ViewPoint

MARCH 22, 2018

You should always be looking for opportunities to offer more features that will be of benefit by asking the customer to tell you areas in which they would like to see greater support or additional services. Staying as they are, or going for a support agreement that would reduce down-time, is the value gap opportunity. Value Added Arguments.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JANUARY 18, 2017

We had left voicemails, sent emails and even sent an industry magazine that featured the CFO of one of our client’s clients. After almost three months and fifty-four total touches, the CFO of the fourth largest utility in the country called and said: “Don’t stop calling me. You are my conscience.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. He comments, “Salesforce.com is a good example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. He comments, “Salesforce.com is a good example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process?

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Tap CRM to Give Your Customers a Pleasant Surprise.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

OCTOBER 30, 2012

In my case, I published a handful of stories and audio interviews on my site featuring a niche subject matter expert. In other words my expert's insight was enough to cause a reaction—to move people to click on my photo image, begin to explore my LinkedIn profile and run into my syndicated blog post featuring the interview with my expert!

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

OCTOBER 14, 2011

PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event.

BtoB 120

BtoB PointClear Class Linkedin 120

ViewPoint

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Will Google Glass Revolutionize Buying and Selling?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Motivate Your Sales Team with These 13 Ideas That Work.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

MAY 8, 2013

If we do our job right and we develop marketing that is customer-focused, enlightens customers with the unexpected, resonates directly to them, helps explain the “why” of our products or features and, we measure and adapt learning based on why we win what we win or lose what we lose, marketing should be valued by those who pay our salary.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Are You Paying Enough Attention To Your Sales Teams?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

FEBRUARY 4, 2014

Are they dipping into your features set? Ask yourself who your customers are. Get a handle on understanding segments. Get these segments to your website and look at what they do when they get there. Hurrah, it’s a warm lead! But are they perusing your homepage, or downloading a white paper? Snare his/her info and keep nurturing!

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

APRIL 15, 2014

One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town. By Christopher Hosford, editor-in-chief, HosfordGroup. Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP.

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

ViewPoint

FEBRUARY 13, 2018

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. Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

AUGUST 8, 2011

The ability to report and forecast metrics improves when full-featured marketing automation integrated with CRM or sales automation is in place. These marketing organizations must rely on performance metrics such as Number of Marketing Qualified Leads, Percent of Leads Converting to Opportunities, and Number of Opportunities.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

OCTOBER 20, 2011

Each of the categories features candid and detailed quotations from respondents to illustrate why they would ask their new questions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

OCTOBER 31, 2013

Today''s Featured Guests. Each interview is available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

FEBRUARY 24, 2016

One meeting I sat in on recently (hosted by a very well-known industry analyst) featured a young marketer who spoke about how well their ABM program was working (it was all IP based)—when pressed for results she said there weren’t any as it was “too early”. IP and other internet marketing are just a small part of what ABM is about.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

OCTOBER 2, 2012

I hope you enjoy them: Today's Featured Guests. In post-production, we break each interview down into small segments and provide “teaser” copy for each segment. Below are some highlights (a couple of minutes each).

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JANUARY 26, 2012

Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop. The standard elements of a consumer direct-mail package (outer envelope, letter, brochure, reply form, business reply envelope) work solidly for lead generation.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

NOVEMBER 8, 2012

Linda is the author of ten books on sales and sales management, and she has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and the Conference Board magazine.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

MARCH 6, 2012

For more on the steps needed to get sales and marketing cranking in unison, download this eBook featuring recommendations from leading experts including: Ardath Albee, author of eMarketing Strategies for the Complex Sale. Andrew Briney, Senior VP and Group Publisher at TechTarget.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 30, 2012

He also is impressed with the proliferation among start-ups in theSilicon Valleyof growth hacks: “You could define it as this sort of hack or feature that you do from a marketing perspective or from a sales perspective—whatever it is that drives growth.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 30, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Qualities of an Inside Sales Winner. Josiane Feigon shares 20 traits of a successful inside sales rep.

B2B Sales 120

B2B Sales PointClear Work Management B2B 120

ViewPoint

AUGUST 6, 2013

Today''s Featured Guests. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Below are some highlights from recent interviews. Jim Dickie, CSO Insights Dan Waldschmidt, Waldschmidt Partners Bob Perkins, AA-ISP Michael Brenner, SAP.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

AUGUST 1, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Inside Sales Power Tip 125 – Grit. What is the distinguishing factor that sets some people apart from others?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

APRIL 13, 2012

He’s also been featured by Forbes, CMO Network, Mashable, Huffington Post, NPR, Financial Times, Adweek, and Reuters. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120