ViewPoint

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. 5 Buyer Behaviors Reshaping B2B Marketing. CMO Council study: Content has significant impact on buying process.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. Obtain Executive Buy-in. However, implementing it throughout the organization will go nowhere unless you have executive buy-in. Well, we’re in the dog days of August.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

OCTOBER 20, 2011

Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Here are their comments: Dave Brock: “The customer is wherever they are in their buying process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

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

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. B2B marketers ignore it at their peril.”. Look for Part Two of this series – What percentage of the buying process is complete before sales needs to get involved? Cold calling is dead. Marketing and sales are aligned.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Video] Why Prospects Avoid Making Buying Decisions. Watch to learn her advice on a common sales challenge and how to potentially overcome it and influence the buying decision. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. 57 – 90% of the buying process is not complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Buying cycles are changing.

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Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Second, behavior changes depending on whether customers think they know how to buy. That’s a big improvement.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are salespeople relegated to the last one-third of the buying process? Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

AUGUST 30, 2016

Every business is a bit different; however, people buy things to solve business issues based on the solution fit, the reputation of the company selling the solution AND the effectiveness of the sales person. No one outside gets us. Most of the good sales people do not dream of becoming technical experts.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? Will it bring another evolution in the ever-changing buying and sales processes?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MARCH 22, 2011

How does it relate to B2B marketing? buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

NOVEMBER 8, 2017

At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

DECEMBER 14, 2016

Per Bob Apollo , simple formulas such as “BANT (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. Bob recommends using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

JANUARY 4, 2018

Others stated that the range is between $35 – $100 for a B2B lead. Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. You can’t cost effectively buy quality leads for low price and low margin offers.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

JULY 19, 2012

He says marketers should be thinking along the lines of how their customers view their own buying processes—rather than along the lines of how do we convert leads. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 16, 2016

Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights. and to be quite honest I have been a little irritated by these comments.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” But what it suggests is that an inbound lead / customer has already established their needs, the solutions they want to buy, and how much they want to pay. ” “Inbound rules.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

AUGUST 16, 2018

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Often hot leads are really buying companies that have already been sold by another vendor. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

JANUARY 10, 2018

One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. High quality B2B teleprospecting and telequalifying are key to turning the garbage into gold. I can guarantee, however, that there will be a new snake oil offered that people will buy. Leads are hard.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JUNE 2, 2016

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 9, 2016

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

JULY 7, 2015

Here’s what I mean: If they visit your blog and read the latest 3 posts written on different topics, are they actively showing progress toward the intent to buy? The Flawed B2B Approach. Three flaws: B2B lead scoring focuses on individuals vs. groups. individual) dynamics, which is so critical in B2B. to rank and score.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MAY 23, 2011

In case you are not familiar with this new way to buy prospecting data, let me provide some background. Response files , made up of individuals who have taken some kind of action, like subscribe to a trade magazine, attend a conference, or buy a product. Have a look at the reports here: 2009 and 2010.

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Resources B to B Work Management Marketing Management 120

ViewPoint

MARCH 1, 2016

In January, 2016 Julie Schwartz of ITSMA stated: “It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers? So why is ABM the new must-have for B2B marketers?

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

NOVEMBER 17, 2017

Join John and me as we shed new insight on this topic, as well as related issues, including: The need for a common lead definition , agreed upon by both Marketing and Sales; The importance of a moderating entity that makes the final call on whether a lead is really a lead (I call this the judicial branch )—if it’s not, Marketing needs to nurture it; (..)

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Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

JANUARY 22, 2016

What B2B Companies Did Well in 2015? One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort. go out and buy it. Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

NOVEMBER 17, 2016

Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.

Lead Qualification 120

Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

FEBRUARY 8, 2017

Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Instead, reach out proactively and engage the prospect early on in the buying cycle. It's not, however, the quantity of leads that counts. Create value.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

APRIL 21, 2015

In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Follow-up can be accomplished by someone other than a sales representative until the prospect is ready to buy. B2B Marketing B2B Sales' Out here, a man settles his own problems.".

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Marketing Automation Services Blogger 120