Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

OCTOBER 6, 2015

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? Here's the thing: Account-Based Marketing is not really about lead generation at all. It's not a distraction.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. But what are the most effective outbound marketing channels for kicking off a business relationship? Let me go out on a limb and propose the top five media for your lead generation toolkit. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. From there marketers can understand and what contributions are required by nurturing those inbound leads, plus how much revenue must be driven by proactive outbound.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

JULY 26, 2016

This means that 75% of the marketing dollars spent on lead generation are wasted. If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”. Sales Lead Management Association. Why it’s Important. “If

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

MARCH 16, 2011

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. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. The cake still consists of the tried and true standby media channels. How valuable are trade shows?

Trade Show 221

Trade Show Scale Marketing Direct Mail 221

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. The cake still consists of the tried and true standby media channels. A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

DECEMBER 19, 2012

Include goals, objectives, strategies, tactics, a lead generation spreadsheet, and a forecast for the number of inquiries and leads you need to make the revenue forecast. Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Sales leads that turn into sales are all that matter.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

MARCH 13, 2012

Undoubtedly, part of the hesitation comes from not having control over the entire process from lead generation to sales closure. If salespeople don’t or won’t close out the records and report on the disposition of a lead, what’s a marketing manager to do?

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

APRIL 18, 2011

For some it may mean getting their first CRM system, creating a sales process, grading leads, getting a marketing automation system, getting 100% follow-up by the sales channel, or proving the ROI.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

Pointclear

AUGUST 18, 2015

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Increased spending on lead generation. Invested in content generation. Purchased technology to score and nurture leads. Added an SDR team.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

JULY 12, 2012

” She notes that the success of inbound doesn’t mean that marketers should turn away from outbound channels: “I do think that inbound is important, but that doesn’t mean you need to abandon all the things that you’re already doing that you know work.” That’s pure lead generation.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

JUNE 27, 2011

There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. What led you to consider outsourcing lead generation? What for you were the critical success factors you weighed in outsourcing lead generation?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. Company’s say, ‘We need more content because there are more channels for content.’

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.” But it’s maturing, if you could say that about a marketing channel that’s 300 years old.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

JUNE 10, 2016

CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. This needs to be documented along with the cost per sales-accepted lead, per sales-qualified lead, and closed deal.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.” But it’s maturing, if you could say that about a marketing channel that’s 300 years old.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

APRIL 18, 2012

Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle. Along with this trend, media integration is becoming more prominent. ” The Role of Social Media.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

SEPTEMBER 6, 2012

So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”. That can be through any number of channels. It doesn’t have to be through all of them.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 20, 2012

Bob adds, “I’m afraid that companies become so dependent on the technology and content management and lead generation that they’ll forget those basics. Bob’s book will be available in November on Amazon and through other publishing channels. I still think there is a critical role for sales professionals.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JUNE 15, 2016

There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. Telemarketing Outbound (qualification and lead generation). Why It's Important: “Someone must be responsible for the sales lead management process. International Channel Management.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Pointclear

AUGUST 6, 2013

It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Each interview is available on our blog and YouTube channel. As this trend continues it becomes more important to create your own personal brand.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

MAY 5, 2015

The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. They provided us approximately 50% of their leads generated that year, about 1,500. These leads had not engaged with the organization for at least 90 days.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

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. The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

SEPTEMBER 15, 2015

Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? My question is, which are you? Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of?

Company 100

Company Marketing Sales Qualified Lead Lead Gen 100