ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Marketing Automation companies! Inbound Lead Costs Increase over Time.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

FEBRUARY 23, 2018

Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. So, what happens?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

APRIL 2, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Many sales reps lack insights on the best way to follow up on a lead.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ANNUITAS

AUGUST 30, 2011

However, for many B2B marketers, 2012 planning is right around the corner and usually starts right after Labor Day. And for many of you, one of your goals will be to finally implement a marketing automation tool. First, you’ll become more efficient in your marketing and sales efforts. Well, we’re in the dog days of August.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ViewPoint

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Should Marketing be Compensated on Revenue with Eric Lundbohm.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Nominating is open now and runs to March 16. Nominating is open to members of SLMA.

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

JANUARY 9, 2014

Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. Here’s what they had to say: Ardath Albee | Marketing Interactions. A form completion is a lead. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Sales and marketing headcounts have increased to generate new customers.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Biznology

JANUARY 6, 2016

With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.” We are lucky to have them.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 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. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management. General B2B Marketing & Lead Generation. Content Marketing.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Regular marketing analytics reviews are critical success factors supporting our mission. Data tracking, aggregation and measurement.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Best of B2B Marketing. The 20 craziest things you can do on Twitter - grow - Practical Marketing Solutions , July 7, 2010 OK, we’ve heard all the great business success stories about connecting and learning through Twitter. July 1, 2010 to July 31, 2010. Featured Sources. Like hooking their toilet up to Twitter. Bloody great idea.

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Marketing became further educated when they asked sales about the customer buying process and the sales selling process. It’s not the next new “trick.”

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120