Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Getting real-time visibility into results and ROI is vital—and there are ways you can do it now, without more investment in technology. You’ve come to the wrong place. Testing’s a must. Marketing measurement.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

JUNE 5, 2017

Marketing ROI is measured and credited. At PointClear, we facilitate accountability that translates into results. The era of accountability, on the other hand, paints a much brighter future. Every lead turned over to sales is a sales-qualified lead (100%). The lead close rate is way higher than average (5X).

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

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. Correctly emphasize the ROI value of qualified leads over their cost.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

AUGUST 30, 2012

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Social Media: Table Stakes and the Challenges Linking to ROI. Outbound vs. Inbound and the Need for Immediate Proactive Contact.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. “Don’t you know that roulette wheel is crooked?”

Cost per Lead 220

Cost per Lead Lead Generation Sales Qualified Lead Lead Rank 220

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

FEBRUARY 21, 2011

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet). PointClear is proud to be a sponsor of this first-ever recognition of women leaders in managing sales leads.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

OCTOBER 1, 2014

In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. B2B Sales Sales Leads' Sure—plenty of people are there for Hilary and Bruno, but if you’re there for the spectacular networking, do yourself a favor and download this book.

eBook 222

eBook Conference ROI Networking 222

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. It incorrectly emphasizes cost over ROI value.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Pointclear

AUGUST 11, 2016

Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Correctly emphasize the ROI value of qualified leads over their cost. Tie B2B lead generation activity to overall revenue and profits. It incorrectly emphasizes cost over ROI value. Concluding Comments.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 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. James Lenskold’s book Marketing ROI will give you the simple formulas. Your duties are: Establish the Brand. Generate Demand.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

AUGUST 16, 2018

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Longer-term opportunities increase marketing ROI. So much so that many reps often ignore every lead they don’t consider hot. In many cases hot opportunities are already baked.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

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. Sorry, I can’t prove the ROI because salespeople won’t follow up." Sorry, but setting up a campaign and measuring ROI takes time.". B2B Marketing B2B Sales'

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JULY 19, 2012

There are groups that are driving ROI from social media. Because most of the people I work with in B2B and you work with in B2B have a longer sales cycle, or conversely, a longer buying process, look at how to intensify and progress people you already have in your database.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

AUGUST 9, 2016

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Longer-term opportunities increase marketing ROI. So much so that many reps often ignore every lead they don’t consider hot. In many cases hot opportunities are already baked.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

AUGUST 17, 2018

Sounds simple, yes, but most B2B companies are doing just the opposite. It is possible for your organization to get better ROI on marketing … to keep your sales people focused on what they do best … and to close 5 times more deals. Organizations that optimize sales and marketing achieve kickass results by doing just three things well.

Sales Qualified Lead 113

Sales Qualified Lead Marketing ROI Follow-up 113

Pointclear

AUGUST 15, 2011

More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king. It could be that these new members of the SLMA are not worried about the other issues because they generate enough inquiries, know how to manage them and have ROI and follow-up handled.

Sales Qualified Lead 160

Sales Qualified Lead Leads Marketing Qualified Lead B2C 160

Pointclear

JUNE 10, 2016

By being proactive when it comes to the 7 truths about sales and marketing that CEOs need to know, companies can go a long way toward achieving marketing ROI, and driving revenue results. The call for ROI is getting louder from the C-suite, too. Each were covered in detail, and referenced thought leadership from industry leaders.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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. Demand creation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

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

MAY 17, 2018

Before diving deeper, it is my opinion (after more than 35 years in direct mail marketing and B2B tele-prospecting) that there is no such thing as a good list. ROI Multiplier 4. ROI Multiplier 4. The margin on those deals was $810,000 and the cost of the leads was $100,000—giving this company an 8X ROI. Close Rate 1.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

SEPTEMBER 29, 2016

Now, that's greatly improved marketing ROI! They can predict the likely success of B2B database marketing programs, helping eliminate wasted dollars, time and resources. More importantly, by focusing on the first three cubes, your company could have generated 84% of all its leads with only 60% of the marketing spend.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Pointclear

NOVEMBER 8, 2016

Theoretical calculations of return on investment (ROI) or return on marketing investment (ROMI) are used to judge the success of the program without regard to actual results. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

JUNE 28, 2012

Measurement, metrics and ROI. In the B2B realm, assuring marketing processes and marketing automation are connected to sales operations and sales automation/CRM systems. ” These execs and individuals address areas like the following: Planning and budgeting. Evaluation and deployment of marketing automation.

Marketing 247

Marketing Outbound Inbound Vendor 247

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

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

JUNE 15, 2012

He is a speaker on sales lead management, sales enablement, and marketing ROI. To bring in the most qualified leads in the shortest period of time Jim recommends these tactics: Hire a B2B telemarketing company to call inquiries from the last twelve months. Go back and talk to all these inquiries.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

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

AUGUST 18, 2016

It is not that I am against marketing automation or other marketing technologies, it is just that I am for accountability and ROI. I feel that, unfortunately, marketing automation has made it possible for marketers to send more poor quality leads to sales faster than ever before.

Account Based Marketing 100

Account Based Marketing Marketing Lead Rank Lead Scoring 100

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? Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2012

He sets a context by noting The Sales Management Association is made up of sales and sales operations leaders in predominantly B2B selling organizations at medium-sized to large companies—with about 70% based in the U.S. Probably 90% of B2B sales organizations have some aspirations to integrate tablets into the sales organization in some way.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165