ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Via Partners in Excellence Blog. Via Marketo Blog.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Customers need strong business justified solutions, he exclaims. He lists 12 solid tactics for reenergizing the cold calling process.' Sales Coaching - The Use and Abuse of Modeling. Going Beyond Cost-Benefit Analysis.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JANUARY 22, 2016

Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy. Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing. Every interaction with them will be well thought out and deliver value.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

Onalytica B2B

FEBRUARY 24, 2016

Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. of salespeople who incorporated social media into their process outperformed their colleagues.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. Having uncovered the needs, we must probe and find out as much as we can about those needs and the implications to the customer if they are not met or fulfilled. What we are trying to establish is the difference between what the customer used to do and how he does it now.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.). This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JULY 14, 2015

In our experience here at PointClear, very few companies are getting it right. A salesperson's view of the customer is often one of someone in the later stages of the buying process. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see. Sales must collaborate with marketing.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

Heinz Marketing

APRIL 22, 2019

And to some extent, they’re automating bad processes.” And to some extent they’re automating bad processes. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. What are some of the keys to doing that?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

JULY 11, 2011

Sales and marketing headcounts have increased to generate new customers. Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources. Customer needs can shift quickly. Target market challenges.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. The original book from Hubspot that started the transition from outbound marketing and push advertising to inbound marketing; the process of making prospects find you. Makes complicated processes easy to understand.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

OCTOBER 13, 2011

Less than six months later they had lost 50% of their customers and most of their profits. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” The entire sales process from soup to nuts is placed in the hands of an outsource partner. Or, at least that is what they thought.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Varicent

APRIL 19, 2018

When you get visibility, agreement on lead definitions, the handoff process and timelines, and then openly share information, you can develop real trust and a strong partnership. The buying process has definitely changed. Agreement on lead attributes like target demographics, job titles, revenue, employees etc.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

SEPTEMBER 4, 2018

To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

To reveal segments with higher probability of generating leads, compare your marketing database, which could number several thousand contacts, to your customer database. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

AUGUST 1, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Dave Brock explains the difference between effectively helping the customer versus helping to the point that it''s no longer helpful. Learn how to guide your customer through the buying process without removing the customer’s sense of urgency.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

Online Marketing Institute

JULY 31, 2009

Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. I think the lead management platforms hit directly on these problems and will shift marketing’s role from filling the pipeline to managing the customer lifecycle.

Enterprise Management 40

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. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. m all about helping customers. Customer (278). Find New Customers releases new white paper on email marketing , July 21, 2010.

Ning 40

Ning Paid Content Facebook Sales Management 40