Pointclear

JUNE 18, 2013

You’ve heard me say that sales lead management is a system made up of a process, the software containing the elements of the process, and the people who execute the process. Failure of the salespeople to follow up means failure of the lead management system, which leads to…. A failure of lead generation and marketing.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

MAY 21, 2013

Inquiries must be managed, and managing inquiries is a process; a systems-based process with a multi-step route, which if pr operly thought out and precisely executed will bring huge predictable rewards. I am not asking about firms and software that solve only part of the riddle. CRM is a part. Marketing automation is a part.

Quota 191

Quota Hiring Marketing Forecasting 191

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. For marketing and sales leaders, your work stream is your CRM system.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

JULY 24, 2012

You see, managing sales leads involves a system, not one function. The definition of a system requires that it be made up of elements called an assembly of resources and procedures. Systems exist when parts, relationships and a purpose exist. Parts—sales inquiries, leads, software, and fulfillment.In

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

AUGUST 21, 2012

A cascading failure is a failure in a system of interconnected parts, in which the failure of a part can trigger the failure of successive parts. Such a failure may happen in many types of systems, including power transmission, computer networking, finance, bridges, sales and marketing, (the last two are our words). Keeping It Zipped.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

JUNE 13, 2011

It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. It means getting a marketing automation system to boost your return on sales leads by 300-400%. It means managing the sales lead process and not expecting a software program to do it for you.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

OCTOBER 18, 2011

” “They won’t use the CRM system.” ” “The CRM system is time consuming and doesn’t help me, just them.” Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. For instance, people might think they know how to evaluate something like network optimization software. How good was inventory control in 1970, before you had perpetual inventory systems?

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

OCTOBER 9, 2013

There are also so many automated software programs out there that marketing, especially, has become confusing for the average marketer. Jim has personally witnessed many companies revamp their sales and marketing arms by embracing accountability systems and becoming successful. Ultimately it’s still a matter of leadership.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Get new CRM software: Sales doesn’t like the one we have. As Casey Stengel said, “If you don’t know where you’re going, you’ll end up someplace else.”

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

MAY 30, 2012

He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise. Widespread Use of Outbound Marketing Among Software Providers.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. With a better system—you might have doubled, tripled, even quadrupled your production. If only you didn’t have to sort through the crates row by row.

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

MAY 10, 2012

” Christopher is seeing a lot of companies placing a lot of tablets in the hands of their sales people: “Cisco Systems is an example. He adds that using firm definitions like this supports lead acceptance: “I’ve seen many examples of a Sales Qualified Lead sitting in a CRM system and just getting cold.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

MAY 10, 2012

” Chris is seeing a lot of companies placing a lot of tablets in the hands of their sales people: “Cisco Systems is an example. He adds that using firm definitions like this supports lead acceptance: “I’ve seen many examples of a Sales Qualified Lead sitting in a CRM system and just getting cold.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. ” So companies on that learning curve are starting to develop and grow their competencies internally to drive these systems and start to get value. ” The Role of Social Media.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

FEBRUARY 27, 2014

Or, “Once this automation system is installed, it will take our marketing to the next level.” Marketers thought that the new CRM software would solve their customer service and customer retention problems. Think about it: if their clients can’t get the value from the software, their revenues are going to be impacted.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

APRIL 17, 2013

Nor does it take a genius to see that your CRM system isn’t working, no one likes it, the database is corrupt, reports are trash, and the pipeline is unreliable. The goat isn’t the CRM system; it’s the person who set it up, probably long gone. Maybe it’s the marketing manager who fails to manage the CRM system as a system.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

Pointclear

SEPTEMBER 19, 2011

” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). Is it the CRM system, without which so much important information would be lost? Is it the Marketing Automation system, without which 100% follow-up would be lost? Sales Lead Follow-Up is the Keystone.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. It’s a critical corporate function that should be integrated into everything a company does.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

MAY 5, 2015

Consider the experience of one software company: Content Marketing: Videos attract 300% more traffic and nurture leads. Too often I see marketing automation systems set up with triggered emails that are irrelevant and downright annoying to the prospect. Increased use of video. Not everyone wants to read a long article.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

PandaDoc

SEPTEMBER 2, 2020

What to check out: From Process to Profits: How Systems Will Increase Your Sales. The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. The company allows business solution users to review the software they use in their tech stack every day.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98