Pointclear

DECEMBER 12, 2013

But on top of the basics, I have premium channels and the infinite variations of those premium channels. I begin to scroll through the countless stations at my disposal, but none of the many channel offerings fill my need. In sales and marketing (and life in general), knowledge is everything. This is a two-way analogy.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

SEPTEMBER 24, 2013

More buyers self-educate long before they contact a prospective seller.". BANT is dead in most complex B2B sales. Jonathan Farrington (Top Sales World). This has traditionally been a sales team responsibility, and in my opinion should remain so.". "If Anthony Iannarino (The Sales Blog). Think: lead nurturing.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Our buyers are spending a lot of time looking at content other than what we’re putting out there, if not also, filtering out what we’re trying to put in front of them.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Each interview is available on our blog and YouTube channel. There are a few topics that come up regularly.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

OCTOBER 1, 2015

What are sales and marketing leaders saying about it? Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? 1) Marketing must lock arms with sales and have a solution selling mindset.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. With so little follow-up, they’re reaching, on average, only 25% of available buyers. Sales Lead Management Association. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

SEPTEMBER 25, 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. “Of Do you create a marketing plan that drives sales based on the sales forecast? buyers; with a 30% closure rate on average, the sales result will be 4.7

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Pointclear

APRIL 18, 2012

Social media has to be considered, too, in the context of the buyer’s journey. Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Below are some highlights (a couple of minutes each).

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. New marketing channels. Marketing Sales Alignment: The Benefits of a More Active Role for Marketing.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

SEPTEMBER 9, 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. Even if you’ve never spoken to the buyer before, you can be relevant. Cold calling is dead. Do you agree these are lies? Dave Stein, Dave Stein, Inc.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Have a coordinated effort that involves both marketing and sales.

Account Based Marketing 100

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

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

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Sales Quotas & Optimistic Expectations for Quicker Economic Recovery. The Role of Revenue Performance Management in Marketing and Sales Alignment. My guest today is Bob Thompson.

Inbound 145

Inbound Quota Outbound Video 145

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. After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Pointclear

APRIL 13, 2012

Jeff joined Forrester after spending 20 years in sales and marketing. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. Two reasons why marketing automation will reach a tipping point this year.

Marketing 169

Marketing Social Media Scale Trade Show 169

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98