ViewPoint

article thumbnail

Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). Note this quote from Marketo. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. I invite you to subscribe to the PointClear blog so you never miss a post.

article thumbnail

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. 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. Set sales straight—it’s a win win.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? The remaining four stand-alone blogs will follow. As with other technologies, automating a bad process just leads to more bad results.

article thumbnail

Why Marketing Management Must Master Deep Digital Analytics

ViewPoint

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats.

article thumbnail

An Allbound Marketing Approach Closes Your Revenue Gaps

ViewPoint

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. From there marketers can understand and what contributions are required by nurturing those inbound leads, plus how much revenue must be driven by proactive outbound.

Planning 168
article thumbnail

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Harvard Business Review online/HBR Blog Network. A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner.

B2B Sales 120
article thumbnail

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. If the CEO does his or her job, there will be a common definition of a lead and clear market definitions… these are missing in most companies today.