Pointclear

OCTOBER 24, 2013

She spent six years in management consulting and 52 quarters in software sales. Using social networks to listen and engage with buyers, then surrounding yourself with the influencers and experts that your buyers trust on LinkedIn and Twitter. At Oracle she heads up social selling evangelism and enablement. She’s Down with OPC.

Oracle 223

Oracle Eloqua Social Media Twitter 223

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

AUGUST 28, 2013

Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. I also shared statistics from the Corporate Executive Board that 71 percent of buyers still want sales involved early in the buying process.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning).

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JUNE 18, 2013

You’ve heard me say that sales lead management is a system made up of a process, the software containing the elements of the process, and the people who execute the process. In closing, there must be a process (rules), there must be adequate software, and the salespeople must follow up all sales leads.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

MAY 30, 2012

Prioritizing New Media: Start with What the Buyer Needs, Wants & Looks Like. DemandGen Report has a study underway to determine the content and kinds of messages that buyers prefer and respond to. Widespread Use of Outbound Marketing Among Software Providers. Marketing and Sales Alignment: Beyond the Tipping Point.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

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.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation Targets 150

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

JULY 17, 2013

It is expected that 85% of buyer-seller interactions will happen online through social media and video. The increased sophistication of translation software will enable computers to quickly translate languages, reducing the need to hire reps who speak the native language. An inside call, on the other hand, averages only $25-$75.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

JULY 24, 2012

Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system. Parts—sales inquiries, leads, software, and fulfillment.In

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

OCTOBER 18, 2011

The salespeople that cold-call waste time contacting hundreds of people to find a few buyers instead of relentlessly pursuing marketing provided inquires and leads (48% of the salespeople give up after the first call). Lead Management Rules: A one page list of rules holding both departments accountable to each other. My recommendation?

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

OCTOBER 23, 2012

equipment, software, financial products, motor vehicles, clothes, food, etc. They will speak the language of the buyer. To begin with, I think it is important we accept that virtually anything that can be purchased online with a credit card does not require the input from a salesman/saleswoman — these are the new “commodity sales”.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Pointclear

MARCH 22, 2011

Last year I was looking for forms software to support CustomerThink. 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. OK, this a consumer example. How does it relate to B2B marketing?

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. Social media has to be considered, too, in the context of the buyer’s journey. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

SEPTEMBER 27, 2012

Social Media: The Rise of the Social Buyer in the Complex Sale. The social buyer is real and tends to be younger. Dave adds, “You still have to balance marketing to the social buyer and to the traditional buyer. There are still traditional buyers out there that do prefer to be marketed to and sold to in traditional ways.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

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. 3 The margin, for most software and services offers, is low to be conservative.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

FEBRUARY 27, 2014

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. Expectations dashed. So education campaigns are underway.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

OCTOBER 13, 2015

If the follow-up is only 10% (an often repeated percentage) the salesperson on average will only speak to 5% of the buyers. If the salesperson follows up with 25% of the inquirers, he or she will only speak with 11-12% of the buyers. So it makes sense that to speak to 100% of the buyers, the rep will have to call them all.

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

Pointclear

MAY 5, 2015

In this excerpt, Carlos discusses the importance of nurturing even though it’s not being done in most companies: While much is made of lead nurturing and the value of it, the truth is that very few organizations are nurturing their buyers and even fewer are doing it effectively. Increased use of video. Testing and optimization.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Pointclear

SEPTEMBER 19, 2011

” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). They must pursue the buyer regardless of how many phone calls or emails, broken appointments and abusive attitudes, to consummate a sale. Thank you Wikipedia).

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. It’s a critical corporate function that should be integrated into everything a company does. A Closer Look.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

Connect2Sell is an award-winning blog that regularly shares tips and techniques to connect with buyers and make the sale. CustomerCentric Selling® (CCS®) Sales Training Blog is a global leader in sales training, using a proven, buyer-oriented methodology for predictably improving revenue growth and sales performance. Connect2Sell.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98