Pointclear

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count.

Top of Funnel 140

Top of Funnel Sales Qualified Lead Cost per Lead Lead Nurturing 140

Pointclear

FEBRUARY 23, 2018

Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

APRIL 24, 2018

How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. If your targets are senior, I recommend you test a multi-touch campaign against an automated marketing effort to determine which method results in more revenue.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

MARCH 22, 2011

OK, this a consumer example. How does it relate to B2B marketing? Well, let me share another example—and this one is not hypothetical. And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. greater than “cold” outbound prospecting and nurturing.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. They recently completed a campaign that cost $49,000.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first 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. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

JULY 26, 2018

Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. Retweets are common from the guest’s marketing staff.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Part III: Expectations for ongoing success: marketing and sales accountability. For example: Sales process information, updated client lists, active opportunities, messaging, etc.) It’s a great question. Executives set the tone.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

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. They should, but mostly don’t.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

JUNE 5, 2015

Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Part III: Expectations for ongoing success: marketing and sales accountability. Marketing and Sales Accountability.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. Let’s Take an Example. Our people do as well. Dave Kurlan.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. Dell’s clients and prospects win because Scott creates rich content. Traditional marketing is push.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. Three things: Agree on your market, media and message.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to 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 Government 100

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. While this may seem like an extreme example, it is not so extreme that you should ignore it.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

FEBRUARY 19, 2013

Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people. Let’s take a look at how this affects Sales and Marketing. The reason for setting monthly goals (either sales or marketing quotas) is based on the principle of the irreplaceable past. Sales Example.

Marketing 160

Marketing Sales Qualified Lead Quota Cancellation 160

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

APRIL 4, 2011

I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. If so, why has that occurred and what should marketers do about it? Marketing should embrace it. Can you provide a couple of examples?

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. Will my mail be delivered?

Resources 160

Resources Marketing B2B Study 160

Pointclear

SEPTEMBER 22, 2015

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. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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 Lead Rank Account 100

The Pipeline

MAY 13, 2011

What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. If you take the website I represent, Focus.com , for example, buyers can ask for information they want/need and get it from third-party sources or peers. Put another way: If you don’t want a prospect to read it, don’t write it.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

MARCH 19, 2015

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

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

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? A good example of fear of loss is when compliance laws are enacted and your company is not compliant. So, you can’t wait for that condition to occur to begin selling to the prospect. A great example of this is when the iPod first came out.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

NOVEMBER 20, 2017

For example, the ones that win consistently share key characteristics, like driving value (81%) for their prospects, listening to buyers (75%), and understanding prospects’ needs (73%). Read on for insight as well about market opportunity and sales productivity—and get ready for a productive new year.

Sales Goal 124

Sales Goal B2B Groups Buyer 124

Pointclear

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. Marketing was convinced that sales never effectively followed-up on any leads. Yet, these are the “prospects” who score a lot of points in a marketing automation solution.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

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

AUGUST 16, 2018

Longer-term opportunities increase marketing ROI. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? Traditional Database Marketing Cleanups Miss the Mark – And The Potential. Current product environment (as it relates to the potential solution).

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Jonathan Farrington

JUNE 12, 2013

Engagement – are they talking to the right level in their prospects/accounts? . Compare for example, the styles of leadership displayed by say, Montgomery at El Alamein, Pope Jean-Paul II and the Roman Catholic Church or Bob Geldof and Live Aid. Activity levels – are they working hard and smart enough? .

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Your revenue results will be directly affected. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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. Implicit in your example is a sales cycle of a year or less. This isn’t about boundaries or who gets credit.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100