SBI

NOVEMBER 13, 2012

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. You’ll find articles, book reviews, webinars, and an “ask the expert” feature. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

AUGUST 28, 2012

This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Cost per Company.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

APRIL 24, 2018

The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) should be pulled out of automated marketing campaigns: If you wait for these targets to raise their hands by downloading a whitepaper or attending a webinar, you are going to lose to more agile competitors.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. Instead, reach out proactively and engage the prospect early on in the buying cycle. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

NOVEMBER 29, 2012

Webinar attendees aren’t leads; get me leads.”. Please tell us about a campaign before you launch it so I don’t have that ‘deer in the headlights’ look when a prospect says, “So tell me about the free iPad mini if I buy from you by the end of November.”. “I Webinar attendees aren’t leads. We want qualified leads.”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 This 45 minute webinar covers topics that will help you fix what is broken, including the following: 1. Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit.

Leads 124

Leads Marketing Qualified Lead Lead Generation Webinar Metrics 124

Pointclear

MAY 29, 2012

On demand webinars perform 5 times better than live events. Synchronize the client/prospect/employee experience across all channels. Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating).

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. Webinar: Introducing Playbooks™: Smarter Account-based Selling Fueled with AI. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

NOVEMBER 27, 2017

The same reason you primed the pump for existing territories with qualified prospects that close faster applies to new territories. Look to immediate events that can draw in potential buyers: webinars, local shows that you rejected before, etc. Punch up mailing to the prospect database with special offers.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

OCTOBER 30, 2012

You’ve got to give prospects a compelling reason to ask for more content. Step 3: Lure prospects into taking an action that connects to your sales funnel. Next, simply locate and/or attract qualified “conversations” with prospects. Inbound leads don't “just happen.”. The success formula is quite simple. Attract the Bees.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Pain, Priority, Process, Environment.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

JULY 7, 2015

The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. If they register for a webinar, the lead usually gets a higher number of points than if they view a webpage, but did they show up?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

MARCH 4, 2014

This happens when a company is using a variety of inbound methods—white papers, webinars, blogs, etc. — If your company shows this kind of pattern in its sales funnel, you’d be better off focusing on finding fewer, better prospects. but doesn’t have a strong qualification process in place. They don’t need inbound marketing for that.

Inbound 250

Inbound Sales Qualified Lead Top of Funnel Lead Qualification 250

Pointclear

JULY 11, 2013

Authority (this one makes Ardath want to grit her teeth): In most cases the C-level contact is not the person “building a relationship with your company, or reading your content, attending your webinars or sharing your infographics.”. But think carefully about how you define this; is it a need or really a want? For the buyer?

Lead Rank 237

Lead Rank Lead Scoring Webinar Metrics B2B 237

Pointclear

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. A systematic approach here does a better job of identifying potential prospects and sales opportunities.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

AUGUST 22, 2018

They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns. Alternatively, starting with highly targeted prospect lists, laser-focused outbound marketing campaigns provide sharp-shooter sales teams with fully qualified leads.

Sales Qualified Lead 113

Sales Qualified Lead Lead Generation Cost per Lead B2B 113