Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. For marketing and sales leaders, your work stream is your CRM system.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

MAY 5, 2017

Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. About CRM Radio Guest Mike Plante, Chief Marketing Officer. Webinar: Introducing Playbooks™: Smarter Account-based Selling Fueled with AI.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

APRIL 24, 2013

He began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. Jim has over 29 years of sales and marketing management experience.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

APRIL 4, 2011

It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc. Customers assume the software will solve the problem.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

OCTOBER 18, 2011

” “They won’t use the CRM system.” ” “The CRM system is time consuming and doesn’t help me, just them.” Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

AUGUST 21, 2012

In companies that have a lack of sales lead follow-up, they often buy CRM software products to shore up areas of non-compliance, which accomplishes very little. To stop a cascading zipper failure that victimizes the majority of companies: CRM + Marketing Automation + Marketing ROI Measurement + 100% sales follow-up = Success.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

MAY 21, 2013

I am not asking about firms and software that solve only part of the riddle. CRM is a part. Thousands of companies say they are in the lead management business, but with few exceptions they’re found to be managing thin slices of the process. Marketing automation is a part.

Quota 191

Quota Hiring Marketing Forecasting 191

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

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. Get new CRM software: Sales doesn’t like the one we have. This is what happened. You carry it with you, don’t you?”. Try pay-for-click.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Widespread Use of Outbound Marketing Among Software Providers.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JUNE 13, 2011

It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. It means managing the sales lead process and not expecting a software program to do it for you. It means getting a marketing automation system to boost your return on sales leads by 300-400%.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

NOVEMBER 29, 2016

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. 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.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. For instance, people might think they know how to evaluate something like network optimization software. Second, behavior changes depending on whether customers think they know how to buy.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

MARCH 22, 2011

Last year I was looking for forms software to support CustomerThink. This is classic inside-out thinking, the same thing that got CRM into trouble. While being pitched as building loyal relationships, CRM has been much more commonly implemented as a technique to extract value from customers (and prospects) as efficiently as possible.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

SEPTEMBER 19, 2011

” 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? Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

FEBRUARY 27, 2014

Remember ten years ago, when CRM came along? Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place.

Marketing 266

Marketing Strategy Eloqua Marketo 266

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 Policies Lead Management 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. So after spending close to $140,000, the leads went into a black hole in CRM. This individual was paying content aggregators $23.15

Account Based Marketing 100

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

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. It’s a critical corporate function that should be integrated into everything a company does.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

Whether it’s leadership tips, best practices for new sales reps, product information about the World’s #1 CRM, or more, you can find it on the Salesforce Blog. The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. Salesforce Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98