Pointclear

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. 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). More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. a sales rep reports, ‘I called the prospect three times. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.

Follow-up 154

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

Pointclear

FEBRUARY 21, 2012

Becoming a member of the Top Sales Expert team is an exceptional honor for me as the group is comprised of 31 sales professionals who have joined this exclusive group over the past five years, and a maximum of four new members are elected each year. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. Do B2B marketers not sell to the "Business Consumer?" Do B2B marketers not sell to the "Business Consumer?" There's no such thing as B2B. People are.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. Or are you among the few that are kickin’ it?

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Pointclear

NOVEMBER 20, 2017

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations.

Sales Goal 124

Sales Goal B2B Groups Buyer 124

Pointclear

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). Marketing serves sales, to generate new interest from new prospects. Sales serves those prospects and their goal is to get their business.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 8, 2016

From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. Prospect has multiple regions, each with their own process and nuances. What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship. from “The Sales Development Playbook” ).

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

JUNE 2, 2016

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. Prospects will move up and down in the funnel.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. The role of prospect development is to close the gap between marketing and sales. 2) Or, dismiss them outright.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

Pointclear

OCTOBER 30, 2012

Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. You’ve got to give prospects a compelling reason to ask for more content. Inbound leads don't “just happen.”.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. B2B marketing and sales strategies and tactics. Customer acquisition.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

JULY 7, 2015

Let's take a look now at what our first group of experts had to say. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. The Flawed B2B Approach. Part 2 (coming up).

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

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). This group was more likely to use ROI metrics to assess and improve effectiveness and also more likely to forecast the quantity of opportunities and sales.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. Thanks, Jim! Great input, as always.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

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. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog. Drive Alignment.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

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

MAY 18, 2016

Inbound is highly touted and readily adopted for good reason: Having prospects come to you has obvious, universal appeal. A well-run inbound program can realistically deliver 35 percent of the leads you need : That's according to The Bridge Group. The GAP must be filled through proactive outbound activity. Here’s why. An average of 53.75

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Pointclear

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

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. Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. The answer is clear, and may surprise you.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

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. 2012 Trending: Significant Transformation for Marketing Groups. Making sense of all the data now available.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. The lack of internal alignment between marketing and sales causes the two groups to see everything from market definition to lead definition and accountability differently.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

SEPTEMBER 24, 2013

More buyers self-educate long before they contact a prospective seller.". BANT is dead in most complex B2B sales. Carlos Hidalgo (Annuitas Group). "If "I would add timing back to the list. Think: lead nurturing. Craig Rosenberg (TOPO and Funnelholic). "I I believe that this is market dependent. It is not the magic wand either.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

APRIL 28, 2011

Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. 44% conducted anonymous research of a select group of vendors. The lack of relevancy for the prospect reduced the vendor's chance of closing a sale by 45 percent. source: Marketo ). 48% followed industry conversations on topic.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

DECEMBER 21, 2017

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. Holding on to prospect information that’s incorrect, poorly segmented and lacking prioritization can obstruct marketing efforts and conceal sales opportunities. Want to know more?

Lead Rank 100

Lead Rank PointClear Data B2B 100

Pointclear

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. This might be a perfect opportunity to start influencing them.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations.

Marketing 247

Marketing Outbound Inbound Vendor 247

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. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. In a recent article I wrote, 5 Ways New Buyer Behaviors Are Impacting B2B Sales , I highlighted buyer behaviors that relate to what buyers are now doing and how expectations are changing.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194