Pointclear

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Any interest in a short chat? Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

OCTOBER 1, 2014

If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. Sure—plenty of people are there for Hilary and Bruno, but if you’re there for the spectacular networking, do yourself a favor and download this book. B2B Sales Sales Leads'

eBook 222

eBook Conference ROI Networking 222

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Click to start video at this point — Tony explains that If you leave it to chance for the buyer to find you, you miss the bigger picture of the buyer''s network. My guest today is Tony Zambito. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. This cross pollination fosters relationships and widens your network. Today''s Featured Guests.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

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. Of course what I am thinking about are the functions of sales and marketing. Cascading failures usually begin when one part of the system fails.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

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

DECEMBER 12, 2013

put there by networks, for the most part, with good intentions towards fulfilling our desire for entertainment (and generating revenue), but without the situational context that’s required to meet people’s needs. 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

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

JUNE 7, 2011

Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. Craig works with business and industry experts to cultivate the Focus.com network. directly to sales, the programs will fail. It works now and has for years.

Lead Generation 229

Lead Generation Campaigns Sales Qualified Lead Lead Rank 229

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

AUGUST 14, 2013

Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities.

Social Media 203

Social Media Media Twitter Social Selling 203

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

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! As it turns out a lot.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

JUNE 23, 2015

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 That is, if anyone knew about the product.

Marketing 100

Marketing Hiring Construction B2B 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. Can you provide a couple of examples? Could this be part of what is holding the industry back?

Marketing 173

Marketing Vendor Enterprise Enterprise 173

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. Have a coordinated effort that involves both marketing and sales.

Account Based Marketing 100

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

Pointclear

APRIL 25, 2011

If marketing is only focused on the first, they’re leaving the bulk of the process to sales. There's also proof that, due to this change, sales is only invited into the last 1/3 of the buying process. With a complex sale, there's a lot of knowledge transfer that must happen. This is why so much lead wastage is going on.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

JULY 11, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. Via Marketing Land.

B2B 193

B2B PointClear Marketing Lead Rank 193

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

SEPTEMBER 12, 2011

He is an experienced online marketing professional with a history of developing personalized, relevant, and timely communications to help businesses close more sales. Creation of an employee social network. Creation of a customer social network and product social network. completed the performance.

Jigsaw 150

Jigsaw SalesForce Ideal Customer Profile Scale 150

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. Qualify prospects around required criteria.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

MAY 2, 2012

He likes both Cisco’s The Network and Intel’s Free Press for reinventing their press rooms as media organizations. how networks are transforming education or how television is becoming an interactive experience. Your photos from your annual customer meeting can be slides on Flickr.

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