Pointclear
APRIL 16, 2018
Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.
Pointclear
APRIL 6, 2017
We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. When the pipeline is weak, desperation and fear take over.
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Pointclear
MAY 1, 2013
Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.
Pointclear
MARCH 16, 2011
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. We have a pipeline that is averaging $150 MM and our close rate is 25% so $37,500,000 will convert. Marketing must help guarantee this number and keep building the pipeline.
Pointclear
JULY 23, 2013
It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. Add a telemarketing element and this alone can improve the first few stages of the pipeline, until the suspect becomes a prospect ready for sales contact.
Pointclear
MAY 20, 2016
In a recent blog post SiriusDecisions notes that organizations struggle to measure marketing’s contribution to, and influence on, sales pipeline. Tier 3: SMB/Channel Accounts. Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts.
Pointclear
AUGUST 21, 2013
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. Progress is monitored so that leads do not stagnate in the pipeline. When the Internet came to be, people said that catalogs would go out of business because people would buy online.
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