Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Below are some highlights (a couple of minutes each).

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

FEBRUARY 2, 2011

So at the start of 2011, here are a few bigger trends I see shaping the way B2B marketers will do business in the coming year. It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. In other words: B2B marketers + social = lots of room for improvement.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

SEPTEMBER 9, 2016

I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. B2B marketers ignore it at their peril.”. Every bad, ill-targeted attempt to contact me tarnishes that brand in my mind. From Dave Stein: “It sure isn’t dead!

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

Pointclear

MAY 12, 2011

Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). It’s logical that if only a fraction of your target market is contacted, only a fraction of the deals are going to you. The rest will likely decide on a competitive solution simply because they didn’t know about yours.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

FEBRUARY 11, 2014

A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org. Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. How valuable are trade shows?

Trade Show 221

Trade Show Scale Marketing Direct Mail 221

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. Click to start video at this point —In a recent blog post on Biznology, Ruth wrote, “The most reliable and scalable approach for reaching new B2B customers is outbound communications.” The cake still consists of the tried and true standby media channels.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Can you recognize the program personalities on the Funnel Radio Channel? Plus, podcasts create a personal brand for the host.

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Top of Funnel Funnel Case Study Social Media 133

Pointclear

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers? So why is ABM the new must-have for B2B marketers?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

MAY 18, 2016

times more responsive to quality voicemails and personalized email than other marketing channels. For B2B companies with a complex sales process, more than half need to be outbound sourced. To get these C-level folks’ attention requires proactive reach to complement inbound efforts.” It helps that senior executives are 2.5

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

JANUARY 19, 2011

What would be the condition of the sales channels? What differences in marketing and sales management would have occurred if marketing automation with all of its benefits would not be a part of B2B and B2C marketing today? ” What would be the state of marketing departments?

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

MAY 14, 2013

More and more people are tuning out from the traditional news methods and tuning into social channels, keeping up with the latest news by getting it from their peers. You can connect with Michael and learn more about his work via the following resources: B2B Marketing Insider Website: www.b2bmarketinginsider.com.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

SEPTEMBER 24, 2013

BANT is dead in most complex B2B sales. SiriusDecisions believes that it is need that has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for the rep or channel partner.". Craig Rosenberg (TOPO and Funnelholic). "I

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

APRIL 17, 2012

B2B interactive Marketing Guide. Changing the legacy channel. I think you get the picture, B2B lead generation isn’t your father’s lead generation, or your sales manager’s for that matter. Thriving in the age of complexity. John Obrecht. Baking in analytics from the get-go is a winning strategy. Sean Callahan.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. But what are the most effective outbound marketing channels for kicking off a business relationship? Every business needs new customers. There’s a lot of controversy out there on the subject.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

APRIL 28, 2011

Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

JUNE 10, 2016

An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Are these truly leads? Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JULY 12, 2012

Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web. ” She talks about her own experiences on Twitter for MarketingProfs: “I’m on that channel on behalf of MarketingProfs, and I love talking to customers there.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

SEPTEMBER 20, 2012

He adds that inbound hasn’t displaced the need to be proactive, and he talks about a deeper, more important issue in play that is being driven by the new B2B buyer. Click to start video at this point — Bob talks about how top B2B companies are currently framing the evolution to RPM 2.0: “RPM is kind of in a 1.0

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

APRIL 18, 2012

Click to start video at this point —Trip sees mobile as one of the top three channels that companies are identifying with and planning to invest more in, adding that there are going to be different value propositions to different organizations depending on what their marketing challenges are. ” The Role of Social Media.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JULY 26, 2012

B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment. That’s foolish, and what it means is most B2B organizations are far behind the curve when it comes to something like mobile marketing. And we think that’s not going to carry over and be the case in business-to-business?

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

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. Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects.

Account Based Marketing 100

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

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts. ABM is “RAD” (helps with Retention, Acquisition and Development)!

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. This presents the need for marketers to integrate their channels for a uniformed customer experience. Online content in the sales and marketing industries is constantly changing.

Eloqua 176

Eloqua PointClear B2B Marketing 176

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. New marketing channels. Social media integration. Making sense of all the data now available.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

MAY 2, 2012

Today we discussed several of the latest marketing trends and the impact new technologies are making in the B2B business climate. ” Marketers are making major financial commitments to grow their presence in social media as digital media closes in on traditional media as the largest source of funds in B2B spending.

Social Media 180

Social Media Media Inbound ROI 180

Pointclear

APRIL 13, 2012

He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. He encourages them to take a stand on the important issues and be provocative, especially with social media and the newer digital channels.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. The welcome email.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

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. So what’s the motivated B2B seller to do? Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98