Pointclear

DECEMBER 12, 2013

And we’ve all received sales calls where we’ve been addressed by the wrong name – possibly the wrong company – and pitched a product we’ve never heard of, let alone considered purchasing. How do you turn this noise into value? Use the trail of data to reverse engineer your successful sales cycles so they can be replicated and refined.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Jonathan Farrington

AUGUST 10, 2012

This is frequently referred to as sales enablement. With sales enablement are we shielding those we love? 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. Sales Accepted Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

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. As with other technologies, automating a bad process just leads to more bad results. Absolutely right, Ardath!

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

JANUARY 31, 2012

One thing we can always count on is this: sales will always say they want more leads. I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MAY 20, 2016

Organizations targeting large enterprises are already familiar with the potential clients that exist in this saturated space, so it’s difficult for marketing to source new leads. Marketing typically supports sales by influencing more than 75 percent of all leads and sourcing up to 10 percent of them.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124