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.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

JUNE 15, 2017

Driving your salespeople to create their own leads, sucking away productive selling time. Starving the pipeline of new prospects. All inquiries (even hot leads) were then passed along to the nurture department. The rules required that each inquiry needed a time frame for purchase, a decision maker, and a budget.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Next-year decision?

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

NOVEMBER 29, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “So, We want qualified leads.”. Webinar attendees aren’t leads; get me leads.”. I need more leads; good leads.”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

JANUARY 16, 2018

You've got a real problem there with your prospect. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. Jim Obermayer is the founder of the Sales Lead Management Association. What are you going to do about it?'

Decision Maker 100

Decision Maker Microsoft Face-to-face Exercises 100

Pointclear

SEPTEMBER 18, 2012

Over the past several weeks I have written about: How too much time and attention is being focused on inbound marketing at the expense of outbound marketing and how that focus leads to smaller deals with lower level decision-makers. If you want to read more about proverbs and their origins, click here.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Jonathan Farrington

JANUARY 5, 2013

And, a dependence on inbound marketing leads to substantially smaller deals (up to 65% smaller deals) with lower level-decision makers. We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. Damn the torpedoes one says.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

JULY 7, 2015

I am Abe Lincoln at ACME, and I am the ultimate decision maker. But I have no lead score, and no one contacts me because I don’t have any activity on your website. Because lead scoring has been disappointing to many, companies have reacted in a variety of ways: Some have turned scoring on, then turned it off.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Jonathan Farrington

NOVEMBER 2, 2012

My argument against using BANT as criteria to qualify leads is that for most major purchases waiting until the “Budget” and “Timeframe” boxes are checked puts you in the position of entering a deal too late—or more likely not at all. Dan McDade is a recognized thought leader in lead generation, qualification and nurturing. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

FEBRUARY 2, 2012

This award was made possible because of our team’s ability to develop and apply marketing analytics innovations that improve operational efficiencies and deliver to clients the qualified leads they need. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176