ViewPoint

NOVEMBER 7, 2017

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. As a program director, she’s insightful, analytical and, yes, inspired. Look for Kimmy’s name in the “People in Lead Generation Companies” category.

Sales Qualified Leads 159

Sales Qualified Leads Lead Management Sales Leads Lead Qualification 159

ViewPoint

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. Read Is it Better to Insource or Outsource Lead Generation?

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

FEBRUARY 28, 2018

What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 20, 2016

Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Tier 2: Inside Commercial Accounts. Tier 3: SMB/Channel Accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. Predictive Analytics, At Last. Chad Burmeister always has an interesting perspective: 2015 is the year of predictive analytics, finally. Why did we ask? Because we care about quality leads. It’s what we do. Sales must collaborate with marketing.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

APRIL 11, 2018

Approximately 20% to 30% of leads generated are as the result of a call back or email reply. Cadence is a rhythmic flow of activity—with an important analytical component. After navigating to ensure that we have the right contact(s), we deliver a story to prospects we don’t reach live using voicemail and email. Let me explain.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

MAY 5, 2011

CRM unites areas like sales force automation, lead management, customer service, and analytics. ERP unifies and extends materials requirements planning, computer-integrated manufacturing, and distribution.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.” Step 2 – Data Gathering. For this step, you need to go deeper.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 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

DECEMBER 8, 2011

Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

AUGUST 21, 2013

People just did not understand how analytical and smart catalogers were (and continue to be). Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced. In the 1980s, I made a living running direct mail marketing companies, or catalog companies as they were known.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

MARCH 6, 2012

According to Aberdeen , 40% of the sales-forecasted pipeline among Best-in-Class companies is generated by marketing, compared with 22% among Industry Average firms and 13% within Laggard companies. The key is to unearth trends and anomalies and make the necessary adjustments, while also tying marketing activities to revenues generated.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 20, 2012

Bob describes how overreliance on inbound marketing carries the risk that reps’ only role will be as super closing machines dealing with leads being generated by marketing automation activity: “They’re going to have a marginalized job that says, ‘Well, we’re only going to have reps work on things if the algorithm says they should.’”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 10, 2012

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. That is, continuing to add features: social features, lead generation features and analytics. He comments, “Salesforce.com is a good example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. That is, continuing to add features: social features, lead generation features and analytics. He comments, “Salesforce.com is a good example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 120

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

ViewPoint

JULY 9, 2015

Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Chad Burmeister is excited about predictive analytics, despite what he sees as their shortcomings. Why did we ask? And sales is sick of it. Here's the problem. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 2, 2012

Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. A survey I saw just last week—a MarketingSherpa survey—listed social media marketing as a very low ROI generator.”

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. By leveraging business intelligence and analytics solutions such as Lattice Engines, sales organizations are able to know precisely what targets they want to go after.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. More pervasive role for analytics, data and information. Sales organizations are focused on generating profitable revenue and some of those financial outcomes.”. Bob earned his MBA from Emory University and his BA from Washington and Lee University.

Process 120

Process Allocation Marketing Management Peer-to-peer 120