Pointclear

JULY 7, 2015

The lead scoring team has neglected to establish a baseline or make ongoing adjustments based on feedback and results. My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association. Click here for part 1 & part 2.). I think we both agree this is a mistake.). Thanks, Jim!

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

AUGUST 11, 2015

Manage Demand. Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer.

ROI 100

ROI Social Media GoldMine Lead Generation 100

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. Marketing provides air cover by nurturing and educating their known universe of prospects. In person events are fine as giant trade shows with a big booth space.

Account Based Marketing 100

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

Pointclear

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. IP-based marketing may or may not make sense if you have a small market— such as several hundred total prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

MAY 7, 2015

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. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100