ViewPoint

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. Along with this trend, media integration is becoming more prominent.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. Where will the remaining 65% of your leads come from?

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

AUGUST 20, 2018

Whose job is lead filtration, qualification and development? 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.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

JULY 24, 2017

How can one company be considered an uncloseable to one lead generation services firm and a success to another? At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism. No testing. Everything is testable. Want to discuss this?

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

NOVEMBER 8, 2016

Third, a gold calling program requires sales to reviews leads provided to them and either accept or reject them within 24 to 48 hours. What I call a judicial branch of cross-departmental judges determine if the lead meets the criteria and ensures that the lead either goes back to sales or is put in a lead nurturing program.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 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

MAY 18, 2016

Inbound drives smaller deals that often involve lower-level decision makers : Marketo said it best: “It’s unlikely that CXOs are going to spend time trolling the web for blogs and other content.” The so-called lead that cost $25 to generate inbound will cost more than $2,500 to bring to a sales-accepted state (vs.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

MARCH 1, 2016

The real potential of lead nurturing is ignored. 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

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. 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. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 19, 2012

It is your best friend. Marketing Management: Get a marketing automation program in place with full-on sales lead nurturing. This is, and continues to be, the best investment you can make in getting a jump on your competitors who lag on this discipline. Create a plan to make “your quota” and measure what you manage.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

MARCH 22, 2018

A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. 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. Continual learning at its best!

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MARCH 29, 2011

Listen as McDade discusses: The best approach for lead nurturing. Why firms need quality leads not just more leads. That human element can also prevent firms from losing the many long-term opportunities that get "left on the floor" because the prospect isn't ready to buy.

Marketing Automation Services 120

Marketing Automation Services Service Lead Nurturing Paid Search Agency 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. A short-sighted focus on immediate results can reduce the proven return from committing to mid- and long-term lead nurturing.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 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

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Many sales reps lack insights on the best way to follow up on a lead. Reduction of lead waste. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JULY 11, 2011

There is something of an irony at work here in that the MA offerings focus on generating inbound leads, and it’s a requirement that MA vendors need to supplant their own functionality with huge investments in outbound lead generation, lead qualification and lead nurturing if they want to achieve enterprise-level, complex sale success.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 24, 2013

Think: lead nurturing. SiriusDecisions believes that it is need that has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for the rep or channel partner.". Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JULY 16, 2013

Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program. For more information on qualified leads please download our White Paper— How to Build a Funnel Full of Solid Gold Leads.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

AUGUST 22, 2011

To define the current process, identify gaps, and create a new lead management process that fills those gaps. This process should cover areas such as data management, lead qualification, lead routing, lead nurturing, and metrics. Obtain Executive Buy-in. So now you have a newly defined process.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. And in spite of higher ad rates, we continue to keep our cost-per-lead under $100!”

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. The client who you can do the best work for and create the most value. While marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

MAY 1, 2013

With conversion analytics you can quickly and easily determine which marketing campaigns and touch points work best in each stage of your sales cycle. Identifying this information can improve your marketing return on investment by identifying where you should expand, decrease and curtail your marketing expenditures.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

MAY 16, 2017

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. Technology is great at automating best practices, but you have to have them in place first.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

APRIL 14, 2017

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. And it means Sales has to work all the leads turned over to them, fully. Next, CEOs need to look at the effectiveness of sales lead follow up.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

JULY 19, 2017

He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”. Jim and our other long-term and repeat clients know that it takes a team to succeed at B2B lead generation.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

AUGUST 30, 2012

He cites the work of Nick Panayi, Director of Global Brand and Digital Marketing at the large consulting firm, CSC, and how he has created a culture of content marketing: sharing, lead nurturing, and a highly interactive site that’s hugely social and building content on a by-the-second basis. Their ideology is pervasive.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 12, 2013

There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." So it’s not in their best interest to work on leads that aren’t going to close this quarter. We celebrate them when they do, and we punish them dramatically when they don’t.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

AUGUST 2, 2017

This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition. Lead definition. Process for following up on leads. Lead nurturing.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

ViewPoint

JUNE 15, 2016

There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Lead Nurturing Services. Demand Creation Department. Inside Sales. Product Management. Marketing Communications. Marketing Department.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JUNE 27, 2011

We have collaborated with Karen and CenterBeam on lead qualification, lead generation and lead nurturing programs, and I had an opportunity recently to ask her for her take on the in-house vs. outsource question, as well as her take on success factors, challenges and benefits associated with outsourcing.

Lead Generation 120

Lead Generation Lead Ranking Marketing Qualified Leads Sales Qualified 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

ViewPoint

APRIL 13, 2012

Both marketing and sales acknowledge that you can’t just go after those five to ten percent of people that might be in an active buying cycle and that that you need to nurture them until they are ready to buy. Sales can then pass on to marketing the answers to questions like, “What are they talking about?

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120