SBI

NOVEMBER 13, 2012

You’ll find articles, book reviews, webinars, and an “ask the expert” feature. Dan McDade – Pointclear. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Membership to the association is free. Trish Bertuzzi – The Bridge Group.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 20, 2014

The leads came from a webinar. The webinar was called, "The Future of Social Media." But, who wants to watch a webinar on the "Future of Social Media"? Here''s a better webinar title to attract higher quality inbound leads, "How to Get 3X More Social Reach with Your Brand.". Marketing employees and entrepreneurs mostly.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

AUGUST 28, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). One client used webinars extensively to drive leads. Want me to prove it? Who are the most aggressive outbound prospectors in the industry today? Marketing Automation companies!

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. 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. May 16th, 2011. This comment was originally posted on Twitter. Trackbacks.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

APRIL 24, 2018

should be pulled out of automated marketing campaigns: If you wait for these targets to raise their hands by downloading a whitepaper or attending a webinar, you are going to lose to more agile competitors. The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.)

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 This 45 minute webinar covers topics that will help you fix what is broken, including the following: 1. Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit.

Leads 124

Leads Marketing Qualified Lead Lead Generation Webinar Metrics 124

Pointclear

MAY 29, 2012

On demand webinars perform 5 times better than live events. Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating). Citrix has back-end analysis down to a science. Don’t use the word “Submit” on forms.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

NOVEMBER 29, 2012

Webinar attendees aren’t leads; get me leads.”. Webinar attendees aren’t leads. But on this topic, their ‘wish list’ from Marketing, it was passionate and heartfelt, with a hint of mischief and desperation. I could give you an essay of ten thousand words, but these are the high points. “We We want qualified leads.”. What gives?”. “We

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

FEBRUARY 3, 2015

I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below). He goes on to explain how this approach translates into a more productive process for both buyer and seller. Marketing Strategy PowerViews'

Webinar Metrics 100

Webinar Metrics Buyer Strategy Marketing 100

Pointclear

MAY 5, 2017

Webinar: Introducing Playbooks™: Smarter Account-based Selling Fueled with AI. In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. The host is Jim Obermayer. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

NOVEMBER 27, 2017

Look to immediate events that can draw in potential buyers: webinars, local shows that you rejected before, etc. People who attend webinars can buy, and people who register for the event will buy at the same rate. Also, older leads that are 6-12 months old who have not bought can add up to 12-15 leads in every group of 100.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

APRIL 14, 2015

Watch the webinar here! We enjoyed a rich conversation delving deeper into these topics, as well as more practical issues such as time investment and “thought leadership by walking around”— the concept of building leadership internally before extending it outwardly. These are just the highlights. Don’t miss the chance to get the full scoop.

Marketing 100

Marketing Webinar Metrics Benefit Conversion 100

Pointclear

JULY 17, 2013

To listen to a webinar on this topic, click here. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

FEBRUARY 12, 2013

Review lead scripts, web content in development, webinars in development, videos in development, best practice documents in development, talk about marketing automation in their terms not marketing terms, make them part of your team, your process. That’s time to get to know them as people. Instead, focus input on specifics.

Trade Show 154

Trade Show Demand Generation Targets Demand Generation Webinar Metrics 154

Pointclear

MAY 21, 2015

Watch the entire webinar to learn all the how-tos you need to know! In closing out the session, Linda points out that the most important launching point for change is not a list of “how-tos,” but rather a commitment, intent and desire to be the best. Once you have that established, you can find the how-to that fits.

Conversion 100

Conversion Buying Cycle Sales Methodology Consultative Selling 100

Pointclear

FEBRUARY 28, 2012

If all the marketing manager has done is attend seminars and webinars, or read books on measuring marketing ROI, but never tested the advice, then her confidence may be shaken once she understands the new reality. ” Talk about a confidence destroying discussion. What’s a marketing manager to do?

ROI 178

ROI Margin Lead Generation Lead Management 178

Pointclear

OCTOBER 30, 2012

It can be a Webinar, ebook, downloadable tip sheet, self assessment or educational video series (like my free sales training videos ) that solves a common problem or addresses a popular fear or myth. In B2B marketing you’ve got to go beyond telling a good story.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

OCTOBER 5, 2018

So, if someone consumes six or more pieces of content (whitepaper download, webinar sign-up, blog subscribe, etc.), Hand Raisers: We’ve found that the lead rate is inversely proportional to the number of times an individual has consumed your content. it’s likely they have no authority to make decisions.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

JULY 19, 2012

He notes, “A chart could become a webinar. That webinar could then become an article. Click to start video at this point — Brian also recommends looking at existing content to determine how it can be used again and extend value. That article could become a blog post.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

OCTOBER 10, 2011

I recently did a webinar for AMA called The Rise of the Revenue Marketer which begins to address the role of the marketing executive in revenue. Professional: Groups such as AMA, MarketingProfs, MarketingSherpa, OMS and others began with a tactical focus and are just now offering broader topics for the executive.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

JULY 7, 2015

If they register for a webinar, the lead usually gets a higher number of points than if they view a webpage, but did they show up? Here’s what I mean: If they visit your blog and read the latest 3 posts written on different topics, are they actively showing progress toward the intent to buy? Or are they just catching up on their reading?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

MARCH 4, 2014

This happens when a company is using a variety of inbound methods—white papers, webinars, blogs, etc. — Worse, we see that pile of leads just sitting there at the top of the funnel, neither moving forward, nor being removed from the list. but doesn’t have a strong qualification process in place.

Inbound 250

Inbound Sales Qualified Lead Top of Funnel Lead Qualification 250

Pointclear

JULY 11, 2013

Authority (this one makes Ardath want to grit her teeth): In most cases the C-level contact is not the person “building a relationship with your company, or reading your content, attending your webinars or sharing your infographics.”. But think carefully about how you define this; is it a need or really a want?

Lead Rank 237

Lead Rank Lead Scoring Webinar Metrics B2B 237

Pointclear

MAY 16, 2011

I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar. You see there is a science in creating demand and I’m not talking about where to place “Click Here” versus the word “Register,” I am talking about more strategic issues.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

Pointclear

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. This perspective is forcing marketing to have more interaction with the sales organization. Two reasons why marketing automation will reach a tipping point this year.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

AUGUST 22, 2018

They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns. The most effective sales people, appropriately nicknamed hunters, are laser-focused on results and seek the most qualified leads from their marketing team.

Sales Qualified Lead 113

Sales Qualified Lead Lead Generation Cost per Lead B2B 113