Pointclear

SEPTEMBER 10, 2013

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. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Total Revenue.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

MAY 16, 2017

Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. Finally figure out how you can deliver the marketing-nurtured opportunities that sales will follow up on and close. Then, and only then, it's time to check out your automation options.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Pointclear

FEBRUARY 16, 2017

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. It incorrectly emphasizes cost over ROI value.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

AUGUST 11, 2016

Shifting to Outcome-based Accountability and Revenue Metrics. Some trends in the industry: Marketing’s mission includes direct responsibility for a higher portion of revenue. Tie B2B lead generation activity to overall revenue and profits. It adds costs when sales discovers many leads don’t meet criteria.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Pointclear

APRIL 24, 2012

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 approach is familiar, fairly straightforward to calculate, and easy to manage.

Cost per Lead 220

Cost per Lead Lead Generation Sales Qualified Lead Lead Rank 220

Pointclear

MAY 3, 2012

In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Shifting to outcome-based accountability and revenue metrics. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes like conversions along with overall revenue generation.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162