Pointclear

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. Via ClickZ.

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

AUGUST 27, 2018

Economist Milton Friedman said the main purpose of a business is to maximize profits for its owners (for a publicly-traded company, it’s for the stockholders). We see that with formerly rock-solid companies that fail to innovate fast enough to compete. If you work for a company that doesn’t believe in marketing, resign.”.

Company 124

Company Marketing SalesForce Maximizer 124

Pointclear

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field. The 7 Biggest Misconceptions of Successful B2B Marketing.

B2B 154

B2B PointClear Top of Funnel Marketing 154

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 In his article, “ Point C: From Chaos to Kickass ,” Dan writes: In average companies, sales reps close about one out of five leads they qualify.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI

NOVEMBER 13, 2012

Trish’s company helps inside sales organizations make the big decisions. They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Dan McDade – Pointclear. Author, Nancy Nardin is the foremost expert in sales productivity tools. Thank you Trish!

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Braveheart Sales

FEBRUARY 20, 2020

Hearing these many business leaders discuss containing their customer creation costs, it seemed to be the squishiest of the measurements for companies that have field sales teams. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com]. It is like finding a needle in a haystack.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

NOVEMBER 7, 2018

If you intend to spend the investor’s money (AKA company money) based on notions and intuition, without a plan to report the results, you are misleading management. The Tools are Available, but the Flesh is Weak. Even with the tools available today, ROI is still not a consistent or common measurement of marketing’s abilities.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Pointclear

DECEMBER 10, 2013

Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. Make People Want to Work for Your Company.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

DialSource

JULY 8, 2020

Although this growth was expected to continue, as more and more companies invested in inside sales, no one was anticipating the unexpected series of events ahead. ai, “Unless companies reinvent themselves and apply AI to their processes, they’re not going to exist.” Outside Sales: It’s Time to Adapt .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pipeliner

FEBRUARY 5, 2018

According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. How much more cost-effective is it for a company to leverage an inside sales team to its fullest? There is a higher turnover among the sales ranks.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MARCH 26, 2013

What this means is, those companies with the most marketing toys really do win! There are many companies using a failing CRM system; and just piling on a marketing automation software solution without direction and accountability is a recipe for failure. Tools without leadership are just tools in the hands of fools.”.

Software 205

Software Software Data Marketing 205

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. Our analytics capabilities then (1985 – 89) were more sophisticated than most B-to-B companies are today. And, so few inbound leads were qualified that the company was better off identifying and qualifying “cold” list targets than paying for raw, low-level, so-called leads.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. So what areas should companies focus on as their budgets gain traction? Training Tool: www.60seconduniversity.com. Mobile Marketing Boom.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

MARCH 19, 2018

The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. “An I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

MARCH 18, 2014

But as Chris explained, few companies are truly committed to aligning themselves around the sales team. We went on to talk about how, despite the fact that sales mean revenue, CEOs of major companies nevertheless give short shrift to the importance of the sales sector. Organizations Are Realizing This is a Problem They Need to Address.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. First, I like the format. Traditional marketing is push.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

AUGUST 21, 2012

Translate this into a company’s departments where the failure of one department causes a zipper effect of partial failure to make or sell a product. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored. i Wikipedia ii Dr. Lee Lowery, Jr.,

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

JULY 12, 2012

Among the findings: while 90% of companies are using some sort of content in their marketing, 40% are struggling with how to tell that story in an engaging way. There are examples of companies that do it pretty well like Dell and Amazon Deals. Companies that are doing it well are doing it particularly well.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

MARCH 18, 2014

But as Chris explained, few companies are truly committed to aligning themselves around the sales team. We went on to talk about how, despite the fact that sales mean revenue, CEOs of major companies nevertheless give short shrift to the importance of the sales sector. Organizations Are Realizing This is a Problem They Need to Address.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

JULY 9, 2013

She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Click to start video at this point — Instead of going in the marketplace with one solution or one methodology to be successful, Lori has found improvements to companies existing methodolgies to be successful.

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MARCH 13, 2012

Maybe the analogy is a bit rough, but the tools are there to be aggressive and bite off enormous commitments which includes not just spending the company’s treasure, but adding to it and proving the ROI. How else can companies grow? To take a larger bite, you need larger tools!

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

OCTOBER 9, 2013

Jim and I talk extensively about sales, marketing, leads, and how they should all work together so companies can cut down on leakage. Marketing automation in the hands of a fool is still a fool’s tool.”. He has decades of experience as a marketing communications manager, marketing manager, and sales manager.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. So what can b-to-b companies do to get back on track? But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Every business is a bit different; however, people buy things to solve business issues based on the solution fit, the reputation of the company selling the solution AND the effectiveness of the sales person.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

OCTOBER 31, 2013

The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

APRIL 10, 2012

Companies that are using this time to clear out the dead wood will be sharper, leaner and meaner — and much more focused on the bottom line, rather than top line growth. Sales Trends Companies Should be Looking At. Moving to cut costs, companies are using video conferencing to reduce the number of face-to-face sales encounters.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Now, from David Hubbard of Marketing Outfield: Marketing should generate more than 50% of the company's qualified leads. Go to this blog to read more.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

JULY 23, 2013

If you don’t have a marketing automation tool, get one. Look into Optify (for agencies or small-to-medium companies), HubSpot, Marketo, eTrigue, Pardot, Velocify (formerly Leads360), Fision, NetSuite, Spark, etc. Suddenly you will hear back from them that the quality has improved, and sales will improve. The cost is pocket change.

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

SEPTEMBER 6, 2012

She is author of SNAP Selling and Selling to Big Companies. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. My guest today is Jill Konrath. Jill's newsletters are read by more than 80,000 sellers worldwide.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately. While they’re the tip of the spear, it takes the whole company to generate revenue.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

JANUARY 22, 2013

Alice is the marketing manager of a medical device company. Alice creates 1,000 monthly inquiries for the company’s 40 salespeople. She used the report and the lack of follow-up to request the following changes: She wanted a marketing automation tool for follow-up and nurturing. The company was more profitable.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

Pointclear

JANUARY 31, 2012

These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pipeliner

APRIL 2, 2018

Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. Twitter is a valuable tool for salespeople. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14