Pointclear

SEPTEMBER 25, 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. “Of We create a marketing plan every year.” Do you create a marketing plan that drives sales based on the sales forecast? Closed Lead Cost?

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Pointclear

DECEMBER 19, 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. As we plan for the New Year, it’s time to stop following and start leading. Sales Management: Create a 100% sales lead follow-up policy for the salespeople.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

OCTOBER 18, 2011

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. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. Unclenched fists. My recommendation?

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

The Pipeline

MAY 13, 2011

What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. I do believe salespeople can and should write blog posts about their market or selling in general if they are thoughtful and articulate. Those are as much for sales as they are for marketing. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

OCTOBER 16, 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 I asked the marketing manager. I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

JUNE 13, 2011

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. ” When you give it some thought about what you do every day as a marketer, what does it say to you? ” But I think it’s more than that.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

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

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

JULY 7, 2016

How many made it to the forecast? How much did you spend on marketing in Q1, and if you had a gun to your head and had to come up with a reasonable estimate, how much business will close as a result of that? In many, if not most, companies, raw, unfiltered so-called “leads” are dumped on sales and fall into a black hole.

Lead Generation 133

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 133