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.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Pointclear

MAY 3, 2012

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. Not seeing the forest for the trees.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Rank Lead Generation 162

Pointclear

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. Perfection, of course, is that 100% of MQLs become SALs and 100% of SALs become SQLs.

Cost per Lead 145

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 145

SBI Growth

JUNE 15, 2013

Marketing leaders are in a unique position to embrace Big Data. Marketing professionals have largely embraced the analysis of data. In many ways, today’s Big Data capability is the answers to every marketer’s dreams. Leveraging Big Data in Marketing. Enriched product marketing. Faster new product speed to market.

Cost per Lead 303

Cost per Lead Data Lead Rank Lead Scoring 303

Smooth Sale

APRIL 17, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Improve Your Bottom Line for Sustainability In the ever-evolving marketing world, one of the most persistent questions for business owners and career professionals is: Should we focus more on cost per lead (CPL) or cost per sale (CPS)?

Cost per Lead 78

Cost per Lead Top of Funnel Film How To 78

SBI Growth

DECEMBER 17, 2012

Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Marketing leaders need a proven framework to unlock the potential of your marketing team. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success.

Lead Rank 326

Lead Rank Lead Scoring Cost per Lead Marketing 326

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. The decks show a healthy growth curve of leads being generated for Sales.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

Pointclear

JANUARY 4, 2018

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ).

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170

Pointclear

AUGUST 11, 2016

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. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

SBI Growth

AUGUST 22, 2012

In addition, you are probably using a marketing automation system that tracks leads and viewing history. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Is your content marketing strategy working? Average Page Depth.

ROI 306

ROI Omniture Data Demand Generation 306

SBI Growth

AUGUST 21, 2013

As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. It’s also a match for those who want to achieve a better cost-per-lead.

LinkedIn 323

LinkedIn Sales Qualified Lead B2B Tools 323

Zoominfo

JANUARY 5, 2023

A few years ago, companies looking to expand into new markets and territories might see a big budget as the surest sign of a serious campaign. It’s been a key part of our ability to scale to more than 30,000 customers worldwide while improving match rates, driving down our cost per lead, and getting more aligned with our sales team.

Cost per Lead 130

Cost per Lead Demand Generation Demand Generation Targets Lead Rank 130

Pointclear

JANUARY 10, 2018

I recently wrote a blog called How Much Does a Lead Cost. One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. One analysis documented the following: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Marketing automation is beneficial. What is Marketing Automation, And Why is it Important? How Does Marketing Automation Work?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Pointclear

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Quota 201

Quota Cost per Lead Marketing Salary 201

LeadBoxer

JUNE 5, 2020

Advertising and marketing campaigns are key to finding new customers for your business, but how do you know if those campaigns are working effectively? Luckily, there’s an easy way to measure how cost-effective your campaigns are. Luckily, there’s an easy way to measure how cost-effective your campaigns are.

Cost per Lead 52

Cost per Lead Cost Per Click Cost Per Thousand Cost per Acquisition 52

MarketJoy

OCTOBER 3, 2024

Additionally, broad targeting can lead to low engagement and higher costs per lead, as your outreach isn’t resonating with anyone in particular. This approach will yield higher-quality conversions at a lower cost per lead. What to Do Instead: Narrow your audience to a defined segment or niche.

Lead Generation 98

Lead Generation Outbound Ideal Customer Profile Lead Rank 98

Pointclear

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. Whether you are the CEO, or aspire to be, there’s some chance that in your opinion marketing and/or the sales organizations in your company are far from operating efficiently or effectively.

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

SBI Growth

FEBRUARY 26, 2013

They even track their peers’ marketing and competitive messaging. Overview : Acme was the preferred vendor in the market. They captured new leads using 97% outbound cold calling. Problem : Suddenly the lead pipeline slowed to a trickle. Leads stayed the same. The cost per lead doubled.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

SBI Growth

JUNE 8, 2013

Below are some recent statistics to illustrate the point: LinkedIn adds 172,000 new members per day. Referrals in B2B often have closing rates 2 times greater than marketing-generated leads. In addition, referral costs per lead are always among the lowest.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Pointclear

AUGUST 2, 2017

The five main factors in lead close rate are: Market definition. Lead definition. Process for following up on leads. Lead nurturing. Market definition : We once did work for a company that had two different views of the market. Marketing focused on $10,000 deals in small-to-medium sized companies.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Yes, while the cost per so-called raw lead was $23.15, the real cost per qualified lead was 1.96

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

MAY 24, 2016

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Showpad

NOVEMBER 10, 2020

Content marketing is an inbound lead engine. As a methodology, content marketing supports sales enablement efforts in numerous ways such as: Generating high-quality leads at a fraction of the cost of outbound marketing or sales. Reducing cost per lead (CPL) and cost per sale (CPS).

Top of Funnel 87

Top of Funnel ROI Cost per Lead Lead Rank 87

Zoominfo

JUNE 14, 2022

Marketing mistakes are costly. Yet marketers often struggle with this crucial step. “When you create a lookalike audience off of your remarketed audience, you go down a rabbit hole of bad leads. The marketing landscape is constantly evolving, so frequent and deliberate optimization is critical to keeping your numbers up.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Sales Gravy

MARCH 25, 2025

Why a Multi-Channel Strategy Matters Theres rarely a single magic trick that opens the floodgates of perfect leads. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. Every marketing team should have specific KPIs that align with their department’s goals and the organization’s goals at large.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Pointclear

MAY 16, 2017

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. Finally figure out how you can deliver the marketing-nurtured opportunities that sales will follow up on and close.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Measuring marketing’s contribution to revenue. Tier 3: SMB/Channel Accounts.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Demand Generation Targets 133

Pointclear

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing is a philosophy, not a product. Buy more lists!

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Account 100

Pointclear

DECEMBER 9, 2010

Qualifying criteria are rarely met due to lack of marketing resources. Money is wasted on sales lead generation programs that don’t work. Sales reps actually need fewer sales leads—or more accurately, fewer raw, unfiltered, unqualified marketing leads.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

DECEMBER 12, 2017

Here, in my opinion, is what is wrong with this approach to lead generation: Lower-level workers are 2.5 Lower level workers give up their digital body language (score points in marketing automation) while more senior executives do not. Neither one of these marketers were buying leads for low-cost commodities.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. Segment and stratify.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

No More Cold Calling

MAY 30, 2013

Why Cost Per Lead is Irrelevant. Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game. And when our sales and marketing teams work together effectively, that’s an unbeatable combination.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Pointclear

DECEMBER 20, 2016

If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. From one vendor alone they bought 6,000 leads. From one vendor alone they bought 6,000 leads. So after spending close to $140,000, the leads went into a black hole in CRM.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Cost per Lead Lead Rank 100

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Are these truly leads? Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160