ViewPoint

MAY 18, 2016

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. So, proactive outbound (including telephone calls) works if CXOs or other senior level executives are your target. It helps that senior executives are 2.5

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Learning these active listening skills and applying them works in counseling, education, conflict resolution and management.

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PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

JULY 25, 2013

Running A Successful Business Blog: Why It Pays to Post. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Learn why Anothony says his blog is "an outstanding ROI."

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PointClear B2B Marketing Trends B2B 120

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SEPTEMBER 28, 2018

Podcasts Reach Weekend Listeners with Work-Related Content. This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. 22-30 minutes is ideal for the listener who listens on a mobile device away from work.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

MAY 24, 2016

In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue. True leads require a lot of work—and that work doesn’t come cheap. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know.

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Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

MAY 20, 2014

I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. I ‘shared’ the sales operations manager with the CMO because we had a good working relationship. B2B Marketing Marketing Strategy Guest Blogs'

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Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Both are working toward different, conflicting metrics. Both are working toward different, conflicting metrics. Why not use all the tools in your toolbox?

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Sales Qualified Leads Planning Peer-to-peer Work Management 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. The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads.

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Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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. What should you do?

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Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

MAY 17, 2018

Go to this CustomerThink link for more in a blog called “Lists and the Rest of the Story.” The most important lesson from that blog is that everything (including lists) is testable. Second, there is no way the 20 sales executives, even if they were inclined to do so, would have effectively worked through 10,000 contacts each.

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Sales Qualified Leads Buy Lead Ranking Lead Scoring 120

ViewPoint

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

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Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field. I hope you have enjoyed these three blogs and best wishes for 2016! Simplified. …

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Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Anthony Iannarino (The Sales Blog). BANT isn’t BUNK.

Opinions 120

Opinions Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 8, 2016

All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine. Before we go into detail about each role, it should be noted that these roles need to work in harmony.

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CMO Planning Storytelling Ad Building 168

ViewPoint

JANUARY 26, 2018

So, I know voicemail and email as a part of the contact cadence works. The way this usually works is: send a third party a list, send them a script, send them some money and they will throw some so-called leads over the fence to sales. I wrote another blog on this subject, if you’d like to learn more.

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Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

MARCH 13, 2014

The interviews are 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. Marketers and sales people need to be working towards the same goals. Their comments will surprise and enlighten you. percent were quality.

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Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so In this blog (there is also a one-minute video) I talk about the dangers of “inbounditis”.

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Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

JUNE 21, 2018

Click on the button at the end of the blog to download the calculator and input your own numbers for accurate predictions of the leads you need to generate the revenue you've projected. Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation.

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Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

FEBRUARY 12, 2016

A CMO should remain objective in his/her evaluation if things aren’t working: If the employee is doing the right thing but not executing in the right way, then they should be coached on the proper execution of their task(s). The best way to create a culture that people want to work for is to foster a sense of pride in that work.

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CMO Planning Ad Building Work Management 149

ViewPoint

FEBRUARY 13, 2018

In my work the first question I ask marketing leaders is “what does success look like to you?” For more information, check out this blog about the four revenue sources that most ROI calculators miss.). Jim Obermayer: In fact, a decision like this works both ways. I decided I wanted to work only with certain kinds of people.

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PointClear Ethics Budget Programs Business 149

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. Via OpenView Blog. The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts.

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B2B Sales PointClear Business B2B 120

ViewPoint

DECEMBER 3, 2013

Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. A lead should be defined collaboratively between those working in sales and marketing, he said. Blog: www.esresearch.com/blog.

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Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

NOVEMBER 29, 2016

This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. Just 42% of marketing qualified leads are accepted and worked by sales. Basic, building block decisions are ceded to those in organizations (such as marketing and sales) that cannot or will not work together to align. Dollars are squandered.

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

ViewPoint

MARCH 27, 2014

A blog accompanying the podcast provides a link to this data. More information and links in the blog. Voicemails work. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). Don’t give up after one or two voicemails.

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Social Media Work Management Marketing Management Media 120

ViewPoint

JULY 7, 2015

14 industry experts responded with excellent feedback that we'll share in three separate installments (displayed below)—plus one clever response from Jim Obermayer that we felt justified a blog all its own. I ask people who work for me to do the research and report back. Part 2 (coming up). Part 3 (coming up). Trish Bertuzzi.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. Sales Coaching - The Use and Abuse of Modeling.

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Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. The client who you can do the best work for and create the most value. Why Marketing and Sales Need to Work as a Team. The secret is to decide who has what role.

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Lead Ranking Work Management Business Marketing Management 120

ViewPoint

OCTOBER 30, 2012

I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Surprisingly, the key to success is coming from creative thinking about what I already know works, getting my target market to take action and moving them off of social media. In my case, I blogged but also used LinkedIn in a new way.

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Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

JUNE 16, 2015

Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events).

Lead Ranking 120

Lead Ranking Lead Scoring Cost per Lead PointClear 120

ViewPoint

OCTOBER 20, 2016

Only 42% of marketing generated leads were accepted and worked in those same years. See this blog for specifics. They’ll miss their numbers again in 2017. Here are three facts (from CSO Insights): Fewer than 60% of reps made quota over the past several years. The time to make decisions and execute plans is NOW. Need proof?

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Top of Funnel Wikipedia Sales Qualified Leads Account Based Marketing 120

ViewPoint

JANUARY 27, 2017

Marketing should not be working outside the sweet spot. Those leads still have to work their way through the sales/buying pipeline, so there is a percent of those that are not won, as a result (if win rate is 10%), we can only expect 10% of the nurtured pipeline to present itself as revenue. Go to this blog to read more.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

NOVEMBER 27, 2012

A lot of people are coming into LinkedIn Groups armed with what does NOT work. We see people doing things that don’t work. They’ve never worked—have never been good ways to network, collaborate or sell. All we tend to see is the noise of “what does not work.”. Succeeding is real work, requires discipline.

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Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. This blog talks about how to triple your return on marketing campaigns with scientific nurturing. They listed those that they had had success with on top.

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Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

DECEMBER 10, 2013

Make People Want to Work for Your Company. Click to start video at this point — One of the best ways to obtain and retain successful salespeople is to create a company that people want to work for. Create a short video that shows your office and the people who work in it. Chad''s Blog: highvelocitysales.wordpress.com.

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Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

JULY 17, 2013

Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. As many as 100 million people are expected to telecommute to work by the year 2013. They will be calling from home or another wired office. Twitter: @josianefeigon.

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B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

APRIL 7, 2015

The failure to produce leads that turned into sales would eventually lead marketing to spend more money on things that worked and stop spending money on failures. Yes, there are in-between steps for nurturing, but essentially the work of sorting the lambs from the goats can only come from management and salespeople.

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Lead Management Sales Qualified Leads Sales Leads Lead Ranking 120