ViewPoint

NOVEMBER 7, 2017

As a program director, she’s insightful, analytical and, yes, inspired. Look for Kimmy’s name in the “People in Lead Generation Companies” category. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

Sales Qualified Leads 159

Sales Qualified Leads Lead Management Sales Leads Lead Qualification 159

ViewPoint

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? In our experience here at PointClear, very few companies are getting it right.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MAY 23, 2013

Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 Four Foundational Elements of Marketing Analytics Success. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago. Marketing + Technology = Competitive Advantage.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company). Cadence is a rhythmic flow of activity—with an important analytical component.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: 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. 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

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. Hence the 35% used in this example.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

MAY 5, 2011

CRM unites areas like sales force automation, lead management, customer service, and analytics. RPM is being positioned in a similar way: a strategy, an application, analytics, and integration that bring together demand generation, marketing automation, lead nurturing, and lead management to measure, manage, and drive top line revenue growth.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

APRIL 12, 2013

Among seven myths that undermine b2b marketing success, Glass also suggests too much emphasis on last-click attribution, ignoring the power of display ads together with direct response, and more concern about getting in front of the right company instead of the right people.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

APRIL 2, 2013

Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

AUGUST 20, 2015

Gather the revenue influencers in your company—CEO, marketing, sales, operations, IT—to gain insight into the way your internal teams work together. Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.” Step 1 – Revenue Influencer Feedback. Step 2 – Data Gathering.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

DECEMBER 8, 2011

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. ” In other words, it may be difficult to know your specific ROI but your ability to model and measure approximate if not 100% precise answers is getting better all the time.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

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. A hand raiser isn’t a real lead (that is, sales qualified) until they’ve had engagement with a representative of your company to find out the answers to the questions above.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 21, 2013

It appears that most of the pundits on this topic have a problem with outbound cold calling or what is sometimes called “interruption marketing” because when they think of cold calling they only think of the mindless smiling and dialing that far too many companies still do today. The reality is that cold calling is alive and well.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 17, 2012

Timothy Wise a VP at Ring2Media jumped in to say that as a lead generation company he has more issues in dealing with sales management than with marketing (the experience issue). If a company wants to spend money that is unaccountable, just divvy up the marketing budget between regional sales managers. Sean Callahan. Sean Callahan.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. For example, they need to spot market opportunities like places where a company can expand.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. And analytics expertise without leveraging technology results in uninformed “what ifs” and conjecture.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

FEBRUARY 2, 2011

A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. Still, most B2B marketers have yet to truly embrace the full social toolset for their business. Why is that? But producing any old content isn’t enough.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

SEPTEMBER 20, 2012

It’s generally not been the case that companies have a flash of insight and say, ‘Hey, we ought to do something different.’ It’s customers who are breaking down these silos and forcing companies to take a fresh look. And RPM to me is really embodying how companies are reacting to that change from customers.”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 10, 2012

Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.” ” He says the latter is not always easy because it’s tough to convince other people inside the company to do something other than their normal job. ” Marketers: Learn, Get Involved & Blog.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.” ” He says the latter is not always easy because it’s tough to convince other people inside the company to do something other than their normal job. ” Marketers: Learn, Get Involved & Blog.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MARCH 22, 2011

There are a variety of web analytics and web feedback solutions that can give you insight on how well the buying process is working for buyers. Brands matter because companies act just like people when it comes to evaluating what products or services to buy. Look for opportunities to get prospect feedback. Building a great B2B brand.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JULY 9, 2015

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Most companies are not using any form of predictive analysis to build their lead scoring; it is all gut instinct. Why did we ask?

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 5, 2015

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

MAY 2, 2012

Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele. Companies will quickly reach a limit on the number of people interested in following them with this approach. Social Media: What's Hot? ” The Mistakes Being Made in Social Media.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 7, 2015

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. Early research for the first book on managing sales leads had “did-you-buy” research which showed that sales increased from 30-50% or more for those companies that placed just a single call to prospects.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. He sets a context by noting The Sales Management Association is made up of sales and sales operations leaders in predominantly B2B selling organizations at medium-sized to large companies—with about 70% based in the U.S. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120