Pointclear

AUGUST 21, 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. 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).

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

MARCH 19, 2018

Her time is now spent wallowing in superficial spreadsheets, managing the conflicting software results from media and a budget with a requirement for a direct correlation to revenue. You may also like: Salary: Digital Marketing Manager: Salary.com, PayScale and glassdoor. So, my advice to this marketer? Does Marketing Own the Pipeline?

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

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. Tools without leadership are just tools in the hands of fools.”. Tools without leadership are just tools in the hands of fools. I think so.

Software 205

Software Software Data Marketing 205

DialSource

JULY 8, 2020

According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50. Bottom line : It’s time to invest in strategies, tools, and resources that expand your capabilities as an inside sales team.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Review your current process.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Jonathan Farrington

JANUARY 5, 2013

Bloodsucking, vampire inbound marketers would love for you to believe otherwise, but if your plan is to depend on inbound lead flow to satisfy sales needs in 2013 you will more than likely not last until 2014. New tools such as marketing automation are great – we use it. The book was published in 2011.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Marketing automation in the hands of a fool is still a fool’s tool.”. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

JULY 23, 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. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

AUGUST 11, 2015

Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

MARCH 18, 2014

Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company. The next PowerViews will be with James Obermayer of Sales Lead Management Association. Part of that is due to commitments by high-level executives to driving sales. Stay Tuned.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Outsourcing lead generation. Revenue performance management.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

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. 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

MARCH 18, 2014

Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company. The next PowerViews will be with James Obermayer of Sales Lead Management Association. Part of that is due to commitments by high-level executives to driving sales. Stay Tuned.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

MARCH 13, 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. When it comes to measuring marketing’s ROI most marketing managers hesitate to bite off more than they can chew. How else can companies grow?

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

MAY 12, 2015

Using the complete CRM/marketing automation tool set. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Improving presentation skills (not the same as sales training).

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

JANUARY 22, 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. Salespeople often complain about receiving enough new leads, but are short on answers about the leads you gave them, now aging and becoming potentially less valuable.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

Pointclear

APRIL 21, 2015

With these marketing tools and new ones every day, inquiries can be qualified and non-buyers weeded out so that salespeople spend their time only on qualified prospects. It''s even harder when you don’t follow up a sales lead.". Sorry don''t get it done, Dude.". Enough said, don’t you think?

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

SEPTEMBER 22, 2015

So, whether account-based marketing (ABM) tools will be an asset that helps marketing and sales teams to collaborate and generate leads more effectively—or will face a fate similar to the high-tech treadmill that eventually serves only as a place to hang clothes—will wholly depend on the team who "owns" its adoption within an organization.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. ” The Role of Social Media. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

SEPTEMBER 24, 2015

No, Account-Based Marketing is not the Holy Grail for lead generation, but it could lead to revenue Nirvana. It uses many of the traditional tools that marketers have used but with greater skill and precision. And ABM isn’t a black box solution. It’s a new way of working, a pivot to higher revenue. Great job and thank you!

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

JUNE 8, 2012

Regarding leads, Ginger notes this is always a common point of contention, and there needs to be collaboration on what a qualified lead is, when it’s a warm lead, and when it’s time to give it to sales. The next PowerViews will be with James Obermayer of Sales Lead Management Association. 1to1media.com.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. But to get the right mix of strategy and tools, we need better integration. It can’t develop value propositions.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

SEPTEMBER 19, 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. All of the tools being developed and improved upon, from CRM to Marketing Automation and Social Media still rely on this one sales activity for success.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

JUNE 15, 2018

For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. It’s not a campaign. It’s not a sales-only process, and it’s not a marketing-only process. SLM is not a process technology can solve.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. So they began to sell follow-up as a tool to mix with mail. Eleven sales & marketing experts on the importance of lead nurturing. So there you have it.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100