Pointclear

SEPTEMBER 6, 2012

She adds, “Sales people who are knowledgeable about what’s going on in a company or an industry have a significantly higher chance of getting in. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JULY 14, 2015

We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. In our experience here at PointClear, very few companies are getting it right. When a buyer interacts with marketing, they are generally at a less evolved stage. Why did we ask? It’s what we do.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem to be fine with alternatives to face-to-face meetings. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

JULY 31, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

DialSource

JULY 8, 2020

According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50. Back in 2017, Sales Benchmark Index conducted more than 12,500 buyer surveys, across 19 industries. They concluded that buyers do not want to see you.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. It’s now the job of marketing to guide the buyer through the buying process.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

MARCH 6, 2012

As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric. Understand the Buyer’s Experience. Overall, it requires an understanding of the purchase process from the buyer's point of view. of pipeline.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

SEPTEMBER 13, 2016

In late August I asked industry experts that same question and asked them to substantiate their answers. And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

JANUARY 26, 2012

prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

OCTOBER 10, 2011

The drivers for a shared revenue funnel and the revenue team comprised of both sales and marketing are: Buyer behavior has changed. Buyers can now glean a majority of information on potential solutions from the web or through social media. This disintermediation with sales has effectively given control of the sales cycle to the buyer.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

APRIL 28, 2011

Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. 62% of business buyers now spend more time researching product and services online than they did prior to the recession. 9 out of 10 buyers say that when they are ready to buy they will find you. source: Marketo ).

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

MARCH 22, 2011

To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Or that I have friends in the publishing business that are also potential buyers. Poorly implemented, a heavily automated buying process can leave potential buyers cold, and non-buyers feeling like they are "not worthy."

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. And some of them are your buyers. The complexities of the non-commercial arena often overwhelm even seasoned marketers from the consumer-facing world. But people do.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

JULY 7, 2015

My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Buyers are spending more than half their time self-educating using third-party sources (search, blogs, review sites etc.)

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

FEBRUARY 8, 2017

Pick up the phone and have an intelligent conversation based on what you know about your potential buyer. Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

JUNE 23, 2015

They have a great product for the industrial marketplace (construction, mining, etc.). buyers in every ten leads, one out of ten is a nearly 25% market share of the 4.5 available buyers). Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals.

Marketing 100

Marketing Hiring Construction B2B 100

Pointclear

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

OCTOBER 23, 2012

Their basic skills-set will include very high levels of commercial acumen, industry/sector/market knowledge. They will speak the language of the buyer. The remaining 10-20% external sales professionals that are left will become far more sophisticated — they will have to in order to survive.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Pointclear

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

AUGUST 30, 2016

If they hear a buying signal in the form of a technical question when talking to a buyer, they are likely to bring in a sales engineer. In fairness, our industry has created the image. No one outside gets us. Most of the good sales people do not dream of becoming technical experts.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

SEPTEMBER 21, 2016

In late August I asked industry experts that same question and asked them to substantiate their response. They both serve an audience – Kias the economy minded buyers and Mercedes the luxury minded buyers. The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. Marketing and sales are aligned.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

APRIL 18, 2012

Social media has to be considered, too, in the context of the buyer’s journey. As the social buyer becomes much more educated using these tools, Trip says social media will become part of the tool bag for both marketing and sales going forward. What is the value exchange that’s happening between buyers and sellers?”

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Jonathan Farrington

NOVEMBER 2, 2012

32% – Buyer in target market, willing to talk. As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. BANT vs. real lead definition. 3% – Contract in hand, press hard.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

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. As deal sizes get larger you’ll need to start mapping out a larger and larger set of buyer personas. Maybe you traditionally sell to one line of business.

Account Based Marketing 100

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

Pointclear

NOVEMBER 8, 2012

She says this book is similar to her first book for the banking industry in that it also came out on the brink of a significant shift—at that time, bankers were first taking on the selling role and had to compete. She talks about approaches to selling and addressing buyer demand: “I think there are three modes of selling.

Video 174

Video Journal Up-Sell Education 174

Pointclear

SEPTEMBER 9, 2016

In late August I asked industry experts that same question and asked them to substantiate their answers. The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. Cold calling is dead. Marketing and sales are aligned.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: 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. I could not agree more!].

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

DECEMBER 12, 2013

So back to the monolith we all reluctantly embrace, composed of industries, activities, phone numbers, email addresses, work history, tweets, Facebook posts, favorite colors, family dog names, first crushes – all the relevant information a salesperson or marketer needs to win a deal. Back to Big Data. So what can you do?

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

MAY 17, 2018

The other thing we have found over the years is that there are professional content consumers that end up being less responsive (they don’t have authority or budget, but they love to read and research and gain knowledge) than the real buyers. That is why it is so attractive to both marketing and sales. Number of Closed Deals. Gross Margin.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

MARCH 24, 2015

Peers are colleagues or people in the same industry that secretly do not want you to succeed for fear that they will be forced to do what you’re doing. They claim that buyers are 70% of the way through the buying process before engaging a salesperson. Their approach is subtle. Their message—a whisper.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

NOVEMBER 27, 2017

In many industries it will take a full 12 months to recover or 36 months of lost sales time out of 120 months available to you. Look to immediate events that can draw in potential buyers: webinars, local shows that you rejected before, etc. It hurts productivity in the current year and the following year. More on nurture here.).

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JANUARY 27, 2017

Marketing must deliver SQL-quality leads to Sales, and for them to achieve this they must be continually qualifying and nurturing leads throughout the entire buyer purchasing process. Increasingly, I see companies with the biggest opportunity being expansion deals, as greenfield isn’t nearly as plentiful in some industries.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

SEPTEMBER 20, 2012

He adds that inbound hasn’t displaced the need to be proactive, and he talks about a deeper, more important issue in play that is being driven by the new B2B buyer. He notes that sales professionals who have been working in large accounts for 20 years or in an industry for a long time have seen lots of problems and solutions.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

AUGUST 8, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Making these connections is key to gaining buyer insight and improving predictability. Via Eloqua.

Eloqua 209

Eloqua PointClear B2B Marketing 209

Pointclear

JULY 11, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. As you’ll see they each have very different buying patterns.

B2B 193

B2B PointClear Marketing Lead Rank 193

Pointclear

OCTOBER 7, 2017

I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead.

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185