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

NOVEMBER 7, 2018

Naturally, not every lead gen program will be a success. The Tools are Available, but the Flesh is Weak. The tools are available to prove marketing’s return on investment, but the flesh is weak, except perhaps for those who believe measuring marketing’s ROI is worth the effort. Every statement has been weighed.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Pointclear

APRIL 2, 2013

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

B2B 203

B2B LinkedIn PointClear Marketing 203

Pointclear

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. Lead Generation Poses Biggest Challenge for B2Bs.

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Open-ended, clarifying and probing questions are important tools. Pay attention. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

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

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. In his experience sales and marketing typically leads the economy. Training Tool: www.60seconduniversity.com. 60secondmarketer.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

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

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. Next, Dave Brock : In general, it's a very comprehensive, complete tool. I was surprised at the level of detailed feedback I received. Download it here.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead. Sales is sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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

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

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

SEPTEMBER 22, 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? As with other technologies, automating a bad process just leads to more bad results. You don’t have control over quantity and quality.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

SEPTEMBER 24, 2015

Is ABM the Holy Grail for 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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Click here to read Part 1. ). “Is

Account Based Marketing 100

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

Pointclear

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

OCTOBER 1, 2015

Is ABM the Holy Grail for 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? 2) Immediately increase the targeting, data intelligence, and account knowledge skills, tools and techniques required for this effort.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Lead Management. Sales Tool. B2B Lead Generation Blog. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. Trackbacks. Trigger Events.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

Pointclear

DECEMBER 10, 2013

Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. Make People Want to Work for Your Company.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

DialSource

JULY 8, 2020

If a potential lead doesn’t pan out, there’s no recovering the cost of the plane ticket and the hotel. 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. Outside sales is a high-risk, high-reward activity.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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

Fill the Funnel

NOVEMBER 10, 2010

Best Sales Lead Management Program – Unisfair. Dan McDade/Pointclear posted a good highlight of the conference from his perspective. Best Sales 2.0 Management – Brainshark. Best Sales Enablement Program – Big Machines. Best Use of Social Media for Sales or Marketin g - Adobe Omniture Business Unit. Solution - Marketo.

Twitter 74

Twitter Conference Omniture Airlines 74

Jonathan Farrington

JULY 10, 2013

I also took on my first “leadership” role at the tender age of eight, so you can assume that “leading from the front” has been a major feature of my commercial life. Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job. People do business with people, not with technology.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. And, if it has been reported by CSO Insights that sales leaders see lead volume/quality as more important than skills training and process, I think there is a disconnect. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

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. On average sales reps qualify less than one-third of the leads they are given. The result is leakage between marketing and sales on marketing qualified leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

MARCH 18, 2014

When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Stay Tuned.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

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. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored. No lead management system.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

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

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Pointclear

OCTOBER 31, 2013

For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Lori agreed that if marketing does have a process and they feel they’ve qualified a lead through that process, but sales doesn’t follow up, then yes, someone else should look at it and see what the issue is.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

MAY 1, 2013

Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

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. Tier 3: SMB/Channel Accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Let me go out on a limb and propose the top five media for your lead generation toolkit. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233