Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. And, if it has been reported by CSO Insights that sales leaders see lead volume/quality as more important than skills training and process, I think there is a disconnect. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

AUGUST 20, 2018

Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. 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.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Jonathan Farrington

JUNE 12, 2013

. Pick up a typical report and what words do you find? For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent.

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. Reporting on revenue created by marketing sources is the only truth that counts. We know geo distribution, client and platform by user.”. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

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

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

NOVEMBER 12, 2013

By looking at their incoming traffic reports, Matt and his team know which big companies are visiting their site and downloading their content. The next PowerViews will be with Dave Stein of ES Research Group. Not surprisingly, he said he follows it very closely. Email: matt at heinzmarketing dot com. Twitter: @mattheinz. Stay Tuned.

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. This chart is accompanied by the following observation: “On average, Sales Reps report that only 31% of all leads generated fit their Ideal Customer Profile (ICP).

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Pointclear

DECEMBER 17, 2013

In response to our request for sample records on five well-known firms, the reported results included as many as 100 lines per firm. The quantity was so vast that we published it in a supplementary spreadsheet , so that our research report itself would be kept to a readable size. Ruth serves as a director of Edmund Optics, Inc. ,

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

AUGUST 5, 2016

I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center. And when they report on the revenue impact of their efforts, it’s hard not to take them more seriously.

Top of Funnel 100

Top of Funnel Funnel Lead Rank Marketing 100

Pointclear

JULY 26, 2016

To become like them, you need business rules for follow-up and measurement, and a system to report on results. 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.

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Green Lead's B2B

NOVEMBER 2, 2010

Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - Bly.com April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. Bill Goldsmith - BP Productions Pete Gracey - AG Salesworks Bernice Grossman - DMRS Group Inc. Members of SLMA and non-members are allowed to vote.

Harte Hanks 29

Harte Hanks Lead Management LeadMaster LeadQual 29

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

OCTOBER 20, 2016

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Pointclear

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. DemandGen Report has a study underway to determine the content and kinds of messages that buyers prefer and respond to. Lead Evaluation Metrics: A Leaning Curve to Relevance in Reporting.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. DemandGen Report recently called this “a shared revenue funnel” and in a recent Revenue Marketer Radio interview , Yvonne Anderson at NCM called it “the revenue team.”

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

FEBRUARY 26, 2013

Remember the group. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Click to start video at this point — In response to my question about how he views research that reports 70% of the buying process is complete before a sales rep gets involved, Carlos notes that Gartner predicts this figure will be 85% by 2015.

Outbound 169

Outbound Inbound Telemarketing Education 169

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

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. I could not agree more!].

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MARCH 6, 2012

Moreover, Best-in-Class companies report a 31.6% Andrew Briney, Senior VP and Group Publisher at TechTarget. According to the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute and MarketingProfs: 9 out of 10 organizations market with content marketing. of pipeline.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

AUGUST 16, 2012

Alignment: More of the Right Conversations & Reporting to the Same Exec. Dave is also seeing alignment advanced in client companies where both groups report to one leader: “With a lot of the clients that we’re working with right now, sales and marketing report to the same executive.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

SEPTEMBER 29, 2015

This is the question I posed: 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. Jim’s approach is absolutely on target. Thanks, Jim! Great input, as always.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

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. Our extensive expertise in analyzing target markets allows us to segment prospects into groups that are most likely to buy and at higher deal sizes.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about recommendations to improve demand generation results, Tim talks about a new wave of demand generation that is “going to be sort of out with the white papers and analyst reports and all those heavy text things and in with video-oriented content.”. What processes they’re using today.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

MAY 3, 2012

The panel includes Rachel Spasser, Vice President, Marketing, Ariba; Jim Lenskold, President and Founder, Lenskold Group; and Debbie Qaqish, Chief Revenue Officer, The Pedowitz Group. I recommend to you an enlightening archived roundtable on this topic at Focus.com, The CMO’s New Revenue Metrics.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

MARCH 19, 2015

Winterberry group predicts a 9% growth in 2015—most of which can be attributed to the way technology has allowed for the personalization of email communication. Winterberry reports that for the first time in many years, direct mail spending will actually increase, not from cost increasing, but based on more direct mail being sent out.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Pointclear

JUNE 10, 2016

An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. Brian Carroll, chief evangelist at MECLABS and Marketing Sherpa agrees : “Still, most of the companies I meet with do not have a Universal Lead Definition (ULD). Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our 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. Click here for part 1 , part 2 , part 3 , and part 4 ).

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Jonathan Farrington

NOVEMBER 2, 2012

Research that substantiates my position on BANT is from DemandGen Report : “73% of major purchases to be made in the following twelve months are not budgeted at the beginning of the period”. I had hoped that more of the market had caught up with me and my view on this but I guess not. Just sayin’. I invite your comments.

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. He says reports he’s getting indicate alignment is improving, adding, “A part of it’s been a better job of this optimization, but I think another part of it clearly is that customers are driving more of this integrated approach.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JULY 12, 2012

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. I pay attention to people who are broadcasting and advertising there.”

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

JUNE 19, 2012

Here is the formula: 2,840 inquiries x 45% (percentage of buyers in a given group of inquirers who buy within a year). Let’s see … Would you rather be the marketing manager reporting a 28% cost of marketing for the program you ran, or the manager who reports a 2.8% What will the sales results be? cost of marketing?

Groups 150

Groups Campaigns Quota Follow-up 150

Pointclear

JULY 11, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Acquity Group created an infographic that takes a look at buying trends based on generation. B2B Buyers: Traits by Generation [Infographic]. Via HubSpot.

B2B 193

B2B PointClear Marketing Lead Rank 193

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

MAY 1, 2012

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. For example, it would be possible to generate a qualified lead for a $10,000 piece of hardware for a couple hundred dollars.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181