ViewPoint

FEBRUARY 13, 2018

In my work the first question I ask marketing leaders is “what does success look like to you?” Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. Jim Obermayer: In fact, a decision like this works both ways. Dan McDade: It absolutely is.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. Mike Plante joined InsideSales.com in 2014, with more than 30 years of experience in technology marketing, strategy, product management and sales. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

JUNE 21, 2018

Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. Our experience at PointClear over the past 20 years (as well as industry benchmarks) shows inbound leads, properly followed up by sales, contribute 35% of total net new revenue required.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. While email is still very much the work horse, Ginger says that young people don''t seem to utilize it to the extent that “older people” do. Some messages are able to change according to where the viewer is located.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

APRIL 6, 2017

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MARCH 3, 2016

The assumptions embedded in the example above are industry benchmarks OR based on our actual experience over twenty years with clients. Because if you dump 742 raw MQLs on any sales force there is a better chance they will ignore all of the leads rather than work any of them. The Lead/Revenue Assumptions. qualified accounts.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Our dedicated, degreed, and seasoned associates follow a super-targeted account-specific marketing plan.”

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 20, 2018

Why Doesn’t It Work? In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead development function. Sales reps need leads that have been carefully qualified and properly and consistently nurtured increasing the likelihood of a sale.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JANUARY 26, 2018

So, I know voicemail and email as a part of the contact cadence works. The way this usually works is: send a third party a list, send them a script, send them some money and they will throw some so-called leads over the fence to sales. Our experience is that 7.5%

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

JUNE 12, 2014

Driving customer advocacy is hard work. ” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). ” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM).

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

APRIL 14, 2015

It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience. Thought leaders leverage failure and make it work to their advantage. Here are some of the key points and quotes from our conversation: “Never try to be a thought leader. Be transparent.

Thought Leadership 120

Thought Leadership Work Management Opinions Transparency 120

ViewPoint

MARCH 22, 2018

They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. Do not leave them to work it out for themselves, they might not bother! Our people do as well. Dave Kurlan.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 16, 2016

Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Find the Pain. Turn Your Lead into a Sale.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

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. The Titanic's Deck Chair Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MARCH 25, 2015

After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Don’t let people pile extra work on you. If you have the option, work from home or find an empty conference room.

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

JANUARY 27, 2017

In our experience, few sales executives have something this complete, or know how to leverage it well. Marketing should not be working outside the sweet spot. And for heaven’s sake, if marketing and sales have worked together to define MQLs and SQLs, then why in the world would a company need 1,484 MQLs to close 8 deals?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. They understand about how all the different parts of their organizations work together. So this idea of reps as part of the content generation plan is one that needs some work as well.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. Technology is also key to making ABM work and scale, but it’s also not hype or a distraction if marketers know why it’s being deployed.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 22, 2016

Companies who were duped into believing that “everything had changed” and that “nothing that used to work still works anymore” experienced a wake-up call once these wonderful new methods didn’t deliver the promised results. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. We used a combination of telephone dials, voicemails, emails and one direct mail package (actually a magazine article about one of our client’s clients) over the course of one quarter (ninety days or sixty work days).

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JUNE 5, 2015

It may be slightly more or a little less depending on the nature of the program, but from our experience and IP, two highly qualified leads per week is a consistent number. But it is NOT 50% of the sales-qualified leads they work. Expect two qualified, sales-ready leads per FTE per week. The close rate is more likely to be 6 – 30%.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

OCTOBER 1, 2013

It doesn’t develop naturally; it takes work. Ardath, who has more than 28 years of marketing and sales experience, discussed how important writing and storytelling has been to her success. They need “content CliffsNotes,” which would be a way for salespeople to skim and find something that might work.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

JUNE 23, 2015

They know they need sales and marketing to survive, but lack of experience and knowledge in both areas and a hesitancy to hire others to do it stall their growth. They spend the least on marketing, get the minimum return, and then complain when marketing doesn’t work for them. A website and postcard mailing don’t count.)

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

JUNE 11, 2013

Typically, spectators regard track and field as an individual sport; however, in the relay races we experience how those individual talents combine to create exciting and victorious team efforts. Communicate what’s working, what’s not working. Results should be constantly reviewed. Celebration.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

JUNE 8, 2012

Social Megaphones, Trustability and Great Customer Experiences. As a result, many companies are focusing more on providing great customer service and great customer experiences. You’ll also be able to present them with unique products, services, customer support, or experiences. It should be hand-in-hand. 1to1media.com.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

MARCH 6, 2012

According to McKinsey principal Mary Ellen Coe, “…CMOs need to be stewards of customer engagement and experience, which means they need to manage and influence the experience positively across the organization.” But once CEOs mandate this shift, work needs to be done to turn the vision into reality.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Marketers and sales people need to be working towards the same goals. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

NOVEMBER 27, 2012

A lot of people are coming into LinkedIn Groups armed with what does NOT work. We see people doing things that don’t work. They’ve never worked—have never been good ways to network, collaborate or sell. All we tend to see is the noise of “what does not work.”. Succeeding is real work, requires discipline.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 10, 2016

Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

JANUARY 15, 2013

So many so-called lead generation companies are incapable of delivering work that elevates them to the position of partner (because of this, I am fond of saying, “we don’t get invited to the company Christmas party—but the ad agency does…”). Find out about the average age, education and experience of your potential partner’s staff.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

DECEMBER 18, 2012

The client who you can do the best work for and create the most value. Why Marketing and Sales Need to Work as a Team. In this new marketplace, marketing needs to work hand in hand with sales to create a personalized experience for each prospect. The secret is to decide who has what role. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

AUGUST 28, 2013

Youth Meets Experience in Sales Force. You can connect with Nick and learn more about his work at Salesforce.com via the following resources: Website: www.work.com. This is extremely detrimental to companies that have to hire and train new account executives, which typically takes six to 12 months. Twitter: @stein_nick. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. If they have that experience with a vendor, the customer has more trust that they’re not going to get “sold to.” We celebrate them when they do, and we punish them dramatically when they don’t.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. ” New Demand Waterfall: Evolutionary Changes that Operationalize Experiences. ’” But he adds, “The math doesn’t work. On the marketing side, the math doesn’t work for you.”

Demand 120

Demand Enterprise Management Work Management Marketing Management 120