ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. The reality is that not only are they not being managed by others, they’re likely being mismanaged. Today almost no one knows this company ever existed.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

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. Do they have a driving need for the solution you offer? Just try to pass them on to your field sales team and you’ll see. They won’t get followed up. They’re ready.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 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. Gary Skidmore founded one of the more effective B2B call center operations in the pre-modern B2B marketing days. Hats off to them all!

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. The sales cycle may grow longer as larger companies are targeted.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Onalytica B2B

FEBRUARY 24, 2016

Social media has already revolutionized traditional marketing, and with over 76% of buyers feeling ready to have a social media conversation, it is set to do the same thing for traditional selling. The marketing and social professionals who grasp social selling will be the winners in the new digital world.” That’s it.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

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

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 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? We generate high quality leads, align sales and marketing, and drive revenue. Why did we ask?

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120