Buyer Demand Generation Marketing PointClear 
The Pipeline
MAY 13, 2011
My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Buyers buy from people they like (and respect).
Pointclear
OCTOBER 1, 2015
There’s no doubt that Account-Based Marketing is on the up-and-up. 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?
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Pointclear
MAY 14, 2013
My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Sales and Marketing Need to Speak a Common Language.
Pointclear
MAY 5, 2011
In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.
Pointclear
AUGUST 20, 2015
I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?
Pointclear
OCTOBER 10, 2011
Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. But all is not lost.
Pointclear
JULY 7, 2015
Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. The No Marketing Strategy Approach.
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