logo business will only further frustrate the sales force.

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CDM: The New Sales Holy Grail

Sales and Marketing Management

Although this means greater market reach, many partners lack the resources or incentive structure to report back timely and precise information. Instead, sales leaders coax partners to follow sales strategy and share information by offering commissions and other incentives. Automate Incentive Processes to Lower Costs, Reduce Payment Issues. Utilize Rich Customer Data to Improve Lead Generation.