Pointclear

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

DECEMBER 27, 2016

Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Note that there are three groups of prospects that benefit from nurturing: 1. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

NOVEMBER 27, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Sometimes those people are us!

Groups 176

Groups LinkedIn Lead Rank Social Media 176

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

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. Set sales straight—it’s a win win.

Follow-up 154

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

Pointclear

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. 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. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Mike Schultz of the Rain Group. SLMA Radio - Since 2010.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

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

AUGUST 14, 2014

But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales'

Travel 240

Travel B2B Groups Sales 240

Pointclear

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Shifting to outcome-based accountability and revenue metrics.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Marketing and sales both serve an audience. Do you agree these are lies?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

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?”. The following is from my favorite author (“New Sales. and “Sales Management. from “The Sales Development Playbook” ).

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. B2B marketing and sales strategies and tactics. Return on marketing and sales investment.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

AUGUST 19, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? That’s the overarching question I recently presented to a panel of industry experts.

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 124

Conference Outbound Social Media PointClear 124

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

FEBRUARY 23, 2012

Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Pointclear

JUNE 2, 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. What sort of impact has nurturing had on your sales activity?

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing?

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

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. Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process. 2) Or, dismiss them outright.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

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

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The Flawed B2B Approach. Part 2 (coming up).

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do!” But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

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). The ability to report and forecast metrics improves when full-featured marketing automation integrated with CRM or sales automation is in place.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. 2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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). 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. in Business and an M.B.A. in Marketing Management.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. 44% conducted anonymous research of a select group of vendors.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second 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. For B2B companies with a complex sales process, more than half need to be outbound sourced.

Revenue 140

Revenue Inbound Outbound Marketing 140

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. Plus, podcasts create a personal brand for the host. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172