ViewPoint

JANUARY 15, 2013

Large, strategic waste services company—since 2010. Large, regional energy company—telesales since 2010. Another very large software and services company—since 2010. Another global healthcare software and services company—since 2010…. Large call center and security software company—since 2009. Disqualified (21%).

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

SEPTEMBER 29, 2015

Even in companies with a TAM in the many thousands, there are key accounts and current customers that can be segmented for ABM applications while leaving the remainder of the marketplace to the normal marketing automation applications. As technology continues to be simplified and automated, 1-1 selling through ABM will become commonplace.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

JULY 10, 2012

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).

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

MARCH 13, 2014

In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. The key, though, is to re-segment based on each cycle’s results and continue to improve the prospect list.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

AUGUST 28, 2012

Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JUNE 27, 2011

In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards.

Lead Generation 120

Lead Generation Lead Ranking Marketing Qualified Leads Sales Qualified Leads 120