Pointclear

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Two years ago, my B2B Marketing 2.0

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Pointclear

FEBRUARY 16, 2011

Last month we discussed Counterfactual Reflection (CR) as it pertains to marketing automation. There were lively comments about where individuals would be if marketing automation had not been invented. This focus helps us refine the use of marketing automation and enhance the arguments for its implementation.

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Out here, a man settles his own problems.".

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JULY 26, 2018

She also sends the testimonials out to salespeople and adds them to the testimonial storage space in the CRM system. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. They know prospects will buy from people and companies they know, and companies with applications like theirs.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

Account 162

Account Leads Marketing Qualified Lead Lead Qualification 162

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Marketing automation. B2B marketing and sales strategies and tactics. B2B marketing and sales strategies and tactics.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

APRIL 4, 2011

I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. If so, why has that occurred and what should marketers do about it? Marketing should embrace it. This is not a problem, but an opportunity.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. 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?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

The Pipeline

MAY 13, 2011

What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Those are as much for sales as they are for marketing.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

OCTOBER 16, 2012

I asked the marketing manager. She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That they treat Marketing as a co-equal.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. Marketing was convinced that sales never effectively followed-up on any leads. Yet, these are the “prospects” who score a lot of points in a marketing automation solution.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

NOVEMBER 10, 2011

” How did Andy know so much about sales, marketing and sales leads? You lose a prospect, a customer and the sale and your competitor wins. Fortunately, follow-up activities can begin (and even sometimes end) with marketing automation programs. Marketing departments complain about no follow-up or feedback.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

JUNE 30, 2015

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing tries to qualify a greater number of prospects. CRM and marketing automation systems.

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Pointclear

APRIL 7, 2015

“But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”. “So Who succeeds by only doing a third of what is required?

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

AUGUST 11, 2015

It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the subsequent proof of your existence. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 The most common problems that confront sales and marketing organizations in the process of lead generation, qualification and prospect nurturing 2. the sessions are still available on demand).

Leads 124

Leads Marketing Qualified Lead Lead Generation Webinar Metrics 124

Pointclear

JANUARY 18, 2017

In another example, our target market was CFO’s at the fifty largest utilities in the US. so thank you not only for the lead but the professionalism that clearly rubbed off on this prospect.”. I was on the phone today with the CEO of a company that provides a CRM solution for small to medium sized technology companies.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. Click to start video at this point —Andrew expressed some surprise that last year there weren’t more mergers and acquisitions in the marketing and sales spaces. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

AUGUST 20, 2015

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Step 2 – Data Gathering.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

DECEMBER 2, 2010

” I’ll tell you what happened to Jim, but first, let’s look at how this pertains to the average marketer. I believe the majority of marketers don’t have confidence in themselves or believe they are contributing enough to the company to win. Sharing in the follow-up of the sales leads (marketing automation).

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

JUNE 8, 2012

She was recently selected as one of the top 25 CRM influencers you should be following by Zoho. She also notes that it costs less to retain current customers than to find new ones, and this points to trustability, great customer service and great customer experiences as being top priorities for marketers. Who can help me solve it?

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pipeliner

APRIL 2, 2018

Pipeliner CRM conducts a regular Twitter chat on sales issues. SalesChats E18: Sales Prospecting with Dan McDade. 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. Additionally, it will greatly help you to accelerate prospecting.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 19, 2011

The question which begs to be answered is, “What is the Keystone in the sales and marketing process?” Is it the CRM system, without which so much important information would be lost? Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. The same holds true here.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

SEPTEMBER 20, 2012

Click to start video at this point — Asked about what has happened in marketing and sales that has or hasn’t surprised him in 2012, Bob talks about interconnectedness: “It’s sobering about how interconnected we are with other economies. The Role of Revenue Performance Management in Marketing and Sales Alignment.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Regular marketing analytics reviews are critical success factors supporting our mission. Data tracking, aggregation and measurement.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

MARCH 4, 2014

Inbound marketing is all the rage. Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. But there are problems with inbound marketing. Inbound Marketing Problem #1: Too Many Leads.

Inbound 250

Inbound Sales Qualified Lead Top of Funnel Lead Qualification 250

Pointclear

APRIL 17, 2013

Nor does it take a genius to see that your CRM system isn’t working, no one likes it, the database is corrupt, reports are trash, and the pipeline is unreliable. The goat isn’t the CRM system; it’s the person who set it up, probably long gone. Maybe it’s the marketing manager who fails to manage the CRM system as a system.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

JUNE 15, 2016

Without a leader for sales lead management, there is nothing less at stake than a predictable growth in revenue when sales leads are managed, versus experiencing a 75-90% waste of the marketing budget when sales leads are not managed. Direct Marketing Agency. Marketing Communications. Marketing Department. Inside Sales.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

PandaDoc

SEPTEMBER 2, 2020

Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? Introducing: Not Another State of Marketing Report [link] pic.twitter.com/CDuB1mF967 — HubSpot Academy (@HubSpotAcademy) February 20, 2020. Heinz Marketing. Predictable Revenue.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98