Pointclear

OCTOBER 31, 2017

These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals. That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Want more info? As always, your comments are welcome.

Telemarketing 133

Telemarketing PointClear Company Hiring 133

Pointclear

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. This was the situation shared by Christine Nurnberger, VP of Marketing at SunGard Availability Services. Via BtoB Magazine.

B2B 174

B2B Lead Rank Lead Scoring PointClear 174

Pointclear

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD.

PointClear 165

PointClear B2B Marketo Sales Qualified Lead 165

Pointclear

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Pointclear

APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. From Matt Heinz , president of Heinz Marketing : "Inbound marketing can be both highly effective and highly inefficient.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated.

B2B 189

B2B PointClear Buyer Social Selling 189

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Sales and marketing headcounts have increased to generate new customers.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Lower rates typically indicate a breakdown between marketing and sales.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

JANUARY 9, 2014

Outbound calling is interruption marketing. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Here’s what they had to say: Ardath Albee | Marketing Interactions.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Sales Qualified Lead Top of Funnel 164

Pointclear

OCTOBER 15, 2013

In a recent article by Ryan Faughnder in the Sept 23 rd edition of the LA Times under the title “ Internet radio''s drumbeat is getting louder,” said that half of Americans (consumers) who go online listen to Internet radio and that the industry is becoming mainstream. Should Marketing be Compensated on Revenue with Eric Lundbohm.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

SEPTEMBER 9, 2015

Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. 1,876 marketing technology vendors were represented across 43 categories.

Data 100

Data Marketing Decision Maker Vendor 100

Pointclear

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” Stop interruption marketing.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Outbound Marketing Qualified Lead 217

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

NOVEMBER 29, 2011

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

MAY 28, 2015

Part III: Expectations for ongoing success: marketing and sales accountability. Executives must set the expectations for sales and marketing to: Provide necessary materials and related data: This can vary depending on what a particular vendor needs to be successful. Part II: Participation in planning & training. They set the pace.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

JULY 26, 2018

Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. The artwork from the podcast program will be used in the blog article. Retweets are common from the guest’s marketing staff. Nurture material.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Marketing Qualified Lead Leads 248

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

FEBRUARY 21, 2011

I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Nominees will be judged on contributions to a combination of marketing, sales and sales lead management efforts. Nominating is open now and runs to March 16. Nominating is open to members of SLMA.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). I want to talk to you but I have been extremely busy.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Marketing Qualified Lead 167

Pointclear

APRIL 4, 2011

I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. If so, why has that occurred and what should marketers do about it? Marketing should embrace it. This is not a problem, but an opportunity.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

APRIL 17, 2012

Marketing’s plate is full. Sales and marketing operate on different frequencies. Timothy Wise a VP at Ring2Media jumped in to say that as a lead generation company he has more issues in dealing with sales management than with marketing (the experience issue). Complicates content marketing goals. Kate Maddox.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

MAY 19, 2015

Outbound marketing is dead. Many say that even marketing as a whole is dead. The main point of the article is that the best writers read their audience, and the times, to write content that resonates with that audience—meaning that the content is not necessarily proven, it’s simply what the audience wants to hear.

Top of Funnel 100

Top of Funnel Cost per Lead Cold Calling Marketing 100

SBI

NOVEMBER 13, 2012

You’ll find articles, book reviews, webinars, and an “ask the expert” feature. She is a frequent speaker and blogger on Inside Sales productivity, trends, and effectiveness, and the author of Building Inside Sales: Framing a Best Practice Group and co-author of Sales Speaks: Perception & Ponderings on Marketing Leads.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

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. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. While attending the recent Barnes Buchanan annual conference, which focuses on the various market and financial elements impacting the security industry, I listened to the perennial lender panel discussing the metrics associated with the industry. Conference Panel Insights.

Revenue 52

Revenue Hiring PointClear How To 52

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. I practice it every day in my role as lead salesperson for the company. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.

PointClear 55

PointClear Groups Twitter Survey 55

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

JUNE 15, 2012

Jim's career has been equally divided between marketing and sales. He has written over 95 articles around sales and marketing management and is the author of four books. He is a speaker on sales lead management, sales enablement, and marketing ROI. Jim is seeing a lot of companies lifting off as a result.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 OK, this a consumer example. Well, let me share another example—and this one is not hypothetical.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

MARCH 20, 2014

So, when marketing sent me the new inbound leads, I naturally got excited. What Was Wrong with Marketing''s Inbound Leads. I''m changing the facts of the story slightly to avoid scapegoating the responsible marketing team). Marketing employees and entrepreneurs mostly. That''s an article you need to read.

Inbound 262

Inbound Marketing Qualified Lead Leads Social Media 262

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?”. Should you leave a voicemail? The following is from my favorite author (“New Sales. Simplified.” and “Sales Management.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Jonathan Farrington

JUNE 12, 2013

News: You might enjoy a very forthright and frank interview I did with Dan McDade of PointClear recently – “Sales Success – The Perfect Formula” Over at Top Sales World today, excellent tip from Jeffrey Gitomer – “What’s Your Proactive Marketing Approach to Loyalty?”

PointClear 42

PointClear Forecasting Construction Loyalty 42

Jonathan Farrington

JANUARY 5, 2013

Over the past couple of months I have been asked by several publications to predict what will happen in marketing and sales in 2013. I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? Answers: Not so much. Not so much.

Data 43

Data Sales Qualified Lead PointClear Inbound 43