ViewPoint

AUGUST 2, 2012

Ginger is editor-in-chief of Direct Marketing News. Tales of the disconnect between sales and marketing have long been told. One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation. Contact her at ginger.conlon@dmnews.com or @customeralchemy.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

MARCH 19, 2015

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

SEPTEMBER 24, 2013

Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I "BANT has always been BUNK for salespeople. The savviest sellers must create opportunities; they don’t wait for them to be fully funded.". I would add timing back to the list. Think: lead nurturing. More buyers self-educate long before they contact a prospective seller.".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 22, 2015

Kyle, because of the solution he offers, introduces the IP-based marketing element of ABM. IP-based marketing may or may not make sense if you have a small market— such as several hundred total prospects.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

DECEMBER 17, 2013

Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

SEPTEMBER 27, 2012

This means direct marketing and direct sales need to be more relevant, more specific, and more targeted to the people they are trying to contact. Marketing and sales messages are competing with web searches, word-of-mouth, social media, and consultant and analyst recommendations.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 10, 2012

” Even though budgets are shifting, he notes, outbound marketing is not going away: “I think people realize you just need to be out there and press the flesh and say ‘hello’ to people—in a subtle way, but with those offers that all characterize direct marketing and outbound marketing.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

” Even though budgets are shifting, he notes, outbound marketing is not going away: “I think people realize you just need to be out there and press the flesh and say ‘hello’ to people—in a subtle way, but with those offers that all characterize direct marketing and outbound marketing.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

JUNE 15, 2016

Direct Marketing Agency. Let’s tackle the subject by looking at the elements involved and our recommendations for solving the problem. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. Digital Agencies. Telemarketing Inbound. Telemarketing Sales.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 27, 2014

Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads. The ever-present gap between marketing and sales continues for many businesses. Via Chief Marketer. 3 Marketing Mistakes Most Companies Make.

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

ViewPoint

MAY 8, 2012

Direct marketers are decidedly less sexy.constantly searching for the next idea that increases response. They are all about branding, brand image, brand awareness—use whatever word you want—and their success has made Coca-Cola and many other consumer products into household names.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120

ViewPoint

AUGUST 22, 2018

The most effective sales people, appropriately nicknamed hunters, are laser-focused on results and seek the most qualified leads from their marketing team. They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns.

Sales Qualified Leads 136

Sales Qualified Leads High Quality Lead Lead Generation Cost per Lead 136