Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). This group was more likely to use ROI metrics to assess and improve effectiveness and also more likely to forecast the quantity of opportunities and sales.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Jonathan Farrington

APRIL 25, 2012

He is also the author of How to Say It: Business to Business Selling (Prentice Hall, December, 2011) – so he knows what he is talking about! I discuss this fact in detail with Dan McDade of PointClear – HERE. whilst the serious face-face tasks were left to the more senior and experienced outside sales team.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

APRIL 10, 2012

2011 Marketing and Sales Trends Successes and Failures. Click to start video at this point —In response to my question about 2011 marketing and sales trends that did happen or ones he expected to see but did not happen, Jonathan notes that a primary projection played out as expected: markets and sales remained relatively flat last year.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

FEBRUARY 26, 2013

Remember the group. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms. Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance."

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

MARCH 6, 2012

Andrew Briney, Senior VP and Group Publisher at TechTarget. It doesn’t matter whether that means bringing on dedicated data analysts, working with third-party firms, or tapping into the analytical mindsets and skills of those in the marketing group. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

SEPTEMBER 29, 2015

We find that many companies try to prospect too broadly and in his example a 500-bed for-profit hospital (most likely part of a hospital group) buys much differently than a Federal Government Hospital. If I want to sell to hospitals by the largest bed count , there are 454 and it may be worth some extra effort to apply ABM to these.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. Annuitas Group Website: www.annuitasgroup.com. I can collect as much information as possible.”.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

SEPTEMBER 20, 2012

Play back to 2011 or 2010, and I think there’s been this ‘we thought things were going to be a little better after we got out of the deepest part of the downturn.’ He notes the importance of the two groups sharing a common focus, and RPM is a good fit for this role. And so that could be one explanation.”.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

OCTOBER 14, 2011

Guy originally published this post on October 9, 2011, and it is republished here with his permission. The Apple focus group was the right hemisphere of Steve’s brain talking to the left one. Many people have explained what one can learn from Steve Jobs. Hear what experts say, but don’t always listen to them.

Harvest 171

Harvest Engineering Microsoft Face-to-face 171

Pointclear

SEPTEMBER 12, 2011

Jason shared with us his key takeaways from Dreamforce 2011. Chatter Customer Groups allow users to invite people/customers from outside the organization to collaborate in secure groups. As usual, the show had a rock concert feel and having real performers like Metallica, Cake, Neil Young, and will.i.am

Jigsaw 150

Jigsaw SalesForce Ideal Customer Profile Scale 150