Pointclear

MARCH 27, 2014

Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Jonathan Farrington

JUNE 12, 2013

For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent.

PointClear 42

PointClear Forecasting Construction Loyalty 42

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). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. Should you leave a voicemail? Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

JANUARY 15, 2013

Some of the reasons for this are: capacity, consistency, attrition, onboarding, peak staffing (such as to build pipeline for new reps…) but that is not what this article is about. This article is about how to select a partner once you decide to go in that direction. The word “partner” is critical. Disqualified (21%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

JANUARY 31, 2012

I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Based on the chapter, The Truth About Sales, from my new book, The Truth About Leads , this article looks at improving performance in the three “art of sales management” areas.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. More buyers self-educate long before they contact a prospective seller.". Carlos Hidalgo (Annuitas Group). "If BANT is an acronym for Budget, Authority, Need and Time Frame. Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Andrew Briney, Senior VP and Group Publisher at TechTarget. Brian Halligan, CEO and Founder of HubSpot. Jill Konrath, author of SNAP Selling. Get Customers.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about one of his recent articles in which he talks about how a tendency to be on autopilot impacts results, Dave notes, “What we find is we’re in the rush of day-to-day. People tend to position these and other kinds of prospecting or business development programs as either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Jonathan Farrington

NOVEMBER 2, 2012

While BANT may sound like a great way to qualify leads, the reality is that if you wait until 70% of the buying process is completed before you engage a prospect—you’re toast. In fact the white paper Why Your Sales Force Needs Fewer Leads goes into more detail than the “Chaos” article if you are interested. It is also free.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

SEPTEMBER 20, 2012

He notes the importance of the two groups sharing a common focus, and RPM is a good fit for this role. Click to start video at this point — Elaborating on potential benefits that RPM can bring to both groups, Bob talks about how sales reps can add value to marketing. release of the idea which is really a derivative of CRM.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

MAY 1, 2012

The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead. Technical specifications are to the point, the buying process may involve working directly with a single contact in a purchasing group, or the sale may be transacted via an ecommerce application.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98