Lead Management, Marketing, PointClear and Sales

Lead Management

Marketing

PointClear

Sales

Who Owns the Pipeline, Marketing or Sales?

Pointclear

APRIL 16, 2018

It’s referred to as the sales pipeline and it’s owned by sales people, right? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. Traditionally few would contest who owns the pipeline in any organization.

Pipeline

Pipeline PointClear Marketing Top of Funnel

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). NURTURE: Are you getting maximum return on marketing programs?

Lead Generation

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank

Join 390,000+

Insiders

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

Embarking on a sales lead generation project: What could go wrong?

Pointclear

JULY 19, 2017

We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. My answer to his question?

Lead Generation

Lead Generation PointClear Leads Marketing Qualified Lead

A Good Laugh from a New Sales Lead Management Cartoon Series

Pointclear

APRIL 12, 2011

There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series. PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads.

Lead Management

Lead Management PointClear Leads Marketing Qualified Lead

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Pointclear

APRIL 2, 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. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B

B2B LinkedIn PointClear Marketing

Vote for Kimmy Netterville, an inspired sales lead management leader

Pointclear

NOVEMBER 7, 2017

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. The list of winners will be posted on Dec.

Sales Qualified Lead

Sales Qualified Lead Lead Management Leads Marketing Qualified Lead

Sales Lead Management Association Honors

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more.

Lead Management

Lead Management Lead Rank Lead Scoring Sales Qualified Lead

If You Don’t Have a Sales Lead Management Process You’ll Fail

Pointclear

SEPTEMBER 11, 2017

James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. JO: So, the first thing [you've] got to [do is] define what a sales lead is.

Lead Management

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

Pointclear

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear

PointClear Lead Rank Lead Scoring Scale

Sales Lead Management Leads to a Lower Cost of Sales

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%.

Sales Qualified Lead

Sales Qualified Lead Lead Management Lead Rank Lead Scoring

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Marketing Automation companies! Inbound Lead Costs Increase over Time.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Lead Management

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management

Lead Management Sales Qualified Lead Lead Rank Lead Scoring

What Should the Sales Close Rate Be?

Pointclear

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. None were actually leads.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing

Demand Generation Strategies & Lead Management Processes First

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. Nonexistent lead management processes.

Demand Generation

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management

Sales Lead Management Leads to the Most Efficient Media Buy

Pointclear

FEBRUARY 18, 2015

In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential. And lead management has told these winners where to spend their marketing dollars. Sales Leads Sales & Marketing Management'

Lead Management

Lead Management Leads Marketing Qualified Lead Media

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear

PointClear Telemarketing Sales Qualified Lead Lead Rank

What's it take to generate leads that fuel your forecast?

Pointclear

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process.

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads.

Lead Generation

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring

Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead

Lead Management: Let’s Formalize this Relationship

Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management

Lead Management Sales Qualified Lead Lead Rank Lead Scoring

Marketing Communications Managers Must Know the Sales Quotas!

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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? CRM is a part.

Quota

Quota Hiring Marketing Forecasting

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

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. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite

Internet Radio - Its Time Arrived Several Years Ago!

Pointclear

OCTOBER 15, 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. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Dan Perry of Sales Benchmark Index.

Aprimo

Aprimo Aprimo Marketo PointClear

What Percentage of Marketing Leads Should Be Accepted by Sales?

Pointclear

OCTOBER 10, 2016

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. That’s more than 100 percent higher performance for companies that have the rigor of sales acceptance in their lead management process.

Marketing Qualified Lead

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads

Why Marketing Management Must Master Deep Digital Analytics

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. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics

Analytics Marketing Top of Funnel Sales Qualified Lead

Avoiding Cascading Zipper Failures between Marketing and Sales

Pointclear

AUGUST 21, 2012

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. Of course what I am thinking about are the functions of sales and marketing. No lead management system. Keeping It Zipped.

Marketing

Marketing ROI Follow-up Lead Generation

Should Marketing Be Compensated On Revenue?

Pointclear

SEPTEMBER 10, 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. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company.

Compensation

Compensation Revenue Marketing Sales Qualified Lead

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing

Account Based Marketing Sales Qualified Lead Marketing Decision Maker

Who gets your vote as history’s top twenty women? And the winners are…

Pointclear

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Nominating is open now and runs to March 16.

PointClear

PointClear B2C Lead Management ROI

Taking away a marketing manager’s excuses!

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks

Harte Hanks Marketing ROI Sales Qualified Lead

A Salesperson's Wishes from Marketing

Pointclear

NOVEMBER 29, 2012

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. “So, So, what do you want from Marketing?” I keep hearing that I have to increase sales activity to increase sales. What gives?”. “We

Marketing

Marketing Sales Qualified Lead Commission Quota

Marketing Managers Must Know the Sales Quotas

Pointclear

MARCH 16, 2011

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. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Quota

Quota Marketing Sales Qualified Lead ROI

6 Sales & Marketing Strategy Recommendations for 2012

Pointclear

FEBRUARY 23, 2012

Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges.

Outsourcing Services

Outsourcing Services Top of Funnel Strategy Lead Nurturing

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

Fill the Funnel

NOVEMBER 10, 2010

Here is the Twitter transcript for Day 2 Twitter activity for the #sm20 hashtag during the Sales and Marketing 2.0 Congratulations to the winners of the Sales & Marketing Awards in the following categories: Best Alignment of Sales & Marketing – HubSpot. Best Sales 2.0 Solution - Marketo.

Twitter

Twitter Conference Omniture Airlines

How to Avoid Wasting 75% of Your Marketing Spend

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. This means that 75% of the marketing dollars spent on lead generation are wasted. Sales Lead Management Association. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Marketing

Marketing Lead Generation Top of Funnel Funnel

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Inside sales. Lead generation. Marketing automation. Outsourcing lead generation.

Outsourcing Services

Outsourcing Services Social Media Marketing Lead Generation

Funnel Radio Line-up April 4

Sales Lead Management Association

APRIL 4, 2019

Hosts are: Ryan Ball - Lola.com, Dan McDade - Pointclear, John Asher - Asher Strategies, Matt Heinz - Heinz Marketing, Stacy Gentile - Goldmine CRM, Rhoan Morgan - DemandLab, Patrick Morrissey - Altify and Darryl Praill - Vanillasoft.

VanillaSoft

VanillaSoft PointClear GoldMine Top of Funnel

Is Lead Generation Slipping Away From Marketing?

Pointclear

APRIL 17, 2012

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. Marketing’s plate is full. Sales and marketing operate on different frequencies. Sales isn’t into sharing data.

Lead Generation

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead

Lead Generation: A Watched Pot Never Boils

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation

Lead Generation Sales Qualified Lead Outsourcing Services Leads

Marketing Automation Software that Delivers the Most Data Wins!

Pointclear

MARCH 26, 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. Those with the most marketing toys win.”. What this means is, those companies with the most marketing toys really do win!

Software

Software Software Data Marketing

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Pointclear

AUGUST 19, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Lead Qualification Inbound Marketing Lead Management'

Sales Qualified Lead

Sales Qualified Lead Inbound Lead Rank Lead Scoring

True Story: Without a marketing plan, he planned to fail!

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Hire a new sales manager. I inquired.

Margin

Margin Marketing Hiring Lead Rank

How the Irreplaceable Past Affects Sales and Marketing Performance!

Pointclear

FEBRUARY 19, 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. Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people.

Marketing

Marketing Sales Qualified Lead Quota Cancellation

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Pointclear

AUGUST 26, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Lead Qualification Inbound Marketing Lead Management'

Sales Qualified Lead

Sales Qualified Lead Inbound Lead Rank Lead Scoring

Who Owns the Pipeline, Marketing or Sales?

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Trending Sources

Embarking on a sales lead generation project: What could go wrong?

A Good Laugh from a New Sales Lead Management Cartoon Series

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Vote for Kimmy Netterville, an inspired sales lead management leader

Sales Lead Management Association Honors

If You Don’t Have a Sales Lead Management Process You’ll Fail

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

Sales Lead Management Leads to a Lower Cost of Sales

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

What Should the Sales Close Rate Be?

Demand Generation Strategies & Lead Management Processes First

Sales Lead Management Leads to the Most Efficient Media Buy

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

What's it take to generate leads that fuel your forecast?

Lead Generation Lies That are Wreaking Havoc with Your Sales

Does Your Sales Team Know How to Follow-Up on a Lead?

Lead Management: Let’s Formalize this Relationship

Marketing Communications Managers Must Know the Sales Quotas!

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Internet Radio - Its Time Arrived Several Years Ago!

What Percentage of Marketing Leads Should Be Accepted by Sales?

Why Marketing Management Must Master Deep Digital Analytics

Avoiding Cascading Zipper Failures between Marketing and Sales

Should Marketing Be Compensated On Revenue?

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Who gets your vote as history’s top twenty women? And the winners are…

Taking away a marketing manager’s excuses!

A Salesperson's Wishes from Marketing

Marketing Managers Must Know the Sales Quotas

6 Sales & Marketing Strategy Recommendations for 2012

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

How to Avoid Wasting 75% of Your Marketing Spend

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Funnel Radio Line-up April 4

Is Lead Generation Slipping Away From Marketing?

Lead Generation: A Watched Pot Never Boils

Marketing Automation Software that Delivers the Most Data Wins!

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

True Story: Without a marketing plan, he planned to fail!

How the Irreplaceable Past Affects Sales and Marketing Performance!

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Stay Connected