ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Why Measuring Success on Cost Per Lead is a Huge Mistake

How to Leave Voicemails that Generate Results

How to Diagnose if Inbounditis is Killing Your Sales Pipeline

How to Establish a Meaningful Lead Definition

Expert Panel’s Feedback on Our Lead to Revenue Calculator

Proof that Account-based Marketing Works

Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

5 Steps to Account-based Marketing Success

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #7: From Chaos to Kickass

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

The Flavors That "Sales Ready" Leads Come In

Dear CEO: The Era of Accountability Starts in 2017

How to Refine Your Sales Methodology

A Podcast Interview With Andy Paul on  Accelerate!

Gold Calling vs. Cold Calling

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

Like Leaving Flour Out of a Cake

Bubble in the Funnel

What Percentage of Marketing Leads Should Be Accepted by Sales?

PipeLiner CRM #SalesChats Webinar on Prospecting

Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

B2B Lead Gen: Can you do it cheaper and better inside?

Is Your Funnel Full of Fool's Gold?

Marketing is More than Automation

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

Long-Term Leads Demand Attention Now

What Does “Full Funnel Marketing” Really Mean?

How to Avoid Wasting 75% of Your Marketing Spend

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

Questions to Ask Before Investing in Lead Generation

What is the Minimum Acceptable Close Rate on Leads?

Q&A With Dave Stein and Steve Andersen

Is Anyone Leading Lead Management?

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Does Your Sales Team Know How to Follow-Up on a Lead?

Lead Nurturing: Triple Your Marketing Return

Put A Judicial Branch In Place to Eliminate Wasted Leads

How Much Do Your Leads Cost?

Marketing Needs to Put Skin in the Game

An Allbound Marketing Approach Closes Your Revenue Gaps

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

The Key to Filling in Your Revenue Gap

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

Is Your Lead Generation Strategy Broken?

The #1 Reason CEOs Should Care About Lead Generation

How to Turn Sales Leads into Revenue, Not Just Work

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part Two)

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 2 of 3

There is Little Social in Social Selling

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 1 of 3

11 Lead Generation Buzzwords That Need to Go Away in 2016

Exposing the Cause of Under Performing Sales Teams with Mike Weinberg (Part 2 of 2)

Exposing the Cause of Under Performing Sales Teams with Mike Weinberg (Part 1 of 2)

What is a Lead Generation Company?

12 Days of a B2B Sales & Marketing Christmas

5 Marketing Trends That Will Take Off in 2016

5 Reasons Why PointClear Could Be Your Dream Employer

Announcing our New Look!

To Manage Sales You Must Manage Sales Leads

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Are You Building a Company or Just Laying “Marketing Brick”?

Make Better Data-driven Marketing Decisions

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

Follow the Money: The Primary Responsibility for CMOs

"Marketing is too important to be left to marketers."

The sales rep said, “I never got a lead yet that turned into a sale.”

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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

Most Market Share Battles Are Lost, Not Won

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

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

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

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

Changing the Sales Conversation [PowerViews LIVE Highlights]

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

When One Out of Ten is an Abject Marketing Program Failure

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

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]

Sales Lead Management Leads to a Lower Cost of Sales

2015 Horoscope for Sales Executives: from Danmac the Magnificent

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

4 Tips to Power Up Prospecting in 2015: #2 Commit to It!

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

Where is Marketing Going ... and Growing ... in 2015? [PowerViews LIVE Highlights]

"New Sales. Simplified." A Must-Read!

When Bad Things Happen to Good Leads - Part 5

When Bad Things Happen to Good Leads - Part 4

When Bad Things Happen to Good Leads - Part 3

When Bad Things Happen to Good Leads - Part 2

When Bad Things Happen to Good Leads - Part 1

Sales Lead Management Leads to the Most Efficient Media Buy

Why Social Media Doesn't Work [PowerViews LIVE Highlights]

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

Time to Stop Making Sales & Marketing Excuses in 2015

7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

Digital Relevance: Developing Marketing Content and Strategies that Drive Results

Stunning Study Reveals How to Increase Sales by 29-49%

8 Ways to Motivate Salespeople to Follow Up Inquiries

Should You Gate Your Content? Answer These Questions To Find Out.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

Five Signs You're Missing Sales Opportunities

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

Top B2B Marketing Blogs: Key Ingredients

4 Great Reasons to Take the Sales Performance Optimization Survey Today

Becoming a Sales Freak and Changing the World

5 Ways to Get More at Dreamforce -by Craig Elias

“Guruji, who was I in my last incarnation?” Sri Ramana Maharshi answered, “Who wants to know?”

Building an Inside Sales Lab: 10 Essential Tips for Success

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

It’s All About the People: A Review of "Never Be Closing"

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

B2B Mobile Marketing: 15 Ideas You Can Use Today...

He said, “One of us is wrong, and it surely isn’t me!”

2014 B2B Marketing Trends That Work

5 Keys to Becoming a Sales First Company

Marketing and Old Cameras: An Exercise in Composition

Half of all sales inquiries are good. The challenge is finding which half.

Book Review: Hooked on Customers

How Speech Analytics Can Improve the Contact Center Experience

SiriusDecisions Summit 2014

AGILE SELLING by Jill Konrath

ITSMA Professional Services and Solutions 2013 Brand Tracking Study

Content Marketing is Doomed! (Or, why Las Vegas cookery isn’t all that good anyway)

True Marketing Operations: It’s time.

CRM: 20 Years Later—Still Hated

Keeping Poor Performers Beyond Their Expiration Date?

Sales and Marketing, Stop Blaming, Start Partnering

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

Tweet Less and Talk More

PowerViews with Dan Waldschmidt: How Ordinary People Can Achieve Outrageous Success

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

And People In Hell Also Want Ice Water

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

3 Ways Inbound Marketing Is Hurting Your Business (#3 Is the Most Surprising)

Marketing Automation is Not Marketing Strategy

How to Ensure Your Sales Appointments Aren't Just Appearances

True Story: Without a marketing plan, he planned to fail!

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

REVENUE: The Golden Opportunity with Big Data and Content Marketing

Taking away a marketing manager’s excuses!

How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Lead Generation Lies That are Wreaking Havoc with Your Sales

How to Double Your Marketing & Sales ROI

Up, Down, Over and Out

Taking away a salesperson’s excuses!

B2B Prospecting Data Just Keeps Getting Better

3 Tips to Turn Noise Into Value

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

PowerViews with Dave Stein: Hire the Right Salespeople

PowerMinute: [Video] Why Measuring Success on Cost Per Lead is a Huge Mistake

An Agency Presentation that Surprised Me

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

PowerMinute: [Video] Take Sales from Chaos to Kickass

Best of PowerViews: Are You Tenacious About Sales Follow Up?

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

PowerMinute: [Video] Learn How Fewer Leads Can Drive Higher Sales

Internet Radio - Its Time Arrived Several Years Ago!

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

PowerMinute: How to Establish a Meaningful Lead Definition

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

Power Opinions - BANT is BUNK … Revisited

PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra

PowerMinute: How to Leave Voicemails that Generate Sales Results

Should Marketing Be Compensated On Revenue?

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

PowerViews with Nick Stein: The Role of Games in the Sales Office

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

'Gold Calling' Is Alive and Well

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

PowerViews with Koka Sexton: How to Leverage Social Media

Good Reads for B2B Marketing - How to Create Newsworthy Content

Best of PowerViews: Exciting Future for Inside Sales Experts

Good Reads for B2B Sales - Do You Have What It Takes to Succeed?

PowerViews with Peter Bourke: Sell Less, Win More

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Successful Lead Generation - One Size Does Not Fit All

BANT is Bunk, BS and Irrelevant - per Ardath Albee

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

Power Opinions - Experts Select Top Three Social Media Tools

PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact

Good Reads for B2B Sales - Are You Drowning in Sales Quota?

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

How B2B Marketing and Sales Alignment is Like a Relay Race

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

Sales Success - The Perfect Formula from Jonathan Farrington

Good Reads for B2B Sales - Lessons from NHL Playoffs

Good Reads for B2B Marketing - Respect Your Competition

Marketing Communications Managers Must Know the Sales Quotas!

Good Reads for B2B Sales - Sales Intelligence with Google

The Real Reason Sales People Struggle to Close Opportunities

PowerViews with Michael Brenner: The Battle for Customer Attention

Good Reads for B2B Marketing - Protect Your Online Reputation

Should Marketing Be Held to the Same Quota Standards as Sales?

PowerViews with Tony Zambito: Buyer Predictability

Good Reads for B2B Sales - Busy People Don't Mean to be Rude

Make Marketing More Efficient by Embedding Analytics on Top KPIs

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

Good Reads for B2B Marketing - Staple Yourself to a Lead

PowerViews with Jim Dickie: Customer-centric is Key

Sales Qualification Isn’t an Event - It’s a Process

Good Reads for B2B Sales - Selling at Every Level

Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep

Top Three Takeaways from Sales 2.0 – San Francisco #S20C

Good Reads for B2B Marketing - More CMO/CIO Alliance

Sales 2.0 2013 Conference - My Featured Tweets #S20C

What I Learned Day 1 of Sales 2.0 2013 in Tweets #S20C

Good Reads for B2B Sales - Cold Calling Revisited

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Marketing Automation Software that Delivers the Most Data Wins!

PowerViews with Dan Waldschmidt: Changing the Conversation

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Culture Always Wins: Closing the Cross-Cultural Sale

PowerViews with Bob Perkins: Inside Sales is Here to Stay

How the Irreplaceable Past Affects Sales and Marketing Performance!

KISS for Sales

PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

Why Sales Leads are an Asset With a Declining Value…for Some

5 Critical Things to Consider When Evaluating Lead Generation Companies

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

PowerViews with Anthony Iannarino: Changing Business Models

A Salesperson's Wishes from Marketing

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

PowerViews with Bob Kelly: Redesigning Sales Process Basics

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

Successful Content Marketing Plans Do 1 Thing Really Well

The Rush to Get Inside

Marketing’s Wish List to the Sales Department

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

The Dangers of Using Cost per Lead as a Metric to Measure Marketing

B2B Lead Generation: The Best of PowerViews

PowerViews with Dave Munn: The Transformed Marketing Organization

Learn the Truth About Leads

Are You Planning for Lead Generation for 2013?

PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

Sales Leads: Don’t Look a Gift Horse in the Mouth

Lead Generation: A Watched Pot Never Boils

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

#B2B Summit Day Two: Brian Carroll on How to Capture, Nurture and Convert Leads

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

#B2BSummit Day One from Orlando – Five Marketing Truths from Flint McGlaughlin

MarketingSherpa #BtoBSummit: Isaac Misses Orlando – Our thoughts and prayers for New Orleans

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

PowerViews with Tim Riesterer: Targeting Prospects via Status Quo Clusters

Avoiding Cascading Zipper Failures between Marketing and Sales

PowerViews with David Brock: Thoughtfulness, Sharp Focus & Sharp Execution

B2B Lead Generation: Are You Killing the Golden Goose?

The Compensation Conundrum

Sales Leads, Appointments and Granfalloons

PowerViews with Tony Jaros: The New Demand Waterfall, Alignment & SLAs

"Tell Me Who Your Friends Are and I'll Tell You Who You Are."

PowerViews with Brian Carroll: The State of B2B Lead Gen & 2012 Recommendations

PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right

Bulls, Bears, Bernanke and BtoB Lead Generation

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Predicting Sales Results from a Group of Inquiries

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

PowerViews with Ginger Conlon: Trustability & Your Customer's Voice

PowerViews with Andrew Gaffney: Tipping Points & Differentiators

SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

How many inquires does it take to make quota?

PowerViews with Christopher Hosford: CRM/Marketing Automation/Social Convergence

Why Engagement Will Not Generate Leads (and what to do about it)

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

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3)

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

PowerViews with Trip Kucera: Best Practices & Surprising Trends

Is Lead Generation Slipping Away From Marketing?

PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

PowerViews with Jonathan Farrington: Stay Focused

“Enchantment” by Guy Kawasaki

Don't Worry About Biting Off More Than You Can Chew. Your Mouth is Probably a Whole Lot Bigger Than You Think.

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

Demand Generation Strategies & Lead Management Processes First

Confidence is the Feeling You Have Before You Understand the Situation

6 Sales & Marketing Strategy Recommendations for 2012

On Becoming a Top Sales Expert at Top Sales World

How to Make Social Sell: From Thought Leader to Thought Provoker

Eight Shortcuts to More Successful Sales & Marketing Collaboration

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

Do Standardized Sales Processes Really Work Anymore?

The 5 Top Media for Cold Prospecting

Is It Really B2B, Or Something Different All Together?

Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon

Lead Qualification & Lead Nurturing: Whose Job Is It?

Sales Leads: Why Your Reps Need Fewer, Rather Than More

Do Your Sales Prospects Have Their Own Poker “Tells”?

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

The R and the I – What’s Engagement Worth?

Want to Improve Your Sales? Start Reading.

2011 Top Sales & Marketing Awards Nominations

Andy Rooney on Sales Leads

Outsourcing Strategic Account Management – What, are you crazy?!

7 Hot Email Prospecting Tips

The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

The 11th Question to Ask Before Buying a Marketing Automation Solution

“You Can’t Catch Water With A Fist”

Takeaways from BtoB's NetMarketing Breakfast in Boston

What I Learned From Steve Jobs

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Who is teaching the CMO how to sell?

Create Performance Combustion to Get the Sale

Five Ways B2B Marketers Can Get the Most from Facebook

The Power of the Human Voice in Lead Qualification & Lead Nurturing

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

Meaningful Engagement Yields Revenue from Online Lead Generation

What I learned at Dreamforce 2011

Dealing with the New Customer Acquisition Challenge

4 Things to Consider Before You Buy Marketing Automation

Improve Sales Performance with 3 “Art of Sales Management” Functions

Generating Qualified Leads is Number One Issue for New Members of the SLMA

Metrics to Drive Lead Generation Performance

Lead Management: Let’s Formalize this Relationship

Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

A Wink's as Good as a Nod to a Blind Mule

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Outsourcing Lead Generation: A CMO’s Perspective

Why You Must Nurture Your Dream Clients

You’ll never break a horse if you stay sittin on the fence!

Five Reasons Your Lead Generation Campaigns May Not Be Working

New Response Databases - Valuable Resource for B2B Marketers?

The Science of Creating Demand, Upon Demand, When Demand is Needed

Prospect Development Program Jumpstarts Manufacturer’s Channel Sales

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates

Is Your Web-based Content Driving Away Sales Leads

eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset

He was in grave danger; there was only one way out

A Healthcare Information Technology Lead Generation Success Story

A Good Laugh from a New Sales Lead Management Cartoon Series

Jeff Pedowitz on The State of Marketing Automation

Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads

RainToday.com's Podcast: Marketing & Selling Professional Services

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?

Marketing Managers Must Know the Sales Quotas

These Updated Takes on B2B Lead Generation Strategies May Surprise You

The Truth About Leads, Marketing Automation and Strategic Account Management

A 3 Step Process to Make Social Media Produce Sales

Who gets your vote as history’s top twenty women? And the winners are…

What if CRM had not been invented?

4 Trends Shaping B2B Marketing in 2011

Why I Wrote The Truth About Leads

What if Marketing Automation had not been invented?

10 Inside Sales Predictions for 2011

Lead Generation Best Practices: Summarizing the 7-Part Series

Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

Lead Generation Best Practices Part 6: Fewer Leads Are Better

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

Are You A Player?

Lead Generation Best Practices Part 4: Dedicate Qualifying Resources

Tailwinds for Marketing Automation Software

Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound

Sales 2.0 Wrap-up - Live from The Four Seasons, San Francisco

Lead Generation Best Practices Part 2: Segment & Test Your Market

Interview with B2B Sales Leader Jill Konrath

Lead Generation Best Practices Part 1: Agree on Lead Definition

Lead Generation Best Practices: Introducing the 7-Part Series

Sales Lead Management Week Oct 10-16: Educating on Best Practices

Day #2 Pardot User's Conference—Multiplying Results at Every Touchpoint in the Buyer's Journey

Day #1: Pardot Users Conference—Lead Management Live from the ATL

Teleservices Business Process Outsourcing: Want to Go North or South?

Sales & Marketing Unaligned? One Party Owns the Fix—But Not The CEO

Sales & Marketing Unaligned? Sales & Marketing Own the Fix Together

Sales & Marketing Unaligned? The CEO Owns the Fix

Sales and Marketing Unite! Really.

90% of B2C Brand Conversations Happen Offline. True for B2B, Too?

Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question

There’s Gold In Them Thar Databases!

Sales & Marketing Still Not Aligned? Who Owns the Fix?

Two Sales Best Practices: Prospecting Plans & Customer Is King

Translating Marketing's Idea of a Lead Into Sales' Idea of a Lead

Uncovering Revenue Opportunities Hidden in Lead Management Processes

B2B Lead Generation: How Long Should Marketing Be Involved?

Two Encouraging Lead Generation Trends in July 2010 Report

Sales Lead Management Association Launches Live Talk Radio Program

Epiphany—A New Stage in the Demand Generation Buying Process

The Killer App for Sales Lead Generation Success

3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales

Holy Grail of Sales Lead Generation Metrics: MQLs:SALs:SQLs = 1:1:1

6 Best Practices for Following Up on Webinar Attendees & Registrants

Sales Prospect vs. Sales Suspect—Always Be Qualifying

Don't Give Up On Your Lead Generation Efforts—There's An Ace In Every Deck

Why Sales 2.0 Can Only Enable—And Never Replace—Sales 1.0

Lead Generation Turbulence: Why Is Quota Attainment Trending Down?

Marketing Tip: If You Only Do One Thing, Qualify Your Leads

Lead Generation 2.0: Part 3, The Sales Lead Paradox: Less Is More

Lead Generation 2.0: Part 2, Comparing Cost-Per-Lead Apples & Oranges

Lead Generation 2.0: Part 1, A Lead By Any Other Name …

Lead Generation 2.0: Three Keys to the Kingdom of Sales Leads

Segmentation: Uncovering Opportunities Hidden in your Databases

Highlights from Day Three—SiriusDecisions Summit (Scottsdale, AZ)

Highlights from Day Two—SiriusDecisions Summit (Scottsdale, AZ)

Highlights from Day One—SiriusDecisions Summit 2010 (Scottsdale, AZ)

15 Proven B-To-B Strategies for Sales Funnel Acceleration

Increase Sales—Short Your Sales Force

How People Impact Prospect Development

Outbound vs. Inbound Marketing: What’s the Right Lead Generation Mix?

All Sales Lead Generation Strategies Are Not Created Equal

Ditch the Shotgun Lead Generation Approach: Increase results by 60%

Webinar Leads Demystified: Maximize your webinar results!

B2B Prospecting, Sales, Marketing … and STEM Education?

Why the Same Old is New Again in Lead Generation

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

March 18 Webinar: Join us for "Finding and Winning New Business"

42 B2B lead generation touches on one contact… What… are you Crazy?

What is Lead Generation?

Targeted Lead Generation – Mad Men won’t cut it anymore!

Lead Generation: 10 Year Tracking of GDP Points to Uptick

Aberdeen’s B2B TeleServices: The 2009 Buyer’s Guide—Last Chance

Selling Power: Qualified Leads Help One IT Services Provider Grow

Microsoft Partner Fills Forecast with PointClear Sales Leads

Aberdeen’s B2B TeleServices: The 2009 Buyer’s Guide

Big Hand Theory, Jack Welch and Hiring for Sales Lead Generation

Driving Revenue: Ten Actions Senior Management Must Take Immediately

Judicial Branch Needed to Keep Sales Lead Management Honest

Lead Generation: If your life depended on making a sale…

Sales Process: Even a Man Lost Knows Where He Wants to Go

Cold Calling: Often we don’t fail, we just give up…

Take This Lead and Shove It!

Ten Critical Questions to Ask about Your Marketing Strategy

Why Sales Lead Generation Has Such a Bad Name!

Lead Generation—What I have learned... the hard way.

Truth #8—Segmentation and Closed Loop Marketing are Critical

Marketing and Sales in 2012–Integrated Marketing is the Sales Solution

Truth #7—Attributes of a Well-Qualified Lead

Truth #6—Best-in-class Prospect Development

Truth #5—The Truth about Multi-touch, Multi-media Marketing Programs

Truth #4—The Truth About Sales Leads

Truth #3—Cost Per Lead Based Marketing Kills Companies

Truth #2—Your Sales Force Needs Fewer Leads

Truth #1—Marketing and Sales Alignment is the Key to a Winning Hand

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Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and..

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

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the..

Is Lead Generation Slipping Away From Marketing?

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..