Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Not all proverbs (or expressions or sayings) are well understood. Want me to prove it?

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. High-performing reps avoiding inbound lead follow-up; and 3. The percent of sales accepted leads decreasing while lead quotas increase.”.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. Decision maker engaged.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

DECEMBER 22, 2016

The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. I like to call it appearance setting.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. Walk out of your office and ask the first three marketers and the first three sales executives you see these three questions: How do you define our market? Not 50 things.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

APRIL 24, 2018

Whether or not they have assigned junior staff to do research, it pays to reach out directly to your decision maker—in the way he or she prefers. These include renewals, consumable purchases, webinar reminders and follow-up, and automated follow-up after a prospect downloads content.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

NOVEMBER 2, 2016

There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. This concept can be easily tested. Don’t go overboard.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. Long-term leads often prove to be more valuable than those slated for a short-term decision. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. This time we are going to talk about how sales reps look a gift horse in the mouth, why and what to do about it. Agreeing on a generic solution (a critical step mostly skipped by sales reps).

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Next-year decision?

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For B2B companies with a complex sales process, more than half need to be outbound sourced.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Longer-term opportunities increase marketing ROI.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

APRIL 30, 2013

We started our discussion talking about the economy and as Jamie shares things are looking up. 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. 60secondmarketer.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Jonathan Farrington

APRIL 21, 2013

The biggest complaint heard from C-level executives is that they have historically had no idea whether or not leads were being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are. However, to call what these firms provide an “appointment” is a misnomer.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

MARCH 1, 2012

Successful demand generation strategies fill the sales funnel with the right prospects and engage them correctly so they progress from marketing qualified leads (MQLs) to sales accepted leads (SALs) and sales qualified leads (SQLs). Lack of alignment between marketing and sales. Nonexistent lead management processes.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. As background, we delivered a report to a client this month that, among other statistics, showed that it takes 9.82 touches to engage with a prospect. What Is a Multi-Touch Cycle?

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. In our experience, few sales executives have something this complete, or know how to leverage it well.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

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

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. Part 2 (coming up). Part 3 (coming up).

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

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

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. And I still prescribe that 100%.

Software 187

Software Software B2B Top of Funnel 187

Jonathan Farrington

NOVEMBER 2, 2012

Neil Rackham delivered the keynote address at this year’s national US Business Marketing Association meeting and is quoted in “BtoB Magazine” as follows: “ Sales and marketing are two functions with an identical mission, so how can they be like ships passing in the night?”. 3 Steps to Align Sales and Marketing. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

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. They also optimize sales lead quality, lead rates, lead velocity and resource productivity. Data tracking, aggregation and measurement.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

JANUARY 2, 2018

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before. Is it qualified, nurtured, ready for sales?

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Pointclear

MARCH 19, 2013

With his team at Waldschmidt Partners, Dan uses his EDGY Strategy to help sales teams exceed their goals. We came up with these philosophies that have a profound impact when applied practically.”. Dan calls giving out bonuses during sales cycles “tactical stuff.” Power through, work hard, don’t give up, keep trying.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. It doesn’t involve pumping up quotas (really now, if they didn’t make it under the old quota, what makes you think…?). Why it Matters: “In B2B, most companies have sales cycles longer than three months.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

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

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98