ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Social Megaphones, Trustability and Great Customer Experiences.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

MAY 14, 2013

At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. The Battle for Customer Attention. Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.”

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. So the net effect is that many companies will not have more money to spend on lead creation.

Acquisitions 120

Acquisitions Allocation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. LinkedIn is a great platform to use to develop customer advisory councils. First, I like the format.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

OCTOBER 24, 2017

I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. That one I am starting to believe.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

ViewPoint

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 29, 2017

A good example of fear of loss is when compliance laws are enacted and your company is not compliant. At any given time, only a small percentage of companies are in a fear of loss condition. Reasons why people buy for their company that are driven by company goals: Save money. Improve a product or service. Save lives.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

ViewPoint

JULY 26, 2018

While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener. WHY IT MATTERS: “While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener.”. __.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. 100,000 companies with up to three executive contacts in the right companies (no email addresses). 117 appointments with people in the right companies but may or may not have any need or authority to buy.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

ViewPoint

AUGUST 20, 2018

Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. Of the rest 586 were disqualified, had bad data, or were existing customers.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

DECEMBER 16, 2016

Should your company be all in on inbound marketing. This is great; this customer just told me what they want. Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. Short answer: no. Here are three reasons why: Senior executives are 2.5

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. What B2B Companies Did Well in 2015? Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. Some of the companies we represent have worked with us for more than 15 years. An RPO specializing in customized management of talent.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. Also Read: It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change! The host is Jim Obermayer.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

FEBRUARY 8, 2016

In part one of this two part series, we’ll talk about: the importance of creating a plan to earn the company’s trust. Create a Plan to Earn the Trust of Your Company. All CMOs need to work towards making the company sustainable from a marketing standpoint. the three most critical roles a CMO needs to consider. Matt Heinz.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

SEPTEMBER 9, 2016

If cold calling is a call to someone you have never met before, interrupting their day, BUT if it is well researched, it is to a customer well within your sweet spot, and it is focused on providing insight the customer would welcome but may not be aware of, then this is what top performers are doing every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. A hand raiser isn’t a real lead (that is, sales qualified) until they’ve had engagement with a representative of your company to find out the answers to the questions above.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. The company only reached out to organizations that could be high-value clients. Satisfied Customers vs. Raving Fans.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

JUNE 21, 2018

Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. It’s a model you can adjust to fit your company. I can add value by walking you through the process and customizing the calculator with you. This is a key benchmark.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

FEBRUARY 16, 2016

Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. For example, companies always want to make more money.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Because direct mail is not one of the more popular marketing trends, companies that use it find it can actually be quite effective. 3) Email: There’s a notable resurgence in email marketing.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MAY 24, 2016

Has a custom solution been agreed upon? Even experienced marketing leaders often believe that a company in the correct industry, at the correct size with perhaps one other criteria met (such as “North America”) is sufficient to send to sales as a lead. What will it take for an SAL to be considered qualified by sales?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

MAY 14, 2018

The obstacles can be external to the company or most likely a result of interior decisions and mistakes. _. Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. These are a few of the momentum killers for any company.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

JULY 7, 2015

My question to you and top industry experts is this: 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? They are still running lead scoring systems based on activity as opposed to fit to Ideal Customer Profile (ICP). I am invisible to you.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Once you know which companies you’re targeting you need to map out all of the potential influencers of your deal. Don’t target too many accounts or you’ll lose focus.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

MAY 17, 2018

Companies (Three Contacts). Option 2: Companies (Three Contacts). So, each sales rep would receive 5,000 companies (15,000 contacts) and it was up to each sales rep to figure out how to work them. of content downloaders were with qualified companies. In fact, the effective cost per qualified company was $2,660.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 13, 2016

Here are their comments: Dave Brock: “The customer is wherever they are in their buying process. The issue is, should we be waiting until the customer is ready for us to be engaged or should be offering greater leadership by engaging earlier. They engage the customer as early as they can. What are you teaching your customers?

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

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? In our experience here at PointClear, very few companies are getting it right.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MARCH 26, 2015

The problem is they usually end up talking more about their company and offerings than about the prospect and their needs. No one cares what you think about your company, product or service. One of the most important steps is to begin creating a list of client issues your company has successfully addressed.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. I’m able to reach many more companies and salespeople through my video streaming programs.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. JF: I’m surprised by how many companies, even large ones, don’t have a detailed plan. As mentioned earlier, companies have drastically cut back on sales enablement and training. So a lot going on!

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120