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?” Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly. Frequent and rapid new competitor product introductions.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

AUGUST 20, 2018

2) Designate a group to nurture leads until they are sales-ready; and to take opportunities back if sales cannot gain traction for one reason or another. Whose job is lead filtration, qualification and development? A lead farmer equips the sales rep with in-depth knowledge about the prospect.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

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

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

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. ” Management will track demo conversion and forecasting accuracy at the group and rep levels. Lead scoring and lead nurturing will move from art to science. Roles will continue to segment. All others will fall by the wayside.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

MAY 18, 2016

It takes an “allbound” approach to maximize your lead-generation efforts. A well-run inbound program can realistically deliver 35 percent of the leads you need : That's according to The Bridge Group. The so-called lead that cost $25 to generate inbound will cost more than $2,500 to bring to a sales-accepted state (vs.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

NOVEMBER 7, 2011

The lack of internal alignment between marketing and sales causes the two groups to see everything from market definition to lead definition and accountability differently. A short-sighted focus on immediate results can reduce the proven return from committing to mid- and long-term lead nurturing.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

SEPTEMBER 24, 2013

Think: lead nurturing. Carlos Hidalgo (Annuitas Group). "If If you have not killed BANT in your lead qualification process, do it now. Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales. I would add timing back to the list.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

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.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

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]. Obtain Executive Buy-in.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

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

MAY 1, 2012

For example, it would be possible to generate a qualified lead for a $10,000 piece of hardware for a couple hundred dollars. Technical specifications are to the point, the buying process may involve working directly with a single contact in a purchasing group, or the sale may be transacted via an ecommerce application.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JUNE 27, 2011

We have collaborated with Karen and CenterBeam on lead qualification, lead generation and lead nurturing programs, and I had an opportunity recently to ask her for her take on the in-house vs. outsource question, as well as her take on success factors, challenges and benefits associated with outsourcing.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

APRIL 13, 2012

Both marketing and sales acknowledge that you can’t just go after those five to ten percent of people that might be in an active buying cycle and that that you need to nurture them until they are ready to buy. The next PowerViews will be with Trip Kucera of the Aberdeen Group. Jeff Ernst's research at Forrester. Stay Tuned.

Marketing 169

Marketing Social Media Scale Trade Show 169

PandaDoc

SEPTEMBER 2, 2020

Rain Group Sales Blog. What’s the best way to approach sales training so it leads to real sales performance improvement? Over the past two decades, RAIN Group has helped hundreds of thousands of salespeople, managers, and professionals in more than 64 countries unleash their sales potential with its RAIN SellingSM methodology.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98