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

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 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

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. So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. Since 1997, we’ve had 3.6

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

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

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 Building a great B2B brand. OK, this a consumer example. As I reported in my "Customer 2.0"

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good. What are your thoughts on the current state of Marketing and Sales alignment?

Scale 100

Scale Marketing Conversion Inbound 100

Pointclear

DECEMBER 22, 2016

If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. Will my mail be delivered?

Resources 160

Resources Marketing B2B Study 160

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

SEPTEMBER 13, 2016

Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. In my opinion, marketing should be helping sellers get into conversations earlier. Cold calling is dead. Do you agree these are lies? It is possible.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. Whether you are the CEO, or aspire to be, there’s some chance that in your opinion marketing and/or the sales organizations in your company are far from operating efficiently or effectively.

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

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

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third 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. Measuring marketing’s contribution to revenue. Tier 3: SMB/Channel Accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

PandaDoc

SEPTEMBER 2, 2020

Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? Introducing: Not Another State of Marketing Report [link] pic.twitter.com/CDuB1mF967 — HubSpot Academy (@HubSpotAcademy) February 20, 2020. So what’s the motivated B2B seller to do? Heinz Marketing.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

MAY 24, 2016

Document the cost per lead is the fourth 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. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Lead-to-Pipeline Conversions (MQLs-to-SALs).

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Pointclear

AUGUST 11, 2016

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Cost-Per-Lead.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? However, when marketing or selling, you can’t simply lead with the ultimate benefit. Our most basic need is for physical survival, and this will be the first thing that motivates our behavior. In a couple of ways. Conditions of Need. Save lives.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Jonathan Farrington

APRIL 21, 2013

By the end of this discussion, you will understand how this comment relates to appointment setting. Companies like yours typically sell complex, relatively expensive B2B solutions requiring the involvement of multiple decision makers and multiple levels of evaluation. Most companies have previously experienced lead traction issues.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

AUGUST 11, 2015

It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the subsequent proof of your existence. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

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. Weekly programs published from large companies and marketing departments are better when they can use the enormous amount of content which comes from each podcast.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

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

SEPTEMBER 29, 2016

By applying market segmentation techniques and testing segments you can identify and then prioritize on those segments that generate the highest return and eliminate those segments where the return is not sufficient to invest the time and money in the clean-up. Traditional Database Marketing Cleanups Miss the Mark – And The Potential.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

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 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. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. 65% of C-Suite executives conduct six or more work-related searches daily.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

APRIL 25, 2011

Yet B2B marketers seem to be more focused on lead generation than the rest of the process. I really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center. It’s why marketing can’t prove quantifiable value in return for spend.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

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

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

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. Go to this blog to see why this is happening and what to do about it.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. Most know that there is no such thing as a “good list”. Want to know more?

eBook 100

eBook Lead Rank PointClear Revenue 100

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Theoretically, marketing should be attacking and nurturing 100% of the total addressable market (TAM).

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

FEBRUARY 7, 2018

Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

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. Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele.

Social Media 180

Social Media Media Inbound ROI 180