ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Tom Hopkins.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JULY 20, 2015

I learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. She wasn’t making quota and needed help. The next day we started working on the problems to help her out. James founded the Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. I don’t believe starting a conversation with outbound is the best way. I think it’s being found and using inbound.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MARCH 26, 2013

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. Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? A little leadership also helps. I think so.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

JANUARY 21, 2014

This usually gets the sales manager moving in to enforce follow-up, which will result in more sales. We sell direct but nobody closes out the leads. This is a combination of begging, pleading, and embarrassing them, and getting sales management to see that best interests are served if the salespeople record the end result.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Can we win? Do we want to win?

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JUNE 8, 2012

Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest. She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

APRIL 25, 2011

Both lead gen and lead nurturing are important. To be successful, marketers need to integrate them both into a lead management process. Lead generation is always high on the list and lead nurturing is trending at the bottom of the heap. Using 3 rd party content helps to promote that third party.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MAY 8, 2012

But in reality even the most engaging blogs, videos and other forms of online publication fail to produce leads and sales. At best, sales are often blindly attributed to content as part of a mass media branding success using fuzzy math. Engagement creates momentary value that is aloof from any kind of sales lead management process.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120

ViewPoint

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120