Pointclear

JANUARY 15, 2013

Are you looking for a vendor or a partner? However, if you look closely at each element on the list below, I believe you will be able to tell which companies are likely to be true partners and which will end up being vendors. Not Responsive (to be re-segmented and touched on a later cycle—AN IMPORTANT AND VALUABLE GROUP—balance).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

APRIL 28, 2011

44% conducted anonymous research of a select group of vendors. It gets worse, since even if the buyer finds you, IDG Communications says: IT buyers found relevant content on a vendor’s website only 42 percent of the time. The lack of relevancy for the prospect reduced the vendor's chance of closing a sale by 45 percent.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. times the ERP vendor's overall market share. One thing I like about LinkedIn is that there are lots of people who genuinely want to help! "I I honestly don't think one can credibly get any closer to an answer than that.". "A

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. 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

APRIL 16, 2013

In addition to the SaaS sponsors there were four list/database providers, a few services companies, two talent assessment companies, two training companies and one web/mobile agency rounding out the group. It did not surprise me that attendees enjoyed hands-on advice and were impatient with “commercials” from vendors and speakers.

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

SEPTEMBER 24, 2013

Carlos Hidalgo (Annuitas Group). "If My final note: Demanding BANT qualified leads ensures that you are going to be competing against an entrenched vendor that has probably already won the business. It is not the magic wand either. It’s the studs of an ugly structure for the finishing work that makes it beautiful. Build on it."

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Lack of clarity about marketing automation objectives.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

OCTOBER 11, 2012

I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

MARCH 6, 2012

Andrew Briney, Senior VP and Group Publisher at TechTarget. With 70% of tech purchases at the RFP stage by the time the vendor knows about the opportunity, content has become critical to shepherding prospects down the path to purchase. Brian Halligan, CEO and Founder of HubSpot. Jill Konrath, author of SNAP Selling. Get Customers.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Jonathan Farrington

NOVEMBER 2, 2012

Best case you will go through hoops to present column fodder to a decision-maker already aligned with another vendor. As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

FEBRUARY 27, 2014

Even the marketing automation software vendors themselves recognize the importance of strategy, for their own success, as well as that of their clients. 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. Train up your team.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

JULY 21, 2011

This activity not only helps the prospect clarify challenges and solutions—it also establishes the company as a trusted thought leader in a way that ideally leads the prospect to view the company as a preferred vendor as the buying process evolves.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

APRIL 13, 2012

” Marketing automation makes sense because vendor competition is bringing price points down and because of greater recognition of the nurturing model value. The next PowerViews will be with Trip Kucera of the Aberdeen Group. Jeff Ernst’s eBook is available for free download: The New Rules of Sales Enablement. Stay Tuned.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

NOVEMBER 20, 2012

Bob previously was Vice President of Sales Operations at Genuine Parts and a Senior Consultant at the Alexander Group. On the other hand, they’re looking for high value-added strategic relationships—very solution-focused relationships—often with the very same vendors.”. LinkedIn Group: Sales Management Association. Stay Tuned.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165