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? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Measuring marketing’s contribution to revenue. Tier 2: Inside Commercial Accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

APRIL 11, 2018

He landed a huge lead for our client (with a $1 billion company). There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. Obviously our objective is to deliver Leads, which are ready to be turned over to sales now. If they want to talk to us now, they’re a Lead.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

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

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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?

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. 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.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 20, 2015

In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. 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

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. Four Foundational Elements of Marketing Analytics Success. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. People just did not understand how analytical and smart catalogers were (and continue to be). In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle. Cold vs. Gold.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Every marketer should take a sales guy to lunch. 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.”.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 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. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

APRIL 2, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. Marketing Automation Software That Delivers the Most Data Wins.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

MAY 5, 2011

CRM unites areas like sales force automation, lead management, customer service, and analytics. The core idea of RPM naturally brings to mind other approaches like CRM and ERP, both bringing strategies, applications, and integration together into unified wholes.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 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

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. That is, continuing to add features: social features, lead generation features and analytics. Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine. What can I do?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. That is, continuing to add features: social features, lead generation features and analytics. Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine. What can I do?

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

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. Marketing Sales Alignment: The Benefits of a More Active Role for Marketing.

Organization 120

Organization Work Management Marketing Management Marketing Budget 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

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Sales Quotas & Optimistic Expectations for Quicker Economic Recovery. The Role of Revenue Performance Management in Marketing and Sales Alignment. My guest today is Bob Thompson.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 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

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. Kyle Porter.

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. 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.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 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

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. 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.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

NOVEMBER 20, 2012

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. More pervasive role for analytics, data and information.

Process 120

Process Allocation Marketing Management Peer-to-peer 120