Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

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

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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

FEBRUARY 8, 2017

Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. It's not, however, the quantity of leads that counts.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

APRIL 21, 2015

In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Without the final step and actually talking to a prospect, billions of marketing dollars are wasted every year. B2B Marketing B2B Sales' Out here, a man settles his own problems.".

Film 100

Film Marketing Sales Qualified Lead ROI 100

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

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

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

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. Why not use all the tools in your toolbox? This small effort, which is often overlooked, can mean the difference between being ignored or welcomed by the prospect.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Jonathan Farrington

AUGUST 10, 2012

It seems sometimes that when the prospect does not have a purchase order in one hand and a pen in the other that the lead was not good. Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. What is it that you want to buy?”

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

AUGUST 11, 2015

Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. Generate Demand.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

SEPTEMBER 22, 2015

However, for B2B marketers who already use personas—if they have been created with depth, signed off on by sales, and are actively used to inform content marketing strategy and sales enablement, then the shift to ABM should be easier… Like anything else, ABM is not one-size-fits-all. Targeting and tracking are keys to successful ABM.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

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. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Anthony agreed with this wholeheartedly.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

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. Marketing provides air cover by nurturing and educating their known universe of prospects. In person events are fine as giant trade shows with a big booth space.

Account Based Marketing 100

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

Pointclear

APRIL 18, 2012

He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Measurement, metrics and ROI. Evaluation and deployment of marketing automation.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Are they unable to validate need and propensity for change for the prospects they pursue? Are they attracting the wrong people? Do they drop the ball?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

SEPTEMBER 19, 2011

Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

CRM 169

CRM B2B Marketing Hiring 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. Retargeting.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

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

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? Predictable Revenue.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

MAY 7, 2015

So they began to sell follow-up as a tool to mix with mail. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. If it took six months to make a typical B2B sale, the nurturing process now had a timeframe for performance.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100