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. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. At PointClear, our average associate is 50.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that some companies and some roles do not lend themselves to selling value. But what companies need to start doing is developing value-based relationships.”. No, not at all!

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. None were actually leads.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JANUARY 9, 2014

More leads are better than fewer leads. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

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 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. The sales cycle may grow longer as larger companies are targeted. Sales and marketing activity.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

FEBRUARY 2, 2012

This award was made possible because of our team’s ability to develop and apply marketing analytics innovations that improve operational efficiencies and deliver to clients the qualified leads they need. 4:15 min —How analytics are used in lead generation. Validation and full deployment.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120