Pointclear

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. Since 1997, we’ve had 3.6

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Managing “No Response” dispositions is not an art, it’s a science.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

MAY 24, 2016

Document the cost per lead is the fourth 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. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Here is what you must do to fix it: Agree on market, lead definition, message. Are we marketing to IT decision makers in the Fortune 100? Not 50 things.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

AUGUST 16, 2018

Long-term leads often prove to be more valuable than those slated for a short-term decision. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In many cases hot opportunities are already baked.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

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. Marketing Automation companies! Not all proverbs (or expressions or sayings) are well understood.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? Opportunity to improve your current situation. The hardest condition to sell into is opportunity to improve. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

DECEMBER 22, 2016

If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Jonathan Farrington

JULY 31, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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

AUGUST 9, 2016

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. Forty are short term, and 40 are long term.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

NOVEMBER 7, 2011

And externally—when it comes to our market space, our customers and our prospects—outside resources would be even more in the dark around the nuances of our business and conveying our value. Have we beat competitors in head-to-head opportunities this year? Is our strategic account target market 100% covered?

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. She regularly sees leads being hidden until a rep knows there is a solid opportunity.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

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. Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

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. You have omitted the "qualified sales pipeline opportunities."

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 2: Segment & Test Your Market.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

DECEMBER 7, 2010

In addition to multi-touch, multi-media approaches, there is additional benefit in implementing multiple cycles for high-touch marketing campaigns. Continuing to touch the same prospects with the same multi-media, multi-touch strategy on a regular basis can identify other opportunities existing within the market.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Jonathan Farrington

APRIL 21, 2013

On the basis of guaranteed appointments large companies send their sales forces on expensive trips (whether across town or across the country) when as many as three out of five of those appointments are with no-opportunity prospects, and at least one out of five doesn’t remember scheduling the appointment. necessary!”.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

JANUARY 12, 2012

Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Next-year decision? Steve is obviously making some poor decisions. Moreover, he is jaded from bad marketing practices. None had been filtered or nurtured in any way by marketing. Budget undefined?

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

JANUARY 10, 2012

I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy. You can help them by giving them an opportunity to answer questions. How soon are you going to make a decision? Are you the decision maker?

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. The No Marketing Strategy Approach.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

APRIL 28, 2015

And when you engage with them they certainly expect you to know their company, their market and the competitive landscape. Set-up alerts and congratulate them—or, inform them about something going on in their market they might not have been aware of. Keep yourself top of mind and begin to add value in their minds. Meet (or maybe not).

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

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. Their ideology is pervasive.

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

SEPTEMBER 6, 2012

If they’re aware of certain events and things that are happening that create opportunities for them, they can get their foot in the door much faster and be positioned as an expert—whereas without this intelligence they’re just another self-serving salesperson who’s contacting them trying to sell their stuff.”. Don’t come in here.

Buyer 154

Buyer Social Media Hiring Inbound 154

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. Regular marketing analytics reviews are critical success factors supporting our mission. Data tracking, aggregation and measurement.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

JULY 21, 2011

In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, and convert them—can result in losing deals to the competition. SQLs and closed deals) at risk.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MARCH 19, 2013

Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. Surviving Change Under Tough Market Conditions. Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Connections.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264