ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. What a waste.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JUNE 5, 2015

If a company promises more, chances are the quality of those so-called leads will fall short of what you’re looking for. The best example of this is an appointment setting company that charges by the appointment. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

Biznology

FEBRUARY 2, 2017

Here’s my fresh list of ten innovative thinkers and doers in the world—and I mean the wide world—of B2B marketing which, for most companies, involves a global scope. I still use Laura’s nifty “touchpoint analysis” tool in my business school classes. Our discipline is blessed with a lot of talent and plenty of new ideas. Thanks, Laura!

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

DECEMBER 9, 2010

Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently. In the end, it means great return on program investments and higher company revenue.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

Heinz Marketing

APRIL 22, 2019

Some lessons from Dan McDade in this episode include: “There’s a real focus on the technology stack and companies are spending more and more on that technology stack. And a caveat here is that most companies prospect too broadly. Dan is the Managing Partner at Prospect-Experience. You can follow him on Twitter @ dandade. .

Top of Funnel 65

Top of Funnel PointClear Work Management Marketing Management 65

ViewPoint

AUGUST 2, 2017

Market definition : We once did work for a company that had two different views of the market. Sales was focused on $1 million opportunities in big companies. Marketing focused on $10,000 deals in small-to-medium sized companies. Completed Companies per Week. Process for following up on leads. Lead nurturing. Lead Rate.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Lead Scoring ROMI 192

B2B Marketing Zone Posts

AUGUST 3, 2010

Marketing Dashboard: Active Discovery - Digital Body Language , July 27, 2010 One of the most valuable areas to gain an understanding of is the current state of how your prospects actively discover your company and your solutions. The default for this field is your current position at your current company. Are you Being Discovered?

Ning 40

Ning Paid Content Facebook Sales Management 40