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.

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.

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The Definitive Guide to Lead Generation: 6-Steps to a Winning Lead-Gen Process

Sales Hacker

For many organizations today, lead generation is the Achilles’ heel of business development. They spend tons of money to hire closers — salespeople who are fired up and ready to close business — but they aren’t generating enough leads to keep them busy.

Lead Generation and Accountability: Increasing the Quality of Prospects


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.

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


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.

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.

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

9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads. Here are 9 LinkedIn lead generation tips to help get your salespeople started: 1. Expand Your List of Leads. Keep up with Your Leads.

How to Use Social Media for B2B Lead Generation


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.

If Done Right, Your Referral System Won’t Actually Cost a Thing

No More Cold Calling

I always advise clients against offering incentives for referral business. When you offer a kickback, your referral sources are likely to give you names, not qualified leads. Forget about incentives. Referral makers don’t want your money. They want to know you’re trustworthy.

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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)


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.


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


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.

Selling to Fortune 500 Companies (An Easy 3-Step Process)

Sales Hacker

After spending only $600 and a few hours, I found myself quickly unable to keep up with all the quality inbound leads and conversations I was having with my target accounts. Lead Generation Sales Development ArticlesSelling to Fortune 500 companies is a different game than SMB.

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.

4 Steps to Creating Buyer Personas for a Personalized Sales Approach


Armed with an incentive of some kind (gift cards or a small discount on services), find a mutually agreeable time for you to delve into what makes this customer who they are. Use these representations to start making better decisions about your content, lead generation strategies , and overall marketing and sales techniques. Lead Generation Selling Strategy Buyer Personas prospecting sales strategyThere’s no doubt that small businesses know their customers.

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 Secret To Getting Better Results From Your Events


Meeting company owners and representatives in-person helps prospects connect your brand with real people, solidifies relationships, and is a prime opportunity to meet new leads. You have the timing advantage of knowing your lead left the company before a hard bounce was put in place.

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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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.

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


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.

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


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


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.

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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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?

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


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?


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


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.

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.