ViewPoint

NOVEMBER 2, 2010

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Lead Generation 120

Lead Generation Practices Leads Lead 120

ViewPoint

AUGUST 19, 2010

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Practices 120

Practices Best Practices 120

ViewPoint

NOVEMBER 9, 2010

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Lead Generation 120

Lead Generation Segmentation Practices Generation 120

ViewPoint

OCTOBER 6, 2010

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Lead Management 120

Lead Management Education Sales Leads Practices 120

ViewPoint

JULY 7, 2010

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Webinar Metrics 120

Webinar Metrics Practices Best Practices 120

ViewPoint

NOVEMBER 16, 2010

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Lead Generation 120

Lead Generation Practices Generation Best Practices 120

ViewPoint

APRIL 16, 2018

While marketing does need to enable a field sales team to focus on what they do best—which is close deals—they can’t do that if the leads they’re sending over are not qualified and nurtured. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

AUGUST 17, 2018

Often sales and marketing haven’t collaborated on such fundamental issues as who their audiences are, how to best reach them and once they do, what to say. It is possible for your organization to get better ROI on marketing … to keep your sales people focused on what they do best … and to close 5 times more deals.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

MAY 16, 2017

Technology is great at automating best practices, but you have to have them in place first. When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

MAY 20, 2016

The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

DECEMBER 27, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. See more …”. You should be speaking to prospects from the top of the funnel to the bottom of the funnel.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

MARCH 25, 2015

Mike offers a few practical ideas: Make it a priority. Practice the discipline of making appointments with yourself to focus only on prospecting. The last point Mike addresses in this section is one of the most frequently asked questions he’s received over the years: What’s the best time of day to prospect? Mike’s answer?

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

AUGUST 20, 2018

In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead development function. If you are inspecting outcomes and conducting in-depth analysis at every step, you can substantially improve results. Whose job is lead filtration, qualification and development?

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. The best example of this is an appointment setting company that charges by the appointment. But it is NOT 50% of the sales-qualified leads they work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

APRIL 14, 2017

In the new era, there’s no throwing raw leads over the fence and hoping for the best; and there’s no “this lead’s no good” at-a-glance judgement. That means Marketing has to wait to turn over leads until they are sales-qualified—including doing all the nurture activity needed to get them there.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

OCTOBER 20, 2017

Best practices that make it possible for each member of our team of seasoned sales prospecting associates to make an average of 80 dials a day. This number is based on compiled, aggregate data from a variety of 3 rd -party sources, and it shows that you not only save when you outsource, but you almost double your sales productivity.

Sales Qualified Leads 149

Sales Qualified Leads Lead Generation Sales Leads Lead Scoring 149

ViewPoint

JUNE 11, 2013

Team members then work together relentlessly rehearsing baton exchanges as each member performs his best, accelerating to complete his leg of the race. Each is expected to do their best in their area of expertise. Marketing and sales teams must practice the hand off of visitors, suspects, prospects and qualified leads.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

AUGUST 6, 2018

Then look at the productivity gains possible using a best practice, outsourced solution. Taking the time to continue conversations with qualified targets even if the times not right for them (yet) to buy is well worth the effort. Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? 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

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We I am really interested in the finer points of value selling, which is why I constantly reach out to credible sources to make sure we're on top of the industry's best thinking on the topic. The best product, at the best price, does not always win the order.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before.

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

MAY 23, 2018

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 approaches, all with examples on how to best utilize customer insight. Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

MAY 28, 2015

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. After all … we’ve seen it all.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

NOVEMBER 29, 2011

The book discusses both best practice strategic approaches and specific tactics to correctly target markets, qualify sales-ready opportunities and nurture long-term leads. Published by CRM Buyer, the article made it into the round of finalists by winning a monthly “best article” competition this year.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

APRIL 28, 2015

Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions. 3) Execution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

NOVEMBER 2, 2016

Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. There isn't a senior executive at any company across the globe that doesn't want more sales.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. There may be so many strategic accounts assigned to individuals that they can’t possibly focus on the best prospects.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

MARCH 27, 2015

The longer we keep the phone on the back burner, the less practice we have. And the less practice we have, naturally, the more our professional phone skills suffer. I genuinely appreciated his direct, no-nonsense approach and the practical application he shared. The problem is we’ve lost our skills. Simplified.: Web: [link].

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

MAY 26, 2016

Note that the seventh “truth” in this blog series will deal with best practices in sales follow-up on leads.). One of the reasons leads don’t get followed up effectively is, according to Mike Weinberg, author of New Sales Simplified and Sales Management Simplified is because there is a lack of persistence and quality in the follow-up.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

SEPTEMBER 21, 2016

We need to think of integration like a basketball team, each player has their defined role, we practice plays, but work and adjust nimbly based on what it takes to win.”. Matt Heinz: “Some sales & marketing teams talk about being aligned, but in practice they are not. Other than in a few cases, it just ain’t working.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

NOVEMBER 16, 2017

The PointClear team would like to hear from you about your sales lead generation best practices. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

MARCH 1, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

AUGUST 5, 2016

The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. It’s both comprehensive in scope and easy to flip to the content you need for an immediate situation in your business. What pushback have marketers had to the idea of working the entire funnel?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120