ViewPoint

MARCH 29, 2017

Testing is extremely important if you use marketing automation. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. Remember: Lists suck. List testing is cheap and a no brainer.

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Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Not enough of the right content.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

JULY 26, 2018

Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. With the final edited version of the podcast replay and the transcript, Jane can push the content to the blog writer to use in an upcoming blog entry.

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Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

OCTOBER 31, 2013

Each interview is available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

APRIL 21, 2015

In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Without the final step and actually talking to a prospect, billions of marketing dollars are wasted every year. Out here, a man settles his own problems.". Enough said, don’t you think?

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Marketing Automation Services Blogger 120

ViewPoint

OCTOBER 27, 2016

The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” We will talk about the judicial branch below. How true.

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Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. Each year their budget is cut.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

OCTOBER 5, 2018

To find out which alternative the CRO picked, you’ll have to read to the end of the blog.). This blog about lead cost summarizes a lot of research I have done on the subject. There is a table in that blog that recaps the cost-per-lead based on lead source. You have heard it all before. (To What is a Lead?

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

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. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates. Marketing Automation companies!

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Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

NOVEMBER 2, 2016

Go to this blog to see why this is happening and what to do about it. Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

JUNE 30, 2015

CRM and marketing automation systems. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Use the same basic qualification questions in everything: All promotions. Landing pages. Business reply devices. Contact us forms.

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Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

DECEMBER 20, 2011

I appreciate the manner in which each has clearly presented B2B marketing and sales challenges, solutions (in the form of best-practice strategies and tactics), and results in areas like the following: Content marketing. Marketing automation. B2B marketing and sales strategies and tactics. Customer acquisition.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

NOVEMBER 29, 2016

This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. (Photo Courtesy of Kenny Madden).

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Harvard Business Review online/HBR Blog Network. Via Marketo B2B Marketing and Sales Blog. Via Selling Power Blog. Are You Paying Enough Attention To Your Sales Teams? Are You Selling At Every Level?

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B2B Sales PointClear B2B Opinions 120

ViewPoint

JULY 14, 2015

We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. We generate high quality leads, align sales and marketing, and drive revenue. Allow sales to give qualitative feedback to marketing. Sales must collaborate with marketing. Why did we ask?

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

APRIL 30, 2013

Are We Returning to the Days of "One-to-Many" Marketing? Click to start video at this point —When asked about marketing automation and if he felt we were returning to a one-to-many marketing approach, Jamie expressed that with the increased use of marketing automation, even on the social front, it has become somewhat depersonalized.

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Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

MAY 17, 2018

To state this another way, sales was so accustomed to getting poor quality leads from marketing that they routinely allowed them to end up in the digital equivalent of the lower left-hand desk drawer. To be fair, marketing’s mandate was to generate more leads every year with shrinking budgets. More on that to come.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

MAY 12, 2015

Using the complete CRM/marketing automation tool set. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Improving presentation skills (not the same as sales training).

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Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JUNE 18, 2013

In spite of what Mike Damphousse ( Green Leads ) said recently in his blog BANT is Dead -- Find the Authority , salespeople need information such as B udget, A uthority, N eed and T ime frame to judge if an inquiry is really a lead and should therefore be followed up. A genuine sales lead has qualifying information.

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Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - See this blog for more about lists and testing PRIOR to using the list for marketing.).

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences.

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Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Ginger has covered the industry for more than 25 years.

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

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. In the last blog we talked about qualified rates. B2B Sales Lead Management, Marketing and Sales Metrics, and Proverbs—The Four-Part series: Part 1: B2B Lead Generation: Are You Killing the Golden Goose?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

AUGUST 20, 2015

You’ll also want to pull engagement reporting out of your marketing automation platform and CRM. Today's blog was submitted by Pam Hege. Pam is a traditional marketer who crossed the great divide and transitioned into digital marketing, happily finding a home at the intersection of marketing, sales, and technology.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

APRIL 10, 2012

The Role of Marketing Automation & Social Media. Click to start video at this point —Asked whether marketing automation and social media should be within the realm of marketing only, Jonathan affirms their value for sales. Top Sales World. The next PowerViews will be with Jeff Ernst of Forrester Research.

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Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 1, 2015

Find some quality time with your buddies and commiserate about how “cold calling’s dead” and “according to a ton of books and blogs it doesn’t work anyway.” Think Pinterest or Sports Illustrated Swimsuit Edition 2015. Gemini, don’t believe it. The answers: yes, no and about 25.

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Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 120

ViewPoint

FEBRUARY 24, 2016

Anyone who is intellectually honest and not employed by an inbound marketing company will admit: It’s a fantasy that search engine optimization (SEO), Facebook and tweeting about our community-building , value-creating blog are sufficient to produce the volume of face-to-face sales meetings required to hit our new business objectives.

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Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

APRIL 18, 2012

Every opportunity to get your message out there and share value with the prospect is significant, and, again from a B2B perspective, a lot of companies are going to be thinking about mobile marketing in this way. The Marketing Automation Learning Curve.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. 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. Then we get to sell them.

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Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 19, 2011

Is it the Marketing Automation system, without which 100% follow-up would be lost? Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

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Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

JULY 19, 2012

He adds, “If your data and your marketing is a mess, and you automate it, then you’re just going to get an automated mess.” That article could become a blog post.” He notes, “A chart could become a webinar. That webinar could then become an article.

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Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 20, 2012

New buyers search more, are more prepared and informed, and are further along in the traditional sales process than they were five years ago—and this poses significant challenges: “You take that to a logical conclusion, and you say that if the marketing and sales response to that is just the same as it’s always been, what does that mean?”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JULY 9, 2015

Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. So, we compiled the experts' responses and wrote three blogs that summarize what they have to say. Three Reasons Why This is the Case: Marketing automation vendors have over-simplified lead scoring.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

AUGUST 18, 2016

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. Let me ask you a question.

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ViewPoint

OCTOBER 13, 2015

It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. With marketing automation it is a growing part of the job. Marketing Automation and Lead Management. Of course it is, but only partially. This is a home address and phone number.

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Marketing Management Sales Leads ActiveConversion Leads 120