Pointclear

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. None were actually leads.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

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.) Our people do as well.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 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

Pointclear

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Marketing is paid, in fact rewarded for, lead quantity and not quality.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

SBI

NOVEMBER 13, 2012

Does your business success depend on leads? If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 20, 2014

You know when you get excited about new inbound leads. Well, I called 185 inbound leads like that, in one week. After making that many calls, you start to recognize behavioral patterns in the leads. You start to see unique trends based on the specific source of the leads. What Was Wrong with Marketing''s Inbound Leads.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

PointClear 167

PointClear Lead Nurturing Outbound Sales Qualified Lead 167

Pointclear

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Marketing Automation Software That Delivers the Most Data Wins. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn.

B2B 203

B2B LinkedIn PointClear Marketing 203

Pointclear

SEPTEMBER 11, 2017

James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. JO: So, the first thing [you've] got to [do is] define what a sales lead is. Following are highlights of the interview.

Lead Management 124

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 124

Pointclear

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. So is the idea of a waterfall, a pipeline or any other metaphor that leads marketers to believe that leads flow in a linear fashion.”. The 7 Biggest Misconceptions of Successful B2B Marketing.

B2B 154

B2B PointClear Top of Funnel Marketing 154

Pointclear

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

OCTOBER 13, 2011

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough. Can you afford to outsource your lead generation and your appointment setting?

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

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”. Sales Qualified Leads. To be fair, marketing’s mandate was to generate more leads every year with shrinking budgets.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

JULY 16, 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. Lead Quality Drives Increased Revenue.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

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

JUNE 18, 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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. They’re generating tons of leads. He cites the example of a marketing automation company to illustrate how important outbound initiatives are: “Jon Miller from Marketo is one of my favorite writers on lead development.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. 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.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

JUNE 28, 2018

Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. What constitutes a good lead? This is all because the company did not agree internally on its market, the definition of a lead or what they sold. Not 50 things. Measure what matters.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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. Lead Quality Drives Increased Revenue.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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. 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. The marketing team sees this as a “great source of leads”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

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. Nonexistent lead management processes.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

JULY 11, 2011

Telesales lead generation supports both field and inside sales. 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?” Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

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

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

DialSource

JULY 8, 2020

Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. If a potential lead doesn’t pan out, there’s no recovering the cost of the plane ticket and the hotel. In comparison, outside sales reps go out into the field to meet with clients.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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. Not Enough Leads.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. Having real-time access to simple and easy to use performance reports can play a significant role in guiding you to greater marketing success.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

JUNE 4, 2018

Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful. But usually they aren’t considering the bigger picture, one that’s full of hidden expenses: Equipment, software, G&A, management and administration are significant added costs. Generates More.”

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." But they don’t know everything about recommendation engines.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

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. Just 42% of marketing qualified leads are accepted and worked by sales. Just 42% of marketing qualified leads are accepted and worked by sales.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

JULY 24, 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. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning).

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

MAY 21, 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. Accountability and results measurement can be done only through sales lead management. Has anybody solved the lead management riddle and created the “process?”

Quota 191

Quota Hiring Marketing Forecasting 191

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. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Businesses are struggling to figure out how to adapt.

Hiring 214

Hiring Consumer Video Vendor 214