ViewPoint

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification? All leads have warts.

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 1, 2016

At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus and no company firmographics and no telephone numbers).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

OCTOBER 20, 2011

Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. 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. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. I n the first two weeks of the program you will see disproportionately more unqualified dispositions than qualified dispositions or leads. (In

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” That's not to say that inbound leads are less valuable than outbound leads. I asked this question on Focus.com a few weeks ago and got answers that surprised me.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 16, 2015

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. I have seen inbound lead rates reported as high as 11 – 14%.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

Biznology

APRIL 6, 2016

Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . vendors today. .

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

ViewPoint

JUNE 5, 2017

The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales. Marketing ROI is measured and credited.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ANNUITAS

AUGUST 30, 2011

To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ViewPoint

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 13, 2017

Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. Segment and Stratify. Analyze, Analyze, Analyze.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. A live call leads to an atmosphere of spontaneous and spirited dialog. Personal connection.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. All because the CEO did not insist on a common definition of a lead. Define what a lead is. A couple of years ago I wrote a blog for Salesforce.com about lead definition. Who are we selling it to?

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. Video] Why Prospects Avoid Making Buying Decisions. Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Buyers have embraced collaboration with the advent of social and digital technologies, so marketers must consider internal as well as external members of collaborative networks which impact buying desisions.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are salespeople relegated to the last one-third of the buying process? When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example? The Death of Salesmen is Overstated. Via Forbes.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying. Online content in the sales and marketing industries is dynamic and constantly changing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JANUARY 22, 2016

Companies need to remember the sales manager’s primary job and stop burying them with unimaginable amounts of crap that has nothing to do with leading the team or driving new revenue. go out and buy it. Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. Books are listed by funnel category.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

APRIL 19, 2017

Buy them both. He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JULY 26, 2018

They know prospects will buy from people and companies they know, and companies with applications like theirs. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. The artwork from the podcast program will be used in the blog article. Social media.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 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. Agree on definition of lead. Agree on offer.

Marketing Qualified Leads 40

Marketing Qualified Leads Lead Ranking B2B Sales PointClear 40

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. Sales and marketing activity.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Heinz Marketing

APRIL 22, 2019

.” “…the technology solutions make it easier to get more bad leads faster to sales than ever before. “ The unsung hero – lead nurturing. But a lot of times what I say is that the current solutions out there, the technology solutions make it easier to get more bad leads faster to sales than ever before.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

Varicent

APRIL 19, 2018

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. Agreement on lead attributes like target demographics, job titles, revenue, employees etc. The buying process has definitely changed. He blogs on a regular basis at pointclear.com.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead. Take a look at the following cost per lead comparison.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

SEPTEMBER 4, 2018

Keeping data clean is critical to lead generation success. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. B2B marketers are certainly aware that business marketing data degrades quickly.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. The process doesn’t end with a single round of data cleanup, segmentation and prioritization.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

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. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads. Segmentation and testing.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

JULY 11, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Acquity Group created an infographic that takes a look at buying trends based on generation. As you’ll see they each have very different buying patterns. Via MarketingProfs. Via Marketing Land.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

ViewPoint

MAY 7, 2015

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. 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

B2B Marketing Zone Posts

AUGUST 3, 2010

Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. The Sweet Spot: We’re all ‘smarketers’ now - Follow the Lead , July 8, 2010 Sam Zales. But that’s content for another blog post.

Ning 40

Ning Paid Content Facebook Sales Management 40