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. PointClear associates see this in action every hour of every day. I recently wrote a blog called How Much Does a Lead Cost.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

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

Biznology

APRIL 6, 2016

Good news: B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. It’s pretty bad,” they’ll say. It’s a mess.”

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Sales Coaching - The Use and Abuse of Modeling. Sales needs to go beyond to provide financial justification.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 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? Via Heinz Marketing.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 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

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. Is this a person with authority to buy? At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

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

JANUARY 22, 2018

Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. Can companies reach the holy grail of marketing—the perfect lead?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ANNUITAS

AUGUST 30, 2011

However, for many B2B marketers, 2012 planning is right around the corner and usually starts right after Labor Day. Obtain Executive Buy-in. However, implementing it throughout the organization will go nowhere unless you have executive buy-in. This post originally appeared on the PointClear blog.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ViewPoint

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. Zero in on prospects with high propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. These sales professionals accept responsibility for working all leads to the finish, win or lose. So how do you get from here to there?

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

DECEMBER 1, 2016

4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus and no company firmographics and no telephone numbers). 117 appointments with people in the right companies but may or may not have any need or authority to buy. None of the above.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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

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

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JANUARY 9, 2014

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Value is important, but B2B buyers are often deeply invested at a personal level in the decisions they make.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management. General B2B Marketing & Lead Generation. Maximizing Lead Generation: The Complete Guide for B2B Marketers.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

APRIL 19, 2017

Buy them both. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JUNE 16, 2015

Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested. You don’t have to buy my numbers. Most companies stop here.)

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

MLT Creative

MARCH 14, 2011

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. The author of The Truth About Leads addressed the group of B2B marketers (ironically half sales, half marketing) about his philosophy for achieving marketing and sales alignment. The personal reasons why people buy things.

Marketing Qualified Leads 40

Marketing Qualified Leads Lead Ranking B2B Sales PointClear 40

Heinz Marketing

APRIL 22, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring some of the best and brightest minds in B2B sales and marketing today is absolutely no different. It’s live every Thursday at 11:30 a.m. How did this come to be for you?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

DECEMBER 21, 2017

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. The test phase confirms the market segments that are more likely to buy, and are therefore worthy of marketing investment and resources. Want to know more? We have an ebook that provides more information.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. The test phase confirms the market segments that are more likely to buy and are therefore worthy of marketing investment and resources. Most know that there is no such thing as a “good list”. Keeping data clean is critical to lead generation success.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

FEBRUARY 7, 2018

Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. You can’t buy the labor required to accomplish this task for $28,000 per year, or $13.46 How much should a lead cost? Increase the number of leads required per individual per week from 4 to 7.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

JULY 11, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. Acquity Group created an infographic that takes a look at buying trends based on generation. B2B Marketers Benefit from Customer Reviews.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

ViewPoint

AUGUST 1, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Learn how to guide your customer through the buying process without removing the customer’s sense of urgency. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

AUGUST 3, 2010

Best of B2B Marketing. True Confession: I Don’t Have a Social Media Strategy - Dianna Huff - B2B MarCom , July 22, 2010 Social media gurus tell you to have a strategy. July 1, 2010 to July 31, 2010. Featured Sources. The following are the top items from featured sources based on social signals. Are you Being Discovered?

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

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. Marketing became further educated when they asked sales about the customer buying process and the sales selling process.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Hubspot

DECEMBER 17, 2012

Pointclear interviewed one Karen Hayward, EVP and CMO for CenterBeam, who had a great quote on this idea of outsourcing that should help organizations vetting good service providers. If there is absolutely any talk of black-hat tactics, like link farming or link buying, run for the hills! Social Media & PR.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28