Pointclear

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. So before you redo your sales dept., way less than half).

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

APRIL 24, 2018

It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. You already know how many inquiries or deals you get per 1,000 emails, but do you know the opportunity cost of using email only? In most companies, leads are sent to the sales force too soon.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

SEPTEMBER 24, 2013

The savviest sellers must create opportunities; they don’t wait for them to be fully funded.". BANT is dead in most complex B2B sales. Jonathan Farrington (Top Sales World). This has traditionally been a sales team responsibility, and in my opinion should remain so.". Anthony Iannarino (The Sales Blog).

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 The new demand waterfall recognizes several new sources of opportunity: inbound AND outbound, rep generated, multi-touch nurture programs. times more revenue and 6.2 times the profit of average firms.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media Direct Mail netFactor Trade Show 233

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. Below are some highlights (a couple of minutes each).

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Jonathan Farrington

OCTOBER 11, 2012

But salespeople who lack a disciplined, future-orientated plan for generating new contacts and sales often find themselves spending more time attending to “urgent” tasks for existing accounts instead. Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Traditionally, sales and marketing budgets drop before the economic markets because the C-level executives see what''s on the horizon. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

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

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. Today's PowerViews guest is Christopher Hosford. What can I do?

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

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 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. The first is the proliferation of inside sales reps whose job it is to make these calls – taking that responsibility away from account executives.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. New marketing channels. Marketing Sales Alignment: The Benefits of a More Active Role for Marketing.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

MARCH 13, 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. Undoubtedly, part of the hesitation comes from not having control over the entire process from lead generation to sales closure.

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. 3) Email: There’s a notable resurgence in email marketing. Marketing is no longer sequential.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Pointclear

APRIL 18, 2012

Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics. This might be a perfect opportunity to start influencing them. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JULY 12, 2012

Click to start video at this point — Asked about what is happening or not happening in marketing and sales that is surprising this year, Ann references research that MarketingProfs did with the Content Marketing Institute last year. I think it’s definitely an opportunity to reach customers on a more intimate and personal level.”

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. Today's PowerViews guest is Christopher Hosford. What can I do?

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

AUGUST 23, 2012

Tim has more than 20 years experience in marketing and sales. Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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?

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Not Enough Leads. Accurate Closing Forecasts.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

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

Pointclear

JUNE 27, 2011

In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards. What for you were the critical success factors you weighed in outsourcing lead generation?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

MAY 2, 2012

Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. Social Media: The Opportunity for a New Relationship Dimension. They’re stronger bonds than people form with companies.”

Social Media 180

Social Media Media Inbound ROI 180