Developing Prospects. Driving Revenue

ViewPoint | The Truth About Lead Generation

Status quo, you know, is Latin for 'the mess we're in.'

Posted by James Obermayer Jun 30, 2015 9:00:00 AM

This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new.

Here’s the problem

  • Salespeople consistently say that they do not get enough qualified leads.
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Tags: Lead Generation, Lead Qualification

Most Market Share Battles Are Lost, Not Won

Posted by James Obermayer Jun 23, 2015 9:00:00 AM

Casey Stengel said, “Most ball games are lost not won,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals.

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Tags: B2B Growth Strategy

The Quest for Good Leads: Are You Asking the Right Questions?

Posted by Dan McDade Jun 16, 2015 8:00:00 AM

What’s a good lead rate? How much should a lead cost?

These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions?

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Tags: Lead Qualification, Cost Per Lead

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Posted by Dan McDade Jun 5, 2015 9:00:00 AM

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales.

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Tags: Lead Generation

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

Posted by Dan McDade Jun 2, 2015 8:30:00 AM

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process. There are certain responsibilities specific to the client that can help make their program a success. A collaborative vendor-client relationship equals a win-win!

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Tags: Lead Generation

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

Posted by Dan McDade May 28, 2015 10:38:00 AM

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. (Those kinds of relationships really suck.)

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. After all … we’ve seen it all.

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Tags: Lead Generation

Changing the Sales Conversation [PowerViews LIVE Highlights]

Posted by Dan McDade May 21, 2015 8:30:00 AM

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation.

As the internet and other fast-emerging technologies continue to make an unprecedented amount of data available to today’s new buyer, traditional sales methodologies are quickly falling by the wayside. Buyers have changed and so must sellers. What’s a salesperson to do? Here are some key points and quotes from my conversation with Linda.

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Tags: Sales Process, B2B Sales

Dead is Dead! (At Least in Sales and Marketing)

Posted by Dan McDade May 19, 2015 9:17:00 AM

Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.

I grew up during a time when it seemed like a lot of things were dead:

Paul was dead. (The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.”) Thankfully, Sir Paul is still very much alive.

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Tags: Lead Generation

When One Out of Ten is an Abject Marketing Program Failure

Posted by James Obermayer May 12, 2015 9:30:00 AM

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace.

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Tags: Sales Process, Sales & Marketing Management

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

Posted by Dan McDade May 7, 2015 8:59:00 AM

It’s 2015. The marketing word of the year is Nurture.

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year.

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Tags: B2B Marketing, B2B Sales, Lead Nurturing