The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Sales Tool. 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]. This comment was originally posted on Twitter.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

MARCH 19, 2018

The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Could this be a factor in why only 46 percent (2016 Sales Comp Survey, Alexander Group) to 67 percent (the Bridge Group) of inside sales reps are achieving quota? Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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 31, 2012

These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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. There are groups that are driving ROI from social media.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

DECEMBER 20, 2011

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 Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. So why is ABM the new must-have for B2B marketers? I could not agree more!].

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. Even when they try to address B2B and the tools and processes required, it’s a 30-minute lecture or 2 paragraphs in a text book (which I recently saw and they had most of it wrong). But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

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]. Well, we’re in the dog days of August.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

AUGUST 23, 2012

Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets. Tim adds that the vehicles or channels—like smart phones and tablets—that people are consuming content on are optimized for video, so demand gen tools need to be focused on video as opposed to traditional PDF types of assets. Why they think they’re safe.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

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

JULY 12, 2012

” She adds, “I see social tools as being more nurturing tools than anything else. I do see things like marketing getting a better sense of not just putting out a white paper and handing it to their salespeople and then saying, ‘OK, here—use this as a nurturing tool.’

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately. Inbound: Not Either/Or But A Balance Based on Needs & Goals.

Outbound 154

Outbound Inbound Social Media Call-back 154

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 Impact of Mobile. Stay Tuned.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

APRIL 10, 2012

Sales teams need to critically assess tools, as well as social media participation, to make sure they are appropriate for supporting direct engagement with their prospects and customers. He immediately emphasizes the importance of the word, "focus," and the risk of losing perspective given the plethora of tools, solutions and opportunities.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

AUGUST 17, 2011

Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. Visualize the sales team distributed into three unequal groups. If counseling does not work with the bottom group, termination is the likely outcome. There is good coaching and bad coaching.

Sales Management 153

Sales Management Hiring Territories Compensation 153

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

JUNE 10, 2016

Why not use all the tools in your toolbox? 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. Drive revenue from all sources.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JUNE 8, 2012

She said they are seeing positive signs that there is greater need to support interaction between the two groups and more tools to support that interaction. She notes there is still more talk than action, but, because there is so much talk, there will be more action on collaboration than we have seen in the past.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

OCTOBER 14, 2011

The Apple focus group was the right hemisphere of Steve’s brain talking to the left one. And value takes into account training, support, and the intrinsic joy of using the best tool that’s made. Hear what experts say, but don’t always listen to them. Customers cannot tell you what they need. A players hire A+ players.

Harvest 171

Harvest Engineering Microsoft Face-to-face 171

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. But to get the right mix of strategy and tools, we need better integration. It can’t develop value propositions.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. Integrated, multi-media campaigns directed toward focused audience groups work best.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

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Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98