ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 22% of more than 20,000 raw leads converted to qualified leads. million in new business was added to the pipeline.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 20, 2016

Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. ABM is only a black box if by ABM you mean deploying technology and analytics without knowing why or how they’re being used to reach goals. That’s just part of being a smart marketer today.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We I am really interested in the finer points of value selling, which is why I constantly reach out to credible sources to make sure we're on top of the industry's best thinking on the topic. The best product, at the best price, does not always win the order.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Scott Brinker , author of Hacking Marketing, a great book about agile practices in marketing, sheds more light. They won’t get followed up.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. 2013 Changes: Social Media, Mobile, Analytics & Productivity. More pervasive role for analytics, data and information. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120