Pointclear

JULY 12, 2017

He wanted to have a quick Q&A with a system engineer, he wanted a quote, and he wanted to know how long it would take to install and start using the product. Paul,” I said, “let’s conference in our System Engineer, Jim, right now, if he’s available. If he isn’t handy, bring in Susan, the department manager.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Zoominfo

JULY 5, 2022

Disjointed routing point solutions aren’t designed with data maintenance in mind, leading to costly bottlenecks in your lead management systems. To stay competitive in today’s market, companies require an end-to-end data lifecycle management solution that enables automated record assignment.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Zoominfo

JULY 12, 2022

With intelligent routing, you’ll be able to eliminate bottlenecks in the lead flow process and fuel your entire sales journey with ease. Routing with poor-quality data severely disrupts your whole GTM engine. This makes enrichment one of the most important components of your lead management strategy. The results?

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Pointclear

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. Then, and only then, it's time to check out your automation options.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Apptivo

JULY 25, 2023

Reference App in Follow up Assignment Rule in Leads Introducing our cutting-edge “Assignment Rules” feature with the two methods “Static” & “Round Robin” ! Unlock the power of “Assignment Rules” for optimized lead management today!

Follow-up 52

Follow-up Lead Rank Lead Scoring Territories 52

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. My sales POC case study. It is also free for Kindle readers.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Nutshell

DECEMBER 11, 2023

When you need engineer support for your software, use apps with complex requirements in your tech stack, or can’t get an integration anywhere else, AppConnect is the solution. An AppConnect plan lets you connect all your critical products to Nutshell for easier data syncing.

CRM 62

CRM Engineering Data Software 62

SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. Step #2 – Build Buyer Personas.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Sales and Marketing Management

JULY 19, 2018

Sometimes it’s due to a lack of time, poor internal processes, burdensome lead management and CRM systems, or the inability to sort the good leads from the bad ones. Glengarry” companies have turned to AI automation tools to reach out to every lead, personalize each message and improve response rates.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

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JULY 31, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. If you think something is wrong, ask your customer.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Pointclear

JULY 23, 2013

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. 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.

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

FEBRUARY 23, 2012

He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges. Massively shift costs out of your combined Sales and Marketing engine. Increase visibility into your engine, and use it to stop low-yield programs. Forget about branding.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Nutshell

MARCH 28, 2024

An imbalance in the sales pipeline can be a problem for consultants and consulting firms, with too much focus on closing clients over generating new ones or delivering billable hours over attracting new leads.

Pipeline 71

Pipeline Sales Qualified Lead How To CRM 71

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DECEMBER 21, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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JULY 11, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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JANUARY 11, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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APRIL 30, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Pointclear

MARCH 14, 2011

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need.

Lead Generation 140

Lead Generation B2B Leads Marketing Qualified Lead 140

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DECEMBER 23, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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SEPTEMBER 27, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Are your customers valued and are you making it easy?

Retention 254

Retention Company Customer Lead Rank 254

Jeff Shore

NOVEMBER 14, 2018

He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.

Decision Maker 88

Decision Maker Banking Loyalty Top of Funnel 88

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NOVEMBER 22, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. IBM State of Marketing Study 2012.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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APRIL 19, 2013

I choose not to detail the series of events – they are easy to find through any search engine. Monday was a day of extreme jubilation due to our annual Marathon tradition, then a sudden drastic low – lower than low. Don’t think my blog title minimizes my feelings about what has happened.

How To 237

How To Outbound Engineering B2B 237

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DECEMBER 27, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Download the summary tip sheet from Part 2 of this series click here.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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DECEMBER 16, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Download the summary tip sheet for these ideas here – FREE Download here.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JANUARY 14, 2013

People search with search terms on search engines and right in LinkedIn. If you share the good work your company is doing by helping other organizations, this becomes interesting and people will see it. Your summary can catch someone’s attention. Who’s Attention Might You Catch? Next we’ll talk about the power of updates.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

Pipeliner

FEBRUARY 16, 2023

Here are some of the key features: Lead Management With Pipeliner CRM, you can easily manage your leads and track their progress through to qualification and entry into the sales pipeline. Features of Pipeliner CRM Pipeliner CRM offers a wide range of features and capabilities that make it a powerful tool for businesses.

CRM 52

CRM Pipeline Report Software 52

Hubspot Sales

JULY 27, 2023

Among others, solutions like ChatSpot allow sales reps to automatically set up new CRM profiles, create new lead segments, generate data from reports, and even send follow-up messages on their behalf. Prospect and Lead Management A steady stream of leads keeps businesses afloat.

Sales Enablement 68

Sales Enablement Lead Rank Lead Scoring Strategy 68

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JANUARY 31, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. We’d love to share them and you can post them as a comment below.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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APRIL 26, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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AUGUST 10, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Sports 201

Sports Territories Outbound Engineering 201

Nutshell

JULY 31, 2023

A few common examples include: Spammers may submit links to their website in your forms in hopes of the link ending up on your website in a comment or elsewhere in order to boost their search engine optimization (SEO).

Lead Rank 118

Lead Rank Lead Scoring Intent Data 118

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MAY 23, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Hubspot Sales

NOVEMBER 9, 2020

You may be in conversation with multiple stakeholders that will assess the quality of the goods they’ll purchase, like the business’ purchasing manager, the business owner, and sometimes an engineer. If the products require technical knowledge, you may need to work with a technical engineer to assist with those elements of the sale.

Industry 112

Industry Buyer Persona Hubspot Retention 112

Hubspot Sales

FEBRUARY 21, 2019

Search engine optimization (SEO) tool. Project management tool. Email management tool. Search engine optimization. In the SLA, both departments will define their shared goals, identify the buyer personas or ideal client profile, and standardize lead definitions. Marketing Tools. Conversion Rate Optimization (CRO).

Marketing 100

Marketing Ideal Customer Profile Social Media Sales Qualified Lead 100

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FEBRUARY 21, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. That ultimately means more new business.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231