ViewPoint

JULY 26, 2018

Jane and George know that the deep multi-use reach of podcasting will establish the thought leadership they desire without spending hundreds of thousands of dollars on research or years on writing a book. E-books and white papers. Instead, podcasting can create a position of thought-leadership in months. Testimonials. Social media.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

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. Not all proverbs (or expressions or sayings) are well understood.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

Varicent

APRIL 19, 2018

Today’s conversation is with Karen Hayward , Managing Partner for Chief Outsiders , on how her 20-year career in sales and marketing impacts the way she approaches consulting today. I started at Xerox in sales after graduating, then fast-forward 20 years and I was VP Marketing. Hi Karen, welcome to the blog!

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

Biznology

FEBRUARY 2, 2017

Ann Handley is a content marketing pioneer, with scads of books, accolades, and fans to her credit. Anthony Elvey , after a long career in tech marketing at IBM and Cisco , has gone entrepreneurial, launching a sales and marketing function for the enterprise social media management platform Sprinklr in Asia Pacific.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Nominating is open now and runs to March 16. Nominating is open now and runs to March 16.

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. Simply driving large numbers of respondents and dumping them on sales does not work. This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

MLT Creative

MARCH 14, 2011

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. The author of The Truth About Leads addressed the group of B2B marketers (ironically half sales, half marketing) about his philosophy for achieving marketing and sales alignment. Focus on quantity instead of quality.

Marketing Qualified Leads 40

Marketing Qualified Leads Lead Ranking B2B Sales PointClear 40

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. Marisa Edmund is among a relatively rare circle of marketing professionals who rise in their firms to supervise both sales and marketing. This certainly serves to address issues around sales and marketing alignment in one step! We are lucky to have them.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

ViewPoint

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. They hired us, and we took over their sales from soup to nuts.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. Sales was focused on $1 million opportunities in big companies. After blowing through $1 million in sales and marketing expense our client was sold at an auction—ultimately to the competitor with the huge valuation. per so-called lead.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

Biznology

SEPTEMBER 24, 2014

While this used to mean reading business books and magazines, today it means blogs. My recent favorite article is the amusingly titled “Sorry, But ‘How Many Touches Does it Take to Make a Sale?’ Available as “Tuesday Marketing Notes,” these posts are meaty—more like book chapters than blog posts. What are your favorites?

PointClear 80

PointClear B2B Marketing B to B B2B 80

ViewPoint

AUGUST 8, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. In his book Contagious: Why Things Catch On , Jonah Berger discusses the premise of why certain things “go viral.”

PointClear 120

PointClear B2B Marketing Eloqua B2B 120

Paul Gillin

FEBRUARY 2, 2012

I spent 15 months as a sales manager, which was just long enough to learn how little aptitude I had for the job. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

ViewPoint

MAY 7, 2015

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. The marketing word of the year is Nurture.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 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). Maybe have never even had a sales job or a college-level marketing class. I’ve parroted this advice from the gurus. Dead wrong. You know who I’m talking about right?

Ning 40

Ning Paid Content Facebook Sales Management 40

Hubspot

DECEMBER 17, 2012

The thing is, a lot of the people who outsource lead generation are really talking about outsourcing cold calling or appointment booking, so it's aspects of the lead generation process that are being done outside your office's four walls. This saves them from the more tedious up-front work that takes time away from closing deals.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28