Pointclear

NOVEMBER 29, 2016

I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

NOVEMBER 13, 2017

To put these numbers into perspective, in 2017 we will complete over 500,000 touches to disposition roughly 50,000 companies on behalf of our clients. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. We invest about 10,000 touches to generate 50 leads. What Is Multi-Touch?

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

Zoominfo

AUGUST 5, 2019

Check out our Q&A with Chris as he discloses marketing communication tactics for better communication in any scenario: Question One: Difficult Scenarios. How can today’s marketing and sales professionals best incorporate these human qualities into their strategies? Question Two: Emotional Intelligence.

Marketing 159

Marketing Negotiation Scale Follow-up 159

Zoominfo

APRIL 23, 2019

Due to the legal issues with compliance, many financial advisors choose to avoid the headache and stay away from digital marketing. There are ample marketing solutions that can help you increase your online presence while staying FINRA compliant. Read on for our guide to marketing for financial advisors! Utilize event marketing.

Buyer Persona 145

Buyer Persona Social Media Marketing Case Study 145

Pointclear

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Zoominfo

JULY 22, 2018

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. But, how can marketers comply with the varying preferences of their individual buyer? Enter: Multichannel marketing. And the best part?

Marketing 189

Marketing Retail Channels Social Media 189

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

DiscoverOrg Sales

JANUARY 1, 2018

What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results.

Trends 184

Trends Advertising Advertising Survey 184

Zoominfo

OCTOBER 9, 2018

From industry events, to blog posts, B2B professionals can’t stop talking about this trending topic and its potential to revolutionize marketing. But, does AI live up to all the hype? In today’s post, we’ll take a further look into the concept of AI and see how this new technology can have a real impact on your marketing strategy.

Ideal Customer Profile 113

Ideal Customer Profile Marketing B2B Consumer 113

DiscoverOrg Sales

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. Driving customer acquisition and sustained revenue growth requires strong follow-up (and follow-through). Align sales and marketing with SLAs.

ROI 171

ROI Survey Webinar Metrics Channels 171

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. As a team of readers, let’s build up a complete for each as we work to make 2017 a feast we will always remember.

Sales Management 52

Sales Management Hiring Call-back System 52

Hubspot Sales

NOVEMBER 3, 2017

Start with a strong email marketing strategy. Open house follow-up email. 1) Open house follow-up email. I’d be happy to set up a private showing for you this week. Whether a neighbor who wandered in out of curiosity or a genuinely interested prospect, it’s smart to follow up with open house attendees.

Real Estate 142

Real Estate Up-Sell Follow-up Meeting 142

InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. Tiffani Bova, @Tiffani_Bova : Global, Customer Growth, and Innovation Evangelist at Salesforce.

Twitter 63

Twitter Influencer Hotels SalesForce 63

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. They should, but mostly don’t.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

SalesLoft

DECEMBER 7, 2016

While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. What’s new with this data for 2017? 49 percent of marketers are using some sort of automation to connect with their audience. Automation.

Software 52

Software Software Top of Funnel Social Media 52

Zoominfo

DECEMBER 5, 2019

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. But, how can marketers comply with the varying preferences of their individual buyer? Enter: Multichannel marketing. And the best part?

Marketing 100

Marketing Retail Channels Social Media 100

Zoominfo

AUGUST 11, 2019

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). Keep reading!

Paid Content 100

Paid Content Webinar Metrics B2B Marketing 100

Connext Digital

OCTOBER 9, 2019

Marketing plays a significant role in promoting a brand and it’s products and services, especially if they’re introducing something new. Influencing your audience’s opinion and behavior while hitting all the right notes in marketing is no easy task. Brands always find ways to innovate and step up their game. The New Coke Fiasco.

Marketing 92

Marketing Social Media Campaigns Twitter 92

Sales and Marketing Management

JUNE 11, 2020

The flood of protesters in the streets was followed by a steady flow of corporate messages expressing solidarity with Black Lives Matter. Pepsi was rightly, roundly and instantly ridiculed for that 2017 commercial. I reached out to Bonin Bough, a consumer marketing executive with celebrity-like status.

Scale 234

Scale Follow-up Benefit Consumer 234

DiscoverOrg Sales

JANUARY 22, 2018

Check out my post, How to Heat Up Cold Emails with Personalization.). Like many B2B companies, DiscoverOrg has such a wide addressable market. I subscribed to a job changes Trigger in DiscoverOrg to track companies where previous users ended up. I grew up fishing on the Deschutes River in Eastern Oregon.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Pointclear

DECEMBER 22, 2016

The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. I like to call it appearance setting.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Your Sales Management Guru

DECEMBER 20, 2016

First Quarter 2017. Are You Set Up for Success? But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What are your revenue objectives by each quarter for 2017? When do you need them fully up and trained? Review your marketing/sales operational teams.

Hiring 40

Hiring Scale Compensation Objections 40

The Pipeline

JANUARY 2, 2017

As a result what follows are ideas I think people in sales should be thinking about, but rather than waiting to polish them up, I am putting them out their in their raw state, and set them free to grow and evolve with you. 2017 The Year Of Sales Enablement. Can’t wait for the line up at the Sales Enablement Echo Conference.

Sports 209

Sports Sales Enablement Account Based Marketing Exercises 209

Partners in Excellence

JUNE 24, 2017

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. I was also reminded, I wrote another eBook on Lean Sales And Marketing several years ago. Time spent in direct follow-up from the meeting.

eBook 49

eBook Research Survey Data 49

Pointclear

SEPTEMBER 27, 2017

For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). You will be playing catch-up in Q1, 2018 rather than hitting the ground running.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

Pointclear

DECEMBER 8, 2016

The following is from my favorite author (“New Sales. DRM states in a conversation with our BDA: DRM heads up the global credit team. Simplified.” and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it. They are always trying to increase profitability.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

DiscoverOrg Sales

JANUARY 3, 2018

As we plan DiscoverOrg’s sixth annual SKO, these five areas of focus have helped make our event one that our sales team looks forward to all year long – and which we carry with us throughout the following year. Marketing also joins the sessions, because we all need to be cohesive and go to market the same way. “We

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Your Sales Management Guru

NOVEMBER 21, 2016

Now is the Time to Build Your Pipeline for 2017. HINT: This marketing campaign idea could incorporate messaging from your vendors utilizing their marketing materials, email campaigns, telephone scripts and partner involvement, if their marketing website allows you to download quality tools.

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

DiscoverOrg Sales

FEBRUARY 19, 2018

We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone. Our squeaky-clean data is in a league of its own, but we wanted to see how it stacked up in real life, which can be hard to quantify. We’ve bought lead lists and tested them.

Data 254

Data Lead Rank Lead Scoring Leads 254

No More Cold Calling

FEBRUARY 23, 2017

A strong stock market often makes salespeople lazy. That’s the question I asked myself as we welcomed in 2017. It goes up and down. Last time the stock market was on the rise, companies hired at an unparalleled pace. Employees scrambled to keep up with incoming orders. Will the Dow Jones index hit 20,000?

Hiring 229

Hiring Cold Calling Referrals Twitter 229

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW.

Revenue 40

Revenue Territories How To InsideView 40

Zoominfo

JULY 17, 2018

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). Keep reading!

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

SBI

FEBRUARY 19, 2020

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant , the award-winning mobile lead capture cloud solution, announces record client growth and event set-ups year-over-year since it’s launch in 2010. Zuant’s success is based on the very real need to quantify event marketing investments.

ROI 68

ROI Industry Chemicals SAP 68

Increase Sales

JANUARY 2, 2017

In reading some data collected through Marketing Sherpa of 2400 consumers, highly satisfied customers top response was by 56% “I consistently have good experienced with it” and the bottom response at 18% was “It puts my needs and wants above its own business goals.” One can have rapport without trust.

B2C 86

B2C Vendor Intent B2B 86

Sales and Marketing Management

OCTOBER 22, 2018

These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers who directly coach, influence and guide sales reps on a daily basis. Second, frontline sales management drives continuous improvement.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Adaptive Business Services

MARCH 23, 2022

With a grateful nod to Heinz Marketing , Lifehacker , Inc. Personally, grew up in central Minnesota, happily married, dad to two amazing adult children. My company, Webbiquity LLC, provides digital marketing services to help small to midsized B2B tech and professional services companies grow their brands and generate more leads.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Zoominfo

JULY 1, 2019

In that article, we state the following, “A critical step toward a more inclusive work environment and equal rights for LGBTQ+ employees is simple— and it comes in the form of representation. 78% of surveyed LGBTQ community members agreed that they tend to support companies that support and market to the LGBTQ community ( source ).

Advertising 188

Advertising Advertising Survey Scale 188