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

JUNE 28, 2018

Just three: Agree on your market, media and message. If you have defined your market, media and message and if you are inspecting outcomes and conducting in-depth analysis at every step, you can substantially improve results. I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. I spotted a discussion on a niche LinkedIn Group where I answered a question. Inbound leads don't “just happen.”.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

MARCH 13, 2014

Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Dave Stein, CEO and Founder of ES Research Group Inc. Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

SEPTEMBER 28, 2018

Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets. 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.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

MARCH 19, 2018

Her time is now spent wallowing in superficial spreadsheets, managing the conflicting software results from media and a budget with a requirement for a direct correlation to revenue. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. About the Author.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

DECEMBER 20, 2011

Social media strategies and ROI. Trish Bertuzzi , President and Chief Strategist, The Bridge Group Laurie Page , Managing Partner, The Bridge Group 10 Inside Sales Predictions for 2011. Jay Hidalgo , President, The Annuitas Group 4 Things to Consider Before You Buy Marketing Automation. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

JANUARY 24, 2012

Jason Falls is an author, speaker and CEO of Social Media Explorer. 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. Social media is a different marketing channel than all those that came before it.

B2B 192

B2B Social Media Face-to-face Twitter 192

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Social media. Join the Renbor Sales Solutions LinkedIn Group. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. Trackbacks. Trigger Events.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 27, 2016

A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. Note that there are three groups of prospects that benefit from nurturing: 1. Marketing Pipeline.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

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. Social Media is Becoming a Lead Gen Vehicle. ” The Role of Social Media.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

NOVEMBER 12, 2013

They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. The next PowerViews will be with Dave Stein of ES Research Group. Most people don’t want to hear this, but Matt and his team work at it every day. Target the Bigger Companies.

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

Jonathan Farrington

JULY 10, 2013

They should never allow themselves or others in their group to ridicule, or down grade other leaders or people in the industry, as it is a sign of jealousy and this is one trait that cannot exist in a true leader. Also they must have loyalty to their products and to their associates and loyalty to their industry.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

JANUARY 5, 2017

Three things: Agree on your market, media and message. 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. Here are three steps to follow to make your sales and marketing teams achieve kickass results. Not 50 things. Measure what matters.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Pointclear

JULY 26, 2016

About the Author: James Obermayer is publisher of Funnel Media Group, LLC, which owns the Sales Lead Management Association, and the Funnel Radio Channel for streaming live internet radio programs and podcast replays. It really is simpler than you think, but you have to think and act to make it happen.

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. ” Social Media Risk: Hoping the Shiny New Technology Will Transform Us.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

JUNE 2, 2016

Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. True Nurture Opportunities.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

JULY 12, 2017

Obermayer is the founder of the Sales Lead Management Association, a four-time author, and publisher for the Funnel Media Group. 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

OCTOBER 20, 2016

Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. We generate, qualify and nurture leads using Account-Based Marketing processes.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Pointclear

DECEMBER 16, 2010

Following is a summary of these best practices grouped by blog article. Part 5: Multiply Touches/Media/Cycles. Use a smart mix of multiple media: outbound calls, voice mail messages, email and more. Part 1: Agree on Lead Definition. Sales and marketing must agree on the criteria for a lead to be qualified for hand-off.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

JULY 12, 2012

” Social Media: Less About Lead Gen and More About Creating Relationships. Click to start video at this point — Recent research reports high social media use by senior execs for staying in touch but low use for buying, and Ann comments, “I think people have really tried to shoehorn lead generation tactics into social media.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

APRIL 10, 2012

The Role of Marketing Automation & Social Media. Click to start video at this point —Asked whether marketing automation and social media should be within the realm of marketing only, Jonathan affirms their value for sales. The Fight for Marketing & Sales Alignment.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

MAY 30, 2012

Prioritizing New Media: Start with What the Buyer Needs, Wants & Looks Like. Click to start video at this point — Commenting on the debate between the right outbound/inbound marketing mix, Andrew notes that the dichotomy is a bit hyped: you still need a balance that delivers multiple touches in multiple media. Stay Tuned.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JUNE 8, 2012

Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. Click to start video at this point — Commenting on how to prioritize investments in social media, mobile and marketing automation, Ginger encourages companies to, again, understand their customers first. 1to1 Media Website: www.1to1media.com.

Customer 145

Customer Social Media Inbound Top of Funnel 145

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

DECEMBER 17, 2013

the HIMMS Media Group, and the Business Information Industry Association. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers , and Trade Show and Event Marketing. Ruth serves as a director of Edmund Optics, Inc. ,

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. He talks about the importance of how media are used in an integrated way: “When I read that it’s only inbound and that outbound is dead—that’s like saying email is dead or telemarketing is dead—I don’t think any of it is dead. Carlos on Twitter: @cahidalgo.

Outbound 169

Outbound Inbound Telemarketing Education 169

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. Social media has leveled the playing field. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

JULY 31, 2012

But, in summary, here are the three things companies must do to improve return on marketing and sales investments: Agree on your market, media and message. Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies.

Sales Qualified Lead 164

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 164

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. Buyers can now glean a majority of information on potential solutions from the web or through social media. This disintermediation with sales has effectively given control of the sales cycle to the buyer.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

AUGUST 16, 2012

We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. 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 10, 2016

Karl Schneider of the Pedowitz group weighs in : “The problem for most marketers making this shift is thinking that the primary Key Performance Indicators (KPIs) they should be watching are the sheer volume of leads they produce and the average cost thereof.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MARCH 6, 2012

Andrew Briney, Senior VP and Group Publisher at TechTarget. For further inspiration, see how Kinaxis set itself apart in the marketplace using content (and social media). Brian Halligan, CEO and Founder of HubSpot. Jill Konrath, author of SNAP Selling. Joe Pulizzi, co-author of Get Content. Get Customers. Master Your Data Universe.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

FEBRUARY 27, 2014

Too many marketing groups are leaving the campaign automation system to a set of junior staffers who interface with the tools, deploy campaigns, and report results. the HIMMS Media Group, and the Business Information Industry Association. So don’t be automating messages that can’t or won’t be delivered to the right targets.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

AUGUST 18, 2016

However, when you look at the process the developer of ABM, ITSMA, designed, there is nary a mention of technology: There are close to 2,000 sales and/or marketing enablement technologies on the market today and marketers as a group love them! What it would have cost to do what the client presented: $172,200. Let me ask you a question.

Account Based Marketing 100

Account Based Marketing Marketing Lead Rank Lead Scoring 100