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

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

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

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. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Two years ago, my B2B Marketing 2.0

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

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 Marketing Qualified Lead Outbound 217

Pointclear

JULY 26, 2018

Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. 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. Retweets are common from the guest’s marketing staff.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Part III: Expectations for ongoing success: marketing and sales accountability. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. It’s a great question.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

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

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

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

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

Pointclear

MARCH 22, 2018

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. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. You’ll find articles, book reviews, webinars, and an “ask the expert” feature. Matt Heinz – Heinz Marketing.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

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 Inside Sales 52

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

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?”. Prospect has multiple regions, each with their own process and nuances. Should you leave a voicemail? Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Jonathan Farrington

JUNE 12, 2013

Engagement – are they talking to the right level in their prospects/accounts? . Do you have visibility of their numbers – year to date, forecast vs. required performance? . Activity levels – are they working hard and smart enough? . Messaging – are they capable of delivering an appropriate message at the right level? .

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

OCTOBER 29, 2013

Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs? Click to start video at this point —I kidded Kyle about this comment, which he’d made in a previous article. Stay Tuned.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

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

Pointclear

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. Download our relational segmentation article here. You may not ever know if you go to the lost prospect directly.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

AUGUST 11, 2015

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. It happens also to be one of the four primary duties for Chief Marketing Officers. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I More buyers self-educate long before they contact a prospective seller.". I believe that this is market dependent. I would add timing back to the list. BANT isn’t BUNK.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 The most common problems that confront sales and marketing organizations in the process of lead generation, qualification and prospect nurturing 2. the sessions are still available on demand).

Leads 124

Leads Marketing Qualified Lead Lead Generation Webinar Metrics 124

Pointclear

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. It’s time to return to our prospect. Parallel Thoughts.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). in Marketing Management. Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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

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

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. In sports, all sorts of issues are blamed when teams suddenly stop winning.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. Click to start video at this point — Marketing may define anyone who shows interest as a lead, but when sales gets their hands on it, the lead isn't at all qualified. Why Marketing and Sales Need to Work as a Team.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Here are a few questions you might like to ask the prospect: What impact is this issue having on your operations? And you might not irritate your prospects quite as much. Who else is likely to be affected?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

FEBRUARY 16, 2011

Jim returns this month with another thought provoking article. Last month we discussed Counterfactual Reflection (CR) as it pertains to marketing automation. There were lively comments about where individuals would be if marketing automation had not been invented. ” What would be the state of sales and marketing?

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. And when you engage with them they certainly expect you to know their company, their market and the competitive landscape.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

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