Pointclear

MAY 21, 2013

How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. CRM is a part.

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? he asked, as he pushed his marketing plan toward me.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

AUGUST 21, 2012

Such a failure may happen in many types of systems, including power transmission, computer networking, finance, bridges, sales and marketing, (the last two are our words). Of course what I am thinking about are the functions of sales and marketing. No marketing automation system. No lead management system. Keeping It Zipped.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

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

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

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

MARCH 22, 2011

How does it relate to B2B marketing? Last year I was looking for forms software to support CustomerThink. And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 OK, this a consumer example.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. This makes a more successful marketing campaign.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

OCTOBER 18, 2011

JoJo Jensen’s quote from Dirt Farmer’s Wisdom i , “You can’t catch water with a fist,” is especially true in the conflict between sales and marketing. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. Unclenched fists.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

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

MAY 5, 2011

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation 150

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

JUNE 13, 2011

” When you give it some thought about what you do every day as a marketer, what does it say to you? I think it’s about getting off the fence and creating marketing plans that drive the sales forecast. I think it’s about getting off the fence and creating marketing plans that drive the sales forecast.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. But it’s only a tool.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

SEPTEMBER 19, 2011

The question which begs to be answered is, “What is the Keystone in the sales and marketing process?” ” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). Is it the CRM system, without which so much important information would be lost?

CRM 169

CRM B2B Marketing Hiring 169

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

DECEMBER 20, 2016

Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. I was having breakfast the SVP of sales one day and he told me that they received no leads from marketing. Gross Margin – 60%.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Cost per Lead Lead Rank 100

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

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. Salesforce Blog. Smart Selling Tools.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98