Pointclear

DECEMBER 12, 2017

When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. Candidly, I doubt that is actually how the lead recipients feel. Neither one of these marketers were buying leads for low-cost commodities.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

MARCH 26, 2013

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. Software programs that explain the most data, verified by the most evidence, are better than those that do not. i Really, how do you argue you with this? I think so.

Software 205

Software Software Data Marketing 205

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. 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. Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Precise management of lists, lead data, cadence and outcomes drives revenue. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. They can’t.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

SEPTEMBER 29, 2015

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? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. He also is encouraged by hearing that “VPs of sales—when they were being interviewed in the Valley—were asking the CEO what his lead generation strategy was. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Sales and marketing headcounts have increased to generate new customers. The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?”

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

JUNE 28, 2018

A deeper dive pointed to the fact that the relatively low cost per lead was offset by the relatively poor quality of the leads as indicated both by the percent of qualified leads generated, 1.28% as a percent of raw leads, and the overall percent of qualified companies. Almost 47% of sales reps miss quota.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. We are not the low-price leader.) You just have to ask the right questions.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Some people ask if voicemail and email should be part of the sales lead generation cadence. Wish I had thought of that.

Sales Qualified Lead 100

Sales Qualified Lead Lead Generation Direct Mail Call-back 100

Pointclear

APRIL 24, 2013

He began his career with IBM and Sterling Software and then went on to launch two successful software companies. Many elements must come together to create quality leads, and among these should be departmental transparency and communication. Lead Generation — Don''t Just Turn Up the Volume.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

JUNE 18, 2013

In spite of what Mike Damphousse ( Green Leads ) said recently in his blog BANT is Dead -- Find the Authority , salespeople need information such as B udget, A uthority, N eed and T ime frame to judge if an inquiry is really a lead and should therefore be followed up. A failure of lead generation and marketing.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

OCTOBER 9, 2012

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. Do you believe that an enterprise software solution lead, as an example, should be budgeted to cost $300 or less? Send them 1,000 leads generated at a cost of $23.15

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

JULY 24, 2012

Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system. Parts—sales inquiries, leads, software, and fulfillment.In

Engineering 150

Engineering ROI Lead Generation System 150

SBI

NOVEMBER 13, 2012

Dan McDade – Pointclear. You’ll need to be a member, but it is free to join and worth the time and effort if your business success depends on leads. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

OCTOBER 9, 2013

There are also so many automated software programs out there that marketing, especially, has become confusing for the average marketer. With so many different departments involved, lead generation isn’t just a sales or a marketing issue anymore. What, exactly, is a qualified lead? How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

MAY 17, 2018

A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. Content Aggregator “Leads”. Fully qualified sales leads are the life blood of any organization. Vertical Qualified. Email Addresses.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. You''ll be far more successful in generating leads.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

OCTOBER 18, 2011

They must create yearly lead generation and branding plans based on a sales forecast, tune their programs to serve sales quotas (the forecast) and prove the ROI beyond a reasonable doubt. Lead Management Rules: A one page list of rules holding both departments accountable to each other. No direct sales cooperation necessary.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

AUGUST 21, 2012

The “unzipping” is catastrophic simply because salespeople didn’t follow up on the inquiries (45% of which will lead to a purchase from someone else). No business rule which mandates measuring the ROI for lead generation. No lead management system. All marketing lead generation programs will be measured for ROI.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

MAY 30, 2012

Widespread Use of Outbound Marketing Among Software Providers. It’s still hard to do right, he notes, and some marketers tend to “go to the crutches” like cost-per-lead or number of leads generated. And Andrew says that getting better measurement is a real competitive differentiator.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. He comments, “Salesforce.com is a good example. They’re doing what a lot of the marketing automation platforms have been doing. It’s becoming a marketing automation platform, if it hasn’t already.”

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Trip is also an author, a speaker, and a blogger. ” The Role of Social Media.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. He comments, “Salesforce.com is a good example. They’re doing what a lot of the marketing automation platforms have been doing. It’s becoming a marketing automation platform, if it hasn’t already.”

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

APRIL 17, 2013

If the truth be known, the sales lead management process is complicated, multi-dimensional, and multi-departmental; with multi-software programs, and multi-managers who often don’t understand each other or don’t even like one another. Find a leader who understands that sales lead management is a system; it isn’t software.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

Pointclear

FEBRUARY 27, 2014

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. Expectations dashed. So education campaigns are underway.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

MAY 5, 2015

The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. They provided us approximately 50% of their leads generated that year, about 1,500. These leads had not engaged with the organization for at least 90 days. Increased use of video.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98