Comments on: The state of lead generation today with Jim Dickie of CSO Insights http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/ Thu, 18 Mar 2010 14:35:58 +0000 http://wordpress.com/ hourly 1 By: SalesJournal.com » The state of lead generation today with Jim Dickie of CSO Insights http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-467 SalesJournal.com » The state of lead generation today with Jim Dickie of CSO Insights Tue, 06 Oct 2009 12:06:30 +0000 http://fearlesscompetitor.com/?p=923#comment-467 [...] Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent Lead Generation Optimization study in which they surveyed 525 companies.   The data was shocking.  Jeff Ogden summarizes it for you here. [...] [...] Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent Lead Generation Optimization study in which they surveyed 525 companies.   The data was shocking.  Jeff Ogden summarizes it for you here. [...]

]]> By: State of Lead Gen-Working with sales « Greg Donahue's Blog http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-464 State of Lead Gen-Working with sales « Greg Donahue's Blog Thu, 01 Oct 2009 21:04:04 +0000 http://fearlesscompetitor.com/?p=923#comment-464 [...] Posted October 1, 2009 Filed under: Uncategorized | Recently, I read a very interesting post by Jeffrey Ogden about the state of lead generation in today’s economic environment. In it, there are several [...] [...] Posted October 1, 2009 Filed under: Uncategorized | Recently, I read a very interesting post by Jeffrey Ogden about the state of lead generation in today’s economic environment. In it, there are several [...]

]]> By: Dan McDade http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-431 Dan McDade Wed, 16 Sep 2009 14:45:58 +0000 http://fearlesscompetitor.com/?p=923#comment-431 When we talk about the problem, the cause and the solution, we generally net out to the gap between marketing and sales with marketing defaulting to a cost per lead mentality as a success measurement leading to budget cuts, unhappy sales people and poor results. Readers would be interested in two blog articles. One defines the attributes of well qualified lead: http://blog.pointclear.com/blog/bid/19369/Truth-7-Attributes-of-a-Well-Qualified-Lead The next is "Why Sales Lead Generation has Such a Bad Name": http://blog.pointclear.com/blog/bid/20834/Why-Sales-Lead-Generation-Has-Such-a-Bad-Name Obviously, if marketing's budget is cut, quotas are up and fewer sales people are making quota - something has to change. We submit that the change has to come from the top. It frequently does not and that leads to a host of bigger problems the biggest of which is lack of revenue. When we talk about the problem, the cause and the solution, we generally net out to the gap between marketing and sales with marketing defaulting to a cost per lead mentality as a success measurement leading to budget cuts, unhappy sales people and poor results. Readers would be interested in two blog articles.

One defines the attributes of well qualified lead:
http://blog.pointclear.com/blog/bid/19369/Truth-7-Attributes-of-a-Well-Qualified-Lead

The next is “Why Sales Lead Generation has Such a Bad Name”:
http://blog.pointclear.com/blog/bid/20834/Why-Sales-Lead-Generation-Has-Such-a-Bad-Name

Obviously, if marketing’s budget is cut, quotas are up and fewer sales people are making quota – something has to change. We submit that the change has to come from the top. It frequently does not and that leads to a host of bigger problems the biggest of which is lack of revenue.

]]> By: jefflogden59 http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-414 jefflogden59 Wed, 09 Sep 2009 11:33:38 +0000 http://fearlesscompetitor.com/?p=923#comment-414 Thank you Bob, Susan, Doug and Steve. All terrific comments. This is a massive problem for many firms and your insights are appreciated. Keep it up. Thank you Bob, Susan, Doug and Steve. All terrific comments.

This is a massive problem for many firms and your insights are appreciated. Keep it up.

]]> By: Steve Early http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-413 Steve Early Wed, 09 Sep 2009 10:05:27 +0000 http://fearlesscompetitor.com/?p=923#comment-413 Hi Jeff: I've had the opportunity to go over a lot of this data from CSO Insights. You've done a great job of summarizing some of the key findings that relate to lead generation. It is critical for companies to figure out how to do effective lead generation. Those who do will have a significant competitive advantage moving forward. Nice article - Steve Hi Jeff:

I’ve had the opportunity to go over a lot of this data from CSO Insights. You’ve done a great job of summarizing some of the key findings that relate to lead generation. It is critical for companies to figure out how to do effective lead generation. Those who do will have a significant competitive advantage moving forward.

Nice article –

Steve

]]> By: Doug Schulze http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-372 Doug Schulze Mon, 31 Aug 2009 05:48:04 +0000 http://fearlesscompetitor.com/?p=923#comment-372 Thanks Jeff and Jim! Great data and confirmation of we have been seeing for the last 12 months. This will help add meat to the bone in our customer and prospecting conversations. The other odd thing about these findings is that the situation appears to be getting worse with each year. We all benefit from better and faster tools and systems to play the game. However, it seems like so few companies spend the appropriate time and resources to use them wisely. I somehow feel that is about to shift to the positive. Thanks for doing your part. Thanks Jeff and Jim! Great data and confirmation of we have been seeing for the last 12 months. This will help add meat to the bone in our customer and prospecting conversations. The other odd thing about these findings is that the situation appears to be getting worse with each year. We all benefit from better and faster tools and systems to play the game. However, it seems like so few companies spend the appropriate time and resources to use them wisely. I somehow feel that is about to shift to the positive. Thanks for doing your part.

]]> By: Susan Fantle http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-269 Susan Fantle Wed, 19 Aug 2009 16:13:22 +0000 http://fearlesscompetitor.com/?p=923#comment-269 Jeff, None of this is surprising, as it perfectly reflects the practices of the companies I come in contact with. But since so many of the companies appear not to have a lead scoring process, I thought it might be helpful to pass along this great article about a very interesting kind of lead scoring process. It was created by a sales guy Bill Herr and written about by a marketing guy Russell Kern. So it's one that can make both groups happy. Susan http://www.thekernorg.com/contents/3375a_tm0605reprintBW.pdf Jeff,
None of this is surprising, as it perfectly reflects the practices of the companies I come in contact with. But since so many of the companies appear not to have a lead scoring process, I thought it might be helpful to pass along this great article about a very interesting kind of lead scoring process. It was created by a sales guy Bill Herr and written about by a marketing guy Russell Kern. So it’s one that can make both groups happy.
Susan

http://www.thekernorg.com/contents/3375a_tm0605reprintBW.pdf

]]> By: Bob Leonard http://fearlesscompetitor.com/2009/06/25/the-state-of-lead-generation-today-with-jim-dickie-of-cso-insights/#comment-256 Bob Leonard Thu, 06 Aug 2009 12:21:00 +0000 http://fearlesscompetitor.com/?p=923#comment-256 Wow. This is great. This is exactly what I've been thinking and telling clients, but you have the stats to back it up. Very valuable stuff. Thanks. Wow. This is great. This is exactly what I’ve been thinking and telling clients, but you have the stats to back it up. Very valuable stuff.

Thanks.

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