Pointclear

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. The initiative I’m most grateful for is the SLMAs commitment to recognizing people who have made significant contributions to the industry.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

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. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). In our experience here at PointClear, very few companies are getting it right. Why did we ask?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. 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. Prospecting.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Today’s buyers expect to work with salespeople who understand their business, industry trends and competitive challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

JULY 7, 2015

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? Let's take a look now at what our first group of experts had to say. Three flaws: B2B lead scoring focuses on individuals vs. groups.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 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). Prospect has multiple regions, each with their own process and nuances. Yes, you can build a relationship with someone through voice mail messages.”.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

JANUARY 24, 2012

Is it challenging to find the prospects? Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? And what does top-of-mind get you? Is it worth it to find them? Should you be trying?

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

JUNE 10, 2016

I maintain, as do many of my peers in the industry, that the age old misalignment of marketing and sales is something that the CEO needs to address. Each were covered in detail, and referenced thought leadership from industry leaders. Recognizing where the prospect is in the buying process is key to driving the sale.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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. for Industry Average firms and a 6.7% Andrew Briney, Senior VP and Group Publisher at TechTarget. This is where CMOs can make a noticeable impact.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

FEBRUARY 26, 2013

That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. Remember the group. How to do this? Nothing is written down. Make them see you.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

AUGUST 17, 2011

Larger organizations may deploy salespeople based on vertical industries. Ideal deployment puts the best rep with the best prospect at the best time. Maybe not, especially if Mary has special knowledge of the company's industry or has previous contacts with its chief decision-maker.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. Click here for part 1 & part 2.). Thanks, Jim!

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

SEPTEMBER 21, 2016

In late August I asked industry experts that same question and asked them to substantiate their response. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). Marketing serves sales, to generate new interest from new prospects. Marketing and sales are aligned. Ginger Conlon: If only.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

APRIL 28, 2011

48% followed industry conversations on topic. 44% conducted anonymous research of a select group of vendors. The lack of relevancy for the prospect reduced the vendor's chance of closing a sale by 45 percent. 59% engaged with peers who addressed the challenge. way less than half).

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

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. The same reason you primed the pump for existing territories with qualified prospects that close faster applies to new territories. Punch up mailing to the prospect database with special offers.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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

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 clarity about marketing automation objectives.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

OCTOBER 3, 2011

Angela DeFinis is an industry expert in professional public speaking. They give presentations to small and large groups alike, and therefore face the same challenges that public speakers face. As such, one of the pressing needs for any salesperson is to keep their audience (prospects and customers) engaged.

Face-to-face 187

Face-to-face Energy Coaching Groups 187

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. People tend to position these and other kinds of prospecting or business development programs as either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

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. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are. Who can help me solve it?

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. This might be a perfect opportunity to start influencing them.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Jonathan Farrington

NOVEMBER 2, 2012

While BANT may sound like a great way to qualify leads, the reality is that if you wait until 70% of the buying process is completed before you engage a prospect—you’re toast. Here is the complete list (and not each criterion is necessary for every company): Industry (SIC or NAICS). Authority (can be decision influencer or coach).

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

SEPTEMBER 20, 2012

He notes the importance of the two groups sharing a common focus, and RPM is a good fit for this role. Click to start video at this point — Elaborating on potential benefits that RPM can bring to both groups, Bob talks about how sales reps can add value to marketing. release of the idea which is really a derivative of CRM.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JUNE 15, 2018

And which industry within the Fortune 500: banking, telecommunications, automotive? Of all the keys to revenue growth, the single most important one is rethinking the prospect database. A single, precisely defined prospect database is critical to the success of your sales and marketing efforts. Messages and offers are testable.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? What to check out: The Battles of Starting Your First Prospecting Role. Introducing: Not Another State of Marketing Report [link] pic.twitter.com/CDuB1mF967 — HubSpot Academy (@HubSpotAcademy) February 20, 2020.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2012

Bob previously was Vice President of Sales Operations at Genuine Parts and a Senior Consultant at the Alexander Group. Shifting Sales Resources to Align with Prospect Buying Dynamics. It’s being redefined minute-by-minute in many industries and companies.”. LinkedIn Group: Sales Management Association. Stay Tuned.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165