Pointclear

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. Marketers and sales people need to be working towards the same goals. percent were quality.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Braveheart Sales

FEBRUARY 20, 2020

In the electronic security industry, as well as SaaS, telecom and other recurring revenue businesses, customer creation costs are a key component which determines the company’s ability to borrow for expansion. I also had the privilege of hosting a breakfast where we discussed the state of sales in the security industry. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Each were covered in detail, and referenced thought leadership from industry leaders. Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

APRIL 19, 2017

Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. I have been featured in major publications including featured by Automotive News, Advertising Age and Edmunds.com for my unique social media marketing and self-promotion efforts.”

Conference 124

Conference Outbound Social Media PointClear 124

SBI

NOVEMBER 13, 2012

The initiative I’m most grateful for is the SLMAs commitment to recognizing people who have made significant contributions to the industry. This year Trish Bertuzzi and founder of The Bridge Group, nominated yours truly for consideration. Among those folks are: Ardath Albee – Marketing Interactions. Thank you Trish!

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

AUGUST 19, 2014

That’s the overarching question I recently presented to a panel of industry experts. Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Lead Qualification Inbound Marketing Lead Management'

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

AUGUST 26, 2014

That’s the overarching question I recently presented to a panel of industry experts. Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Lead Qualification Inbound Marketing Lead Management'

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? 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?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

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. We generate high quality leads, align sales and marketing, and drive revenue. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). Why did we ask?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to 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?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

DECEMBER 8, 2016

From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. The industry has been down so they need to grant more credit, and (most importantly). What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., Click to start video at this point — I asked Dave what major changes he’s seen in sales and marketing.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

OCTOBER 13, 2011

In our final few years of owning the business, we were managing 275 inside sales reps and they were collectively moving 150,000+ products into the market, booking tons of appointments for sales teams and keeping plenty of sales funnels full. It was a big win for both groups. They focused on making, shipping and invoicing the product.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

The Pipeline

MAY 13, 2011

What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. Those are as much for sales as they are for marketing. Guess again).

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. times the ERP vendor's overall market share. This is based on 100,000 raw leads, across about 50 companies in various segments from the tech industry from the last 10 years.". So too is the quality of the sales force.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Weekly programs published from large companies and marketing departments are better when they can use the enormous amount of content which comes from each podcast.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. 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? The No Marketing Strategy Approach.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

APRIL 16, 2013

Conference billed itself as “the number one industry event devoted to excellence in leveraging SaaS technologies.” In addition to the SaaS sponsors there were four list/database providers, a few services companies, two talent assessment companies, two training companies and one web/mobile agency rounding out the group. The Sales 2.0

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

JANUARY 24, 2012

He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Marketing to the business consumer takes a special pedigree. What is a business-to-business marketer to do with all that? You're a P2P marketer.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

SEPTEMBER 21, 2016

Marketing and sales are aligned. In late August I asked industry experts that same question and asked them to substantiate their response. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. Do you agree these are lies?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Lack of alignment between marketing and sales.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

MARCH 24, 2015

Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. They tend to fall into one of two groups: Peers and Experts. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

FEBRUARY 26, 2013

Remember the group. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms. And marketers can incorporate suggestions for those personal touches in their email templates. Cross-cultural leads are harder to close.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. 48% followed industry conversations on topic. 44% conducted anonymous research of a select group of vendors. 59% engaged with peers who addressed the challenge.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Video Marketing - A Surprising Trend. The Marketing Automation Learning Curve. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

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. By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. More on nurture here.).

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JUNE 8, 2012

Ginger has covered the industry for more than 25 years. She regularly speaks at industry events and has both contributed to and edited several books on customer strategy. Marketing Automation —Again, how you use marketing automation will depend on how you will be interacting with your customers.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. More people are starting to say this isn’t just about marketing, this isn’t just about sales, but that we’re all in this together.

Outbound 154

Outbound Inbound Social Media Call-back 154

Jonathan Farrington

NOVEMBER 2, 2012

Neil Rackham delivered the keynote address at this year’s national US Business Marketing Association meeting and is quoted in “BtoB Magazine” as follows: “ Sales and marketing are two functions with an identical mission, so how can they be like ships passing in the night?”. 3 Steps to Align Sales and Marketing. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

SEPTEMBER 20, 2012

Click to start video at this point — Asked about what has happened in marketing and sales that has or hasn’t surprised him in 2012, Bob talks about interconnectedness: “It’s sobering about how interconnected we are with other economies. The Role of Revenue Performance Management in Marketing and Sales Alignment.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. But it’s only a tool.

Marketing 266

Marketing Strategy Eloqua Marketo 266

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. Acquity Group created an infographic that takes a look at buying trends based on generation.

B2B 193

B2B PointClear Marketing Lead Rank 193

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.

Revenue 113

Revenue Forecasting Commission Telecommunications 113