Pointclear

AUGUST 28, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Who are the most aggressive outbound prospectors in the industry today? Want me to prove it? Marketing Automation companies! Inbound Lead Costs Increase over Time.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

JANUARY 18, 2017

Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. We had left voicemails, sent emails and even sent an industry magazine that featured the CFO of one of our client’s clients.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

JUNE 28, 2016

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)?". This is based on 100,000 raw leads, across about 50 companies in various segments from the tech industry from the last 10 years.".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

MARCH 20, 2014

Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. Just about anybody curious in the social media industry. You know when you get excited about new inbound leads. And you soon realize you are completely wasting your time. My point is, the topic is too broad.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

JANUARY 24, 2012

They target the purchase decision-maker. We don't pitch our services to GE or Boeing. We pitch them to Gloria or Bob. B2B marketers don't target Monolithic Company X or Big Conglomerate Y. And that person has a name, a face and probably a LinkedIn account. Because it's true: Manufacturing firms don't watch YouTube. But people do.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

MARCH 1, 2012

It’s a good read partly because of the follow-up comments from vendors, industry consultants and marketing professionals. The expectation was that sales could depend on this activity to drive qualified leads, but the reality was that most responses came from lower-level decision makers and resulted in smaller deal sizes.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

JUNE 10, 2016

I maintain, as do many of my peers in the industry, that the age old misalignment of marketing and sales is something that the CEO needs to address. Each were covered in detail, and referenced thought leadership from industry leaders. Decision maker not yet named? Nurture leads until they’re ready to turn over to sales.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 17, 2011

Larger organizations may deploy salespeople based on vertical industries. Maybe not, especially if Mary has special knowledge of the company's industry or has previous contacts with its chief decision-maker. Sales Deployment Most companies deploy reps in traditional ways.

Sales Management 153

Sales Management Hiring Territories Compensation 153

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

JULY 7, 2015

My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? VS. I am Abe Lincoln at ACME, and I am the ultimate decision maker. I am invisible to you. to rank and score.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

JANUARY 27, 2017

Increasingly, I see companies with the biggest opportunity being expansion deals, as greenfield isn’t nearly as plentiful in some industries. Inbound leads tend to identify lower-level decision-makers and smaller deals. Additionally, this focus is mostly on retained revenue (contracts already in place) and net new deals.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Jonathan Farrington

NOVEMBER 2, 2012

Best case you will go through hoops to present column fodder to a decision-maker already aligned with another vendor. As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

SEPTEMBER 6, 2012

She adds, “Sales people who are knowledgeable about what’s going on in a company or an industry have a significantly higher chance of getting in. She adds sales leaders should be asking questions like these: What can I do to bring them up to speed on what’s happening in our industry? And so they’ve got their barriers up.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 20, 2012

He notes that sales professionals who have been working in large accounts for 20 years or in an industry for a long time have seen lots of problems and solutions. Click to start video at this point — Elaborating on potential benefits that RPM can bring to both groups, Bob talks about how sales reps can add value to marketing.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JANUARY 2, 2018

Quota attainment averaged across all geographies, industries and company sizes has dropped from 63% of salespeople in 2012 to 53% in 2016 – and 2017 will likely be down again – for the fifth year in a row. So, lead scoring favors lower level decision-makers and smaller deal sizes – and for that reason I would term it a bad process, automated.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Pointclear

MARCH 19, 2013

They've helped companies worldwide change the conversation and dominate their industry. Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

PandaDoc

SEPTEMBER 2, 2020

Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98