ViewPoint

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. In that blog, I write: “The bottom line is that you should be speaking to prospects from the top of the funnel to the bottom of the funnel.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. Every business needs new customers. Business marketers spend an average of 18.6%

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MAY 12, 2011

Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. The rest will likely decide on a competitive solution simply because they didn’t know about yours.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

NOVEMBER 8, 2017

In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. Employing a 4 x 4 research approach (this is how our team is trained) is to spend a total of four minutes looking at four different data sources: The prospect’s website. The subjects of the prospect’s tweets. They had not.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

APRIL 6, 2017

We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. Any interest in a short chat?

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

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. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. Putting a good salesperson in front of the wrong prospect is unlikely to generate revenue.

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Cold Calling Lead Scoring 120

ViewPoint

SEPTEMBER 9, 2016

If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Emails sent to me oblivious that I’m not a prospect. B2B marketers ignore it at their peril.”.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

SEPTEMBER 13, 2016

Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. 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.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels. Via B2B Marketing Insider. Staple Yourself to a Lead. Build A Content Hub That Converts.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). Marketing serves sales, to generate new interest from new prospects. Sales serves those prospects and their goal is to get their business.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. Or are you among the few that are kickin’ it?

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. Do B2B marketers not sell to the "Business Consumer?" Do B2B marketers not sell to the "Business Consumer?" There's no such thing as B2B. People are.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

NOVEMBER 16, 2017

The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. How do my colleagues at PointClear and I keep from falling into this trap? One simple trick. The moment a phone contact is made, we’re all ears.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 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. One company wanted to find out just that so they surveyed their 1,500 B2B salespeople. Can Fewer Leads Mean More Sales? Does this sound familiar? Via Heinz Marketing.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. The role of prospect development is to close the gap between marketing and sales. 2) Or, dismiss them outright.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JUNE 11, 2013

As prospects convert to qualified leads, the handoff to sales should be smooth and accurate. Marketing and sales teams must practice the hand off of visitors, suspects, prospects and qualified leads. What winning tactics does your team use for B2B marketing and sales alignment? Rehearse the exchange over and over and over.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. For many, this is a remarkable takeaway.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. Tap CRM to Give Your Customers a Pleasant Surprise.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. Motivate Your Sales Team with These 13 Ideas That Work.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

DECEMBER 8, 2016

Prospect has multiple regions, each with their own process and nuances. The industry has been down so they need to grant more credit, and (most importantly). He has a goal to streamline their global credit decision process. The DRM has only been there a couple months, but this is a priority.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 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 read more here. What is the “right” price to pay for leads?

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Signing off now from the 2012 MarketingSherpa B2B Summit. Nurturing leads increases revenue by 125%—yet most companies don't do it. A crowd of over 200 enjoyed the day as did we.

Marketing Qualified Leads 120

Marketing Qualified Leads Leads Lead B2B 120

ViewPoint

FEBRUARY 2, 2011

So at the start of 2011, here are a few bigger trends I see shaping the way B2B marketers will do business in the coming year. It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. In other words: B2B marketers + social = lots of room for improvement.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. greater than “cold” outbound prospecting and nurturing.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

SEPTEMBER 26, 2011

Paul is a speaker, writer and B2B social media strategist. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. The number one most popular use of Facebook by B2B companies is recruiting. Graphic credits: Ignite Social Media

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

JUNE 2, 2016

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. Prospects will move up and down in the funnel. No Response.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 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. B2B marketing and sales teams must agree on the sales-ready lead definition. Are you finding what you need?”.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. They also work really well when it comes to identifying prospects, uncovering needs … and progressing them down the pipeline. But the opposite is true. Pay attention.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

AUGUST 30, 2012

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? So, you can’t wait for that condition to occur to begin selling to the prospect. Ultimate benefits resonate with your prospects’ or customers’ professional desires. Once that level is fulfilled the next level up is what motivates us, and so on. Save lives.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

ViewPoint

JANUARY 10, 2018

There would be, assuming you could find them, some real prospects. 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. Sound familiar?

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207