Pointclear

JUNE 7, 2016

In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process. Rapid identification of problems.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

AUGUST 19, 2014

Here, in the second of this three part series, we will hear from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

AUGUST 26, 2014

In the second part of the series, we heard from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Green Lead's B2B

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely. Members of SLMA and non-members are allowed to vote.

Harte Hanks 29

Harte Hanks Lead Management LeadMaster LeadQual 29

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

JULY 11, 2011

The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” One answer includes applying, tracking and measuring best-practice sales lead management processes. Customer needs can shift quickly.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

MAY 21, 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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Is that you?'

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Outsourcing lead generation. Revenue performance management.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Funnel management. HR Management. Lead Management. Join the Renbor Sales Solutions LinkedIn Group. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. This comment was originally posted on Twitter. May 16th, 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JULY 26, 2016

“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. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. What's the point of that?

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

JULY 12, 2017

This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. You may like: How to Tell if Your Sales Pipeline is Failing You. Andy Paul – Zero Time Selling.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

APRIL 17, 2012

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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

SEPTEMBER 28, 2018

About the author: James Obermayer is the founder of the Sales Lead Management Association and the publisher of the Funnel Media Group which produces programming for the Funnel Radio Channel. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. Annuitas Group Website: www.annuitasgroup.com.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

MARCH 19, 2018

Obermayer is the founder of the Sales Lead Management Association, publisher of the Funnel Media Group and live Radio/ Podcast Host for SLMA Radio Today and CRM Radio Today. Does Marketing Own the Pipeline? White Paper Review: Marketo's Marketing Metrics Guide - Must Reading. About the Author.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

FEBRUARY 23, 2012

He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges. Shifting marketing metrics from a focus on the number of leads to deeper-in-the-funnel close rates will correctly prioritize lead quality.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Pointclear

MAY 15, 2012

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. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Pointclear

JULY 7, 2015

Let's take a look now at what our first group of experts had to say. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. Groups are often responsible for making purchasing decisions.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

SEPTEMBER 29, 2015

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? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association. Thanks, Jim!

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

JULY 20, 2015

Five or six hands were raised and I pointed to someone in the back of the room, asking her (regrettably) to speak up, and she said, “I never had a lead yet that turned into a sale.” Instinctively, I knew this wasn’t true, but without the numbers at hand, refuting it was a losing battle in front of the whole group.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

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. Trip Kucera at Aberdeen Group: Profile. ” The Role of Social Media.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

NOVEMBER 27, 2017

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. Especially focus on qualified lead sources such as trade show leads. Jim Obermayer is the founder of the Sales Lead Management Association.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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. Dan McDade is a recognized thought leader in lead generation, qualification and nurturing. I invite your comments. Check out his award-winning blog- ViewPoint.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JUNE 8, 2012

Regarding leads, Ginger notes this is always a common point of contention, and there needs to be collaboration on what a qualified lead is, when it’s a warm lead, and when it’s time to give it to sales. The next PowerViews will be with James Obermayer of Sales Lead Management Association. 1to1media.com.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

JUNE 19, 2012

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. Here is the formula: 2,840 inquiries x 45% (percentage of buyers in a given group of inquirers who buy within a year). What will the sales results be?

Groups 150

Groups Campaigns Quota Follow-up 150

Pointclear

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. the HIMMS Media Group, and the Business Information Industry Association.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

JUNE 15, 2018

For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Integrated, multi-media campaigns directed toward focused audience groups work best. It’s not a campaign.

Revenue 113

Revenue Forecasting Commission Telecommunications 113