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

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

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

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 Influencer Persona: Sometimes referred to as a stakeholder persona, more commonly in a B2B setting.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

SEPTEMBER 13, 2016

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. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

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

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

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

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

Jonathan Farrington

APRIL 21, 2013

By the end of this discussion, you will understand how this comment relates to appointment setting. The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. Most companies have previously experienced lead traction issues.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

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. Now what is needed, they say, is to provide support to sales people in the middle and late stages of the buying process. Sales Accepted Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

FEBRUARY 16, 2017

It adds cost and creates inaction when sales execs discover the leads don’t meet criteria. The lead-to-pipeline conversion ratio demonstrates solid marketing and sales alignment: acceptance demonstrates sales’ confirmation that these are the qualified leads they need and expect. It incorrectly emphasizes cost over ROI value.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? Our most basic need is for physical survival, and this will be the first thing that motivates our behavior. Once that level is fulfilled the next level up is what motivates us, and so on. In a couple of ways. Conditions of Need.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

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. What determines that a lead will be accepted by sales? Is the lead likely to close in one sales cycle?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

AUGUST 11, 2016

Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and be highly convertible.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation 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. In his book New Sales. Sales measures itself on revenue generated (and sometimes margin). Document the cost per lead — and the cost per sales accepted lead, -sales qualified lead, -closed deal.

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

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.

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. 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

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

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. Podcasts Reach Weekend Listeners with Work-Related Content. Plus, podcasts create a personal brand for the host.

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

NOVEMBER 2, 2016

There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Download our relational segmentation article here.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

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. Maybe the brand is being established, but what does it mean if you can’t point to related financial results?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

SEPTEMBER 29, 2016

Current product environment (as it relates to the potential solution). Still, if you're a seasoned marketing or sales professional, your gut tells you there is opportunity hidden in these databases. They can predict the likely success of B2B database marketing programs, helping eliminate wasted dollars, time and resources.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Pointclear

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. The sales opportunities generated from these small tests will reveal predictable segments that warrant building full marketing programs. Most know that there is no such thing as a “good list”. Keeping data clean is critical to lead generation success.

eBook 100

eBook Lead Rank PointClear Revenue 100

Pointclear

APRIL 25, 2011

Yet B2B marketers seem to be more focused on lead generation than the rest of the process. If marketing is only focused on the first, they’re leaving the bulk of the process to sales. There's also proof that, due to this change, sales is only invited into the last 1/3 of the buying process. Is that a problem?

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

FEBRUARY 7, 2018

Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. Not only does this single-criteria measurement perpetuate the downward spiral represented by most companies’ poor sales results, it also reduces ROI on short- and long-term marketing and sales investments.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

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

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 2: Inside Commercial Accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

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. In our experience, few sales executives have something this complete, or know how to leverage it well.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

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. Not Enough Leads.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

JULY 11, 2013

I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. Need: “This one is probably the most valid of the BANT criteria for without it there’s no possibility of making a sale. In relation to the company objectives?”. BANT hasn’t. ".SOME

Lead Rank 237

Lead Rank Lead Scoring Webinar Metrics B2B 237

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

MAY 5, 2015

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. This year I've been talking a lot about Nurturing. The welcome email.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100