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. But what about the sales forecast? Accountability and results measurement can be done only through sales lead management. What world are they living in?

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Here are select highlights from this study. Marketing strategies improve with better insight into lead conversion to opportunities, sales and revenue.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

DECEMBER 17, 2013

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. We welcome your feedback and suggestions.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

NOVEMBER 12, 2013

Who has control over when a sale is complete? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Aligning Sales and Marketing.

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

Pointclear

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites. Voicemails work. Don’t give up after one or two voicemails. Connect with Paul on Twitter: @pgillin.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

SEPTEMBER 28, 2018

This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. 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

Jonathan Farrington

JULY 10, 2013

. Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history. News: Over at Top Sales World we have announced last week’s Top Sales Article , together with this week’s Top 10 choices.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

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 170

Social Media Marketing Outsourcing Services Hiring 170

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. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. 2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

MAY 3, 2012

In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. 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. It incorrectly emphasizes cost over ROI value.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

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

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. Measure what matters.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JULY 11, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 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. Via HubSpot.

B2B 193

B2B PointClear Marketing Lead Rank 193

Pointclear

FEBRUARY 27, 2014

Marketo, for example, sponsored a compelling study done by SiriusDecisions that explains the importance of a strong process in driving results when using marketing automation software. the HIMMS Media Group, and the Business Information Industry Association. Train up your team. Ruth serves as a director of Edmund Optics, Inc. ,

Marketing 266

Marketing Strategy Eloqua Marketo 266

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98