Pointclear

OCTOBER 24, 2013

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. She spent six years in management consulting and 52 quarters in software sales. This allows you to then read and share their content across your social networks.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Big Data is too much noise with too much responsibility placed on the receiver, which is most often a sales rep.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. 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. Toss the technology.

Face-to-face 250

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

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

NOVEMBER 27, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Sometimes those people are us! The Bottom Line.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Demand creation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Of course, that’s still nowhere near what a sales person would consider a lead.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S. in Business and an M.B.A. in Marketing Management.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JUNE 23, 2015

I met with a prospect yesterday. The founders are not “sales” people but “product” people. They have four salespeople (implied overhead) and a fledgling distributor network. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A available buyers).

Marketing 100

Marketing Hiring Construction B2B 100

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: 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. Marketing provides air cover by nurturing and educating their known universe of prospects.

Account Based Marketing 100

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

Pointclear

APRIL 4, 2011

Manufacturer's dealing with OEM and distributors—trying to develop marketing and lead programs for a distributed partner network. Sports and Entertainment delivering personalized messages to drive more ticket sales. The bickering and obsessive competition is turning prospects away. Can you provide a couple of examples?

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

APRIL 25, 2011

If marketing is only focused on the first, they’re leaving the bulk of the process to sales. The problem here is that salespeople don’t want to nurture prospects—they want to sell to them. There's also proof that, due to this change, sales is only invited into the last 1/3 of the buying process.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

APRIL 13, 2012

Jeff joined Forrester after spending 20 years in sales and marketing. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. Two reasons why marketing automation will reach a tipping point this year.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MAY 1, 2012

In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale. B2B sale complexity impacts cost-per-lead. The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

MAY 2, 2012

He adds that inbound marketing is generally thought of as search optimization and links so that prospects find you either through a search or by reading something interesting that is linked to you. He adds that those prospects should be considered more highly qualified because they have expressed an interest in something you do.

Social Media 180

Social Media Media Inbound ROI 180

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. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2012

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. and another 10% in Canada.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165