ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

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PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. 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.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

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Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

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. In the last blog we talked about lead rates. For many, this is a remarkable takeaway.

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Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

Smashmouth Marketing

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely. Members of SLMA and non-members are allowed to vote.

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Leads360 Lead Management Work Management Marketing Management 100

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. For details on how sales should follow-up on a lead click here.

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Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

APRIL 16, 2018

I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales. Dan has some interesting perspectives, as have other guests on my show.

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Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

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PointClear Ethics Budget Programs Business 149

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. So, what happens?

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Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). A few years ago we had a client that sold business process outsourcing services (or BPO) to large companies.

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Lead Generation Sales Qualified Leads Generation PointClear 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.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 21, 2012

The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World.

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ViewPoint

APRIL 2, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. From #SXSW: Charting the Road Ahead for B2B Marketing.

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B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Some hightlights of the study: “TuneIn is a Palo Alto company that aggregates online radio stations and streams to more than 40 million active listeners.”.

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PointClear Marketo Internet Marketing Broadcasting 120

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.”. __. Social media.

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Thought Leadership PointClear Case Studies Budget Programs 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.

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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. Sales and marketing activity. Selling subscriptions via a direct sales force.

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Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. Japan’s foremost lead generation marketing company.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

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.

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Lead Generation Sales Leads Sales Qualified Leads Analytics 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.

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Enterprise Management Work Management Marketing Management Lead Management 40

ViewPoint

MAY 7, 2015

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. His lead nurturing program did precisely that. So they began to sell follow-up as a tool to mix with mail.

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Lead Nurturing Lead Ranking Lead Scoring PointClear 120

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?

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Ning Paid Content Facebook Sales Management 40