ViewPoint

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 6, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It’s also more than just lead generation.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 20, 2015

In part one , I provided insight into the why and what of a lead-to-revenue assessment. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? In my world, there are four distinct steps in conducting a lead-to-revenue assessment.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Marketing Qualified Leads 120

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

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

MAY 20, 2016

Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. Organizations targeting large enterprises are already familiar with the potential clients that exist in this saturated space, so it’s difficult for marketing to source new leads.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

MAY 23, 2013

According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. Delivering relevant content was cited most often as the method that would improve email efforts, followed by lead-nurturing programs and the content''s quality and volume.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

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

APRIL 12, 2013

So is the idea of a waterfall, a pipeline or any other metaphor that leads marketers to believe that leads flow in a linear fashion.”. CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 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

APRIL 2, 2013

James Obermayer, executive director and CEO of the Sales Lead Management Association and president of Sales Leakage Consulting shares his views about the relationship between successful B2B marketing and using the best marketing automation and analytics tools. Marketing Automation Software That Delivers the Most Data Wins.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

AUGUST 21, 2013

People just did not understand how analytical and smart catalogers were (and continue to be). Another study by the Corporate Executive Board states that while average-performing reps flock to inbound leads, high-performing reps deprioritize inbound leads, choosing instead to focus on larger, more strategic and earlier stage deals.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

MARCH 22, 2011

And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Lead Scoring is Seller-Centric. article cited a statistic from CSO Insights that 60% of marketing organizations used some form of lead scoring before passing leads to sales.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. ” Marketing & Sales Alignment Via Shared Lead Definition. Click to start video at this point — Christopher talks about the importance of marketing and sales agreeing on the definition of a lead.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. ” Marketing & Sales Alignment Via Shared Lead Definition. Click to start video at this point — Chris talks about the importance of marketing and sales agreeing on the definition of a lead.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 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

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.

Lead Nurturing 120

Lead Nurturing Lead Scoring 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.

Organization 120

Organization Work Management Marketing Management Marketing Budget 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? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 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. Are you keeping your eye on the ball so you get those hits that lead to wins? Why is that? So those are a few things on my radar this new year. What about you?

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 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 2, 2012

Paul also describes the way LinkedIn has created a whole new dimension with the ability to research leads and better understand both who the influencers are in a target company and who you may have a connection to. These are cold leads, and they are usually not very well qualified. You need to treat them like that, though.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 7, 2015

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. This is part two of a two-part blog. Click here to catch up on part one. ).

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. They’re far behind the leading adopters of social media like technology firms, so there’s a lot of ground to be made up there.”. and another 10% in Canada. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120