Pointclear

FEBRUARY 23, 2018

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 won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

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. Decision maker engaged.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. Do B2B marketers not sell to the "Business Consumer?" Do B2B marketers not sell to the "Business Consumer?" They target the purchase decision-maker.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first 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. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

JULY 16, 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. Decision-maker engaged.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). 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

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

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. Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

MAY 24, 2016

Document the cost per lead is the fourth 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. What determines that a lead will be accepted by sales? Have additional decision makers been identified?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. This time we are going to talk about how sales reps look a gift horse in the mouth, why and what to do about it. Agreeing on a generic solution (a critical step mostly skipped by sales reps).

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? The paucity of self-actualized decision makers is what causes so many “no decision” outcomes. “No No decision” happens when the buyer or buyers perceive there is more risk in buying something than in doing nothing. In a couple of ways.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. Long-term leads often prove to be more valuable than those slated for a short-term decision. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second 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. For B2B companies with a complex sales process, more than half need to be outbound sourced.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. So much so that many reps often ignore every lead they don’t consider hot. Longer-term opportunities increase marketing ROI.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JANUARY 18, 2017

Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

NOVEMBER 2, 2016

There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Download our relational segmentation article here.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Jonathan Farrington

APRIL 21, 2013

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. Companies like yours typically sell complex, relatively expensive B2B solutions requiring the involvement of multiple decision makers and multiple levels of evaluation.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

OCTOBER 1, 2015

What are sales and marketing leaders saying about it? Is ABM the Holy Grail for 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? So why is ABM the new must-have for B2B marketers? You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. My guest today is Tony Zambito. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Many previous contacts at potential strategic accounts have been replaced by new decision makers not on your radar. This will result in inefficiencies and lost deals.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The Flawed B2B Approach. If not, why not?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Jonathan Farrington

JANUARY 5, 2013

Over the past couple of months I have been asked by several publications to predict what will happen in marketing and sales in 2013. I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? Answers: Not so much. Not so much.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. My guest today is Bob Thompson.

Inbound 145

Inbound Quota Outbound Video 145

Jonathan Farrington

NOVEMBER 2, 2012

Neil Rackham delivered the keynote address at this year’s national US Business Marketing Association meeting and is quoted in “BtoB Magazine” as follows: “ Sales and marketing are two functions with an identical mission, so how can they be like ships passing in the night?”. 3 Steps to Align Sales and Marketing. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. In our experience, few sales executives have something this complete, or know how to leverage it well.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JULY 21, 2011

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales. Complex buying landscape and long sales cycle.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Also, getting a new sales manager at mid-year won’t have an impact until the following year. Why it Matters: “In B2B, most companies have sales cycles longer than three months.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Pointclear

APRIL 13, 2012

Jeff joined Forrester after spending 20 years in sales and marketing. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. Two reasons why marketing automation will reach a tipping point this year.

Marketing 169

Marketing Social Media Scale Trade Show 169

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98