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. Documentation of environment.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. Value selling is PointClear's bread and butter. My friend Jonathan Farrington of Top Sales World does a great job of dissecting what value selling is and provides some specific examples for how to apply it: The Value Formula.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads. Sales lead rates decline after the fifth contact cycle.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

JUNE 28, 2018

While this may seem like an extreme example, it is not so extreme that you should ignore it. Here’s a real-life example: We once provided services to a large software company and I got a call from our day-to-day contact one morning about our lead cost—he said we were too expensive. Today almost no one knows this company ever existed.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

Heinz Marketing

APRIL 22, 2019

Whether he knows it or not, he’s been a mentor to me, just the way that he goes about his business, his knowledge of B2B sales and just the way he does it the right way. Your business is outside of Atlanta and I know you’re living in South Carolina now, have you been to Augusta? 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

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough. We got the boot and they got into the sales business. They came back.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Varicent

APRIL 19, 2018

Beyond that I was Director of Marketing for a systems business then Vice President of Marketing and decided at that point it was time to move on and left Xerox for Silicon Valley. For example, if you're going to do lead generation and work with sales, you want crisp handoffs that can be measured in an objective way.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. Most know that there is no such thing as a “good list”. Keeping data clean is critical to lead generation success.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

Biznology

SEPTEMBER 24, 2014

While this used to mean reading business books and magazines, today it means blogs. The Business Marketing Institute, by Eric Gagnon. I was honored to contribute a guest post for PointClear last year. In our fast-changing marketing world, a smart B2B practitioner keeps up to date by learning from thought leaders.

PointClear 80

PointClear B2B Marketing B to B B2B 80

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. The analysis phase is where business acumen comes into play. Assessment and recommendations.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

Online Marketing Institute

JULY 31, 2009

Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. As an example: marketing automation tools like Eloqua, and web analytics tools like Omniture and WebTrends, work from the same fundamental data source: Javascript-based page tags on web pages.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

AUGUST 3, 2010

The 20 craziest things you can do on Twitter - grow - Practical Marketing Solutions , July 7, 2010 OK, we’ve heard all the great business success stories about connecting and learning through Twitter. Audience: Business Executives and Marketing Leaders. The following are the top items from featured sources based on social signals.

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. By leveraging business intelligence and analytics solutions such as Lattice Engines, sales organizations are able to know precisely what targets they want to go after.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Hubspot

DECEMBER 17, 2012

Pointclear interviewed one Karen Hayward, EVP and CMO for CenterBeam, who had a great quote on this idea of outsourcing that should help organizations vetting good service providers. For example, what's your stance on social media automation? 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