The Pipeline

APRIL 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. 3 Sales Lead Generation Myths That Will Hold You Back From Closing More Sales. Your email address will not be shared.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). Managing “No Response” dispositions is not an art, it’s a science.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

The Pipeline

JANUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Lead Management. When Sales Met Marketing.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to 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 Account Government 100

Pointclear

JULY 10, 2012

It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. When the GDP is up, the lead rate increases, and vice-versa.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. What exactly is content marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Pointclear

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Not seeing the forest for the trees.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing. We haven’t been shy about touting the benefits of social media in B2B sales and marketing. Talking too much or not talking enough. Happy Friday!

Social Media 147

Social Media Media B2B Marketing 147

The Pipeline

JULY 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sign up for our Email Newsletter.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Zoominfo

AUGUST 9, 2018

If you’ve worked in marketing for any length of time, you already know not every campaign is created equal—it’s inevitable, some campaigns will be more effective than others. Ultimately, the key to marketing productivity lies in your ability to pinpoint and scale your most successful marketing initiatives. Let’s get into it!

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

Sales and Marketing Management

DECEMBER 9, 2012

Issue Date: 2012-12-10. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Author: Dan McDade. read more

B2B 302

B2B Lead Qualification Prospecting Lead Nurturing 302

Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. But, let’s look under the hood.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

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

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. 2.1.5 Key measurements (Market share, profit, growth, etc). 3.1.5 Market Share.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

SBI Growth

DECEMBER 25, 2012

You trusted our team to help you make the number in 2012. Sales Benchmark Index would like to thank our clients. Here is a look back at the past year through the lens of a Classic Christmas Carol. Enjoy and feel free to submit your own suggestions.

Buyer Persona 253

Buyer Persona Lead Nurturing Sales Qualified Lead Campaigns 253

The Pipeline

NOVEMBER 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. Your email address will not be shared. December 2011.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Sales and Marketing Management

NOVEMBER 18, 2012

Issue Date: 2012-11-19. Teaser: Business-to-business ales teams are not hitting their numbers despite significant investments and huge marketing efforts. Lead generation processes that once generated returns no longer get the job done. Author: Dan McDade. read more

Leads 185

Leads Marketing Qualified Lead Lead Generation Marketing 185

Increase Sales

OCTOBER 24, 2011

To go beyond just surviving to actually thriving in today’s global market place suggest you may need to determine if you are behind, with or ahead of the social marketing flow. In 2012 this average budget expenditure is expected to drop to $5,000. As in any marketing action, consistency remains the key to overall success.

Social Media 153

Social Media Marketing B2C Media 153

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JUNE 15, 2012

Jim's career has been equally divided between marketing and sales. He has written over 95 articles around sales and marketing management and is the author of four books. He is a speaker on sales lead management, sales enablement, and marketing ROI. But many are going for cold, hard, qualified leads.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

A Sales Guy

JANUARY 3, 2012

The best thing a sales person can do in 2012 is start a blog. The best sales people will learn how to develop an audience of potential customers that will compliment their traditional lead generation efforts. Reach will be the holy grail of selling in 2012 and beyond. Yup, that’s what I said. Start a blog.

Cold Calling 102

Cold Calling Lead Generation Competition Industry 102

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. In one case $4.9

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

The Pipeline

APRIL 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Your email address will not be shared. December 2011. October 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

SEPTEMBER 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons.

Small Business 253

Small Business Small Business Pipeline Marketing 253

No More Cold Calling

MAY 30, 2013

Here’s how to generate more leads and blow your numbers out of the water. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. If so, what’s your most effective lead-generation strategy?

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. As a sales rep, you can’t rely solely on Marketing to develop your presence. HubSpot has great “how-to” resources, including this one on using LinkedIn for Lead Generation. 2) Utilize Your Marketing Department’s Expertise. And you could be right.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Even when a lead says no, ask who they know that would see value in the discussion, easy and cost effective way to sources further leads. Lead Management. When Sales Met Marketing. B2B Lead Generation Blog.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Lead Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

FEBRUARY 15, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Lead Management.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JANUARY 18, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Lead Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Lead Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Sales Hunter

FEBRUARY 20, 2012

How to Generate New Leads? Feb 21, 2012. Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. The problem is how to generate leads.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

OCTOBER 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Lead Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240