ViewPoint

JANUARY 22, 2016

Here’s part one and part two of an interview with Mike Weinberg about his newest book. Andy MacMillan – Act-On: Marketing will expand from predominantly acquisition marketing to retention, expansion and advocacy, and we will see the role of CRM and the marketer evolve into the new stewards of customer relationship.

Top of Funnel 149

Top of Funnel Work Management B2B Thought Leadership PointClear 149

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.). This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

Biznology

JANUARY 6, 2016

Our new book, B2B Data-Driven Marketing: Sources, Uses, Results, was a pleasure to produce, thanks to Theresa’s knowledge and ability to explain complex subjects with clarity. Theresa and I were thrilled to share the case in our new book. Theresa Kushner is a leader in an area that many B2B marketers shy away from: data administration.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Varicent

APRIL 19, 2018

Vice-versa as well, taking salespeople and showing them what marketing is doing; how we gather the voice of the customer; the set of inputs and insights that brought us to the conclusion that next program was going to be a killer success. I refer to that book over and over as I work with clients.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

Heinz Marketing

APRIL 22, 2019

Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. What are some of the keys that made PointClear so successful and continue to be so successful in engaging with prospects and helping to build some pipeline? What are some of the keys to doing that?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

OCTOBER 13, 2011

In our final few years of owning the business, we were managing 275 inside sales reps and they were collectively moving 150,000+ products into the market, booking tons of appointments for sales teams and keeping plenty of sales funnels full. Less than six months later they had lost 50% of their customers and most of their profits.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

AUGUST 8, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Are you helping your customers by being as useful as possible? In his book Contagious: Why Things Catch On , Jonah Berger discusses the premise of why certain things “go viral.” Want More Readers?

PointClear 120

PointClear B2B Marketing Eloqua B2B 120

B2B Marketing Zone Posts

AUGUST 3, 2010

8220;Not having a strategy&# was the #1 marketing mistake people listed on the survey Mac McIntosh and I did (the upcoming e-book will list the other nine). m all about helping customers. Customer (278). Find New Customers releases new white paper on email marketing , July 21, 2010. Dead wrong. Pipeline Conversions.

Ning 40

Ning Paid Content Sales Management Facebook 40

ViewPoint

MAY 7, 2015

Early research for the first book on managing sales leads had “did-you-buy” research which showed that sales increased from 30-50% or more for those companies that placed just a single call to prospects. Marketing became further educated when they asked sales about the customer buying process and the sales selling process.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120