Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]
SEPTEMBER 29, 2015
I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. 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. 5,686. Number of U.S.
5 Critical Things to Consider When Evaluating Lead Generation Companies
JANUARY 15, 2013
Large call center and security software company—since 2009. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales. This article is about how to select a partner once you decide to go in that direction. years. D&B —since 2003.
Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing
JULY 11, 2013
According to a recent report by Custora, customer acquisitions from email marketing have quadrupled since 2009, exceeding that of leading social networks. 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. Via MarketingProfs.
PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
OCTOBER 11, 2012
Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. He is a frequent speaker, blogger and contributor to many B2B marketing publications. 2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0.
Sales cycles squirrelly in 2009?
JULY 27, 2009
MARCH 22, 2009
Aberdeen's B2B TeleServices: The 2009 Buyer's Guide
DECEMBER 10, 2009
Big Hand Theory, Jack Welch and Hiring for Sales Lead Generation
DECEMBER 4, 2009
Driving Revenue: Ten Actions Senior Management Must Take Immediately
NOVEMBER 12, 2009
Judicial Branch Needed to Keep Sales Lead Management Honest
NOVEMBER 3, 2009
Lead Generation: If your life depended on making a sale…
OCTOBER 23, 2009
Sales Process: Even a Man Lost Knows Where He Wants to Go
OCTOBER 16, 2009
Cold Calling: Often we don't fail, we just give up…
OCTOBER 9, 2009
Take This Lead and Shove It!
SEPTEMBER 25, 2009
Ten Critical Questions to Ask about Your Marketing Strategy
SEPTEMBER 11, 2009
Why Sales Lead Generation Has Such a Bad Name!
AUGUST 24, 2009
Lead Generation—What I have learned. the hard way.
AUGUST 14, 2009
Truth #8—Segmentation and Closed Loop Marketing are Critical
AUGUST 4, 2009
Marketing and Sales in 2012–Integrated Marketing is the Sales Solution
JULY 20, 2009
Truth #7—Attributes of a Well-Qualified Lead
JULY 13, 2009
Truth #6—Best-in-class Prospect Development
JULY 3, 2009
Truth #4—The Truth about Sales Leads
JUNE 19, 2009
Truth #3—Cost per Lead Based Marketing Kills Companies
JUNE 5, 2009
Truth #2—Your Sales Force Needs Fewer Leads
MAY 29, 2009
Truth #1—Marketing and Sales Alignment is the Key to a Winning Hand
MAY 22, 2009
Aberdeen's B2B TeleServices: The 2009 Buyer's Guide—Last Chance
JANUARY 22, 2010
New Response Databases - Valuable Resource for B2B Marketers?
MAY 23, 2011
Have a look at the reports here: 2009 and 2010. Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. The main concern we hear about is accuracy. Is the data correct? Is that person still in that job?
Bulls, Bears, Bernanke and BtoB Lead Generation
JULY 10, 2012
Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur). We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. Lead rates never dropped to zero.
2009 Big List of B2B Marketing and Sales Blogs
Proteus B2B Marketing Blog
AUGUST 27, 2009
With all the micro-blogging, I’ve often wondered whether the number of bloggers who actually create original, substantial content is decreasing. Don’t get me wrong, you can create meaningful thought in 140 characters, but it’s a lot easier to write 140 characters (no matter how well crafted) than it is to consistently create original content for [.].
Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.
2009 Junta42 Golf for Autism Another Success - $30k in Proceeds in 3 Years
AUGUST 17, 2009
Our original goal for 2009 was $12,000. 2009 was our first year and we have every intention of participating next year. It was another perfect day for an amazing cause. On August 14th, nearly 100 golfers and over 80 sponsors and contributors came together to raise more than $10,000 to help get children with autism get speech therapy services. All proceeds for the event go to Easter Seals Northern Ohio. By late 2008, it was apparent that this year was going to be much more challenging. All told, we feel pretty good about surpassing the $10k level. Thanks Joe!
6 steps to writing a better Request for Proposals, a primer
JUNE 19, 2009
We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". However, too often the RFP process is run by people who have never experienced the process before, either from the issuer or vendor side, and essentially don't know what to say or what to ask.
Winners of the 2009 Markie Awards
Digital Body Language
NOVEMBER 4, 2009
It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience. The competition was intense this year with submissions from all sizes of companies, all industries, and all regions of the world.
What Exactly IS Digital Body Language?
Digital Body Language
JUNE 18, 2009
I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. However, I have not really taken a moment to define the term, as I realized recently after a presentation on the topic. So what is it? What we are referring to when we talk about Digital Body Language is the aggregate of all the digital activity you see from an individual.