Pointclear

JULY 14, 2015

Our good friend— Matt Heinz , founder of Heinz Marketing—starts us off: It can be really difficult for organizations to not only measure what’s working, but to also “re-rally the team” (sales, marketing, product, or all of the above) as findings point to slight, and perhaps frequent, direction changes. But what if the message is wrong?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

JUNE 28, 2018

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Budget undefined? Next-year decision?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

AUGUST 25, 2016

To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development. The role of prospect development is to close the gap between marketing and sales.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. ” Management will track demo conversion and forecasting accuracy at the group and rep levels.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels. Social media integration.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

MAY 18, 2016

Inbound is highly touted and readily adopted for good reason: Having prospects come to you has obvious, universal appeal. A well-run inbound program can realistically deliver 35 percent of the leads you need : That's according to The Bridge Group. The GAP must be filled through proactive outbound activity. Here’s why. An average of 53.75

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

JUNE 10, 2016

Without that, and without careful oversight of the marketing and sales process, the bickering goes on and the results fall short. Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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. It is also free.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JUNE 8, 2012

She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are.

Customer 145

Customer Social Media Inbound Top of Funnel 145

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. This current view of RPM—it’s really about how do you optimize the marketing and sales process.”. How Sales Professionals Can Add Value to Marketing. which is really about the sales experience.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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 Lead Rank Account 100

Pointclear

MAY 1, 2012

In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale. B2B sale complexity impacts cost-per-lead. The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead. Qualify prospects around required criteria.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

FEBRUARY 21, 2013

“We were fighting for a place in the sales chain,” Bob says about the early days of his inside sales career, over 20 years ago. After decades of developing new techniques for prospecting and nurturing leads, Bob says that inside sales professionals have earned their “rightful place” in most companies.

Inside Sales 240

Inside Sales Skype Face-to-face Field Sales 240

Pointclear

JUNE 15, 2018

Three problems plague companies today in market focus: Failure to accurately profile and define the target; the gap between the market identified and the whole market; and confusion surrounding the mission of CRM versus the mission of developing robust prospect databases and providing a steady pipeline of new business opportunities.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. ” On a single executive leading marketing and sales.

Marketing 169

Marketing Social Media Scale Trade Show 169

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Peak Sales Recruiting Blog. Rain Group Sales Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. Bob previously was Vice President of Sales Operations at Genuine Parts and a Senior Consultant at the Alexander Group. Stay Tuned.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165