ViewPoint

MARCH 22, 2018

The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. 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.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MAY 23, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. billion two years ago. Via RepCapitalMedia.com.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JANUARY 22, 2016

All this, combined with an endless flow of information and distractions, will decrease productivity—when their entire organization is focused on increasing it. All of their efforts will be focused on converting these accounts from contact information to paying customer. Colleen Stanley – SalesLeadership, Inc.: Final Thoughts from Dan.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JANUARY 9, 2014

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. Remember that they''re buying a relationship as much as a product. Our products are so good we don’t need leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 14, 2015

Our good friend— Matt Heinz , founder of Heinz Marketing—starts us off: It can be really difficult for organizations to not only measure what’s working, but to also “re-rally the team” (sales, marketing, product, or all of the above) as findings point to slight, and perhaps frequent, direction changes. Sales must collaborate with marketing.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

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. Extensive pricing pressure from competing services/products at lower prices.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Heinz Marketing

APRIL 22, 2019

I say that because there were fewer solutions and there was enough companies that a sales rep could go in with a credible products, or even not credible products. 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

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Biznology

JANUARY 6, 2016

Dan McDade , founder of PointClear , understood the concept of account-based marketing earlier than most, and fearlessly maintains an unpopular view on marketing automation: “I believe that most MA campaigns have made it easier and faster to get more poor-quality leads to sales faster than ever before.” Great job, Mark!

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Varicent

APRIL 19, 2018

Vice-versa as well, taking salespeople and showing them what marketing is doing; how we gather the voice of the customer; the set of inputs and insights that brought us to the conclusion that next program was going to be a killer success. They're trying to scale and assess product market fit. Both teams need to be measuring everything.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. In this article, Eric Holtzclaw, author of Laddering, shares the three most common mistakes he encounters when clients approach him for help with a failing product or marketing campaign. Via Chief Marketer.

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

ViewPoint

JULY 11, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Marketers Benefit from Customer Reviews. B2B buyers look for unbiased confirmation about products or services before buying, just like B2C buyers do. Via MarketingProfs. Via HubSpot.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

Online Marketing Institute

JULY 31, 2009

While honored, I also find reviewing these solutions confusing because there is a lot of variation in the product presentations and overlap between categories. Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

ViewPoint

MAY 7, 2015

Marketing became further educated when they asked sales about the customer buying process and the sales selling process. And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120