ViewPoint

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Give them the leads that let them apply their expertise to seal the deal. But, if you’re seeking real answers to this age-old question, we have something for you.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 26, 2018

E-books and white papers. A new white paper is also in the works. The statements and quotes are significant enough, and in many cases backed by percentages of improvement, that it’s worth considering them for the white paper also. Nurture material. Newsletter.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 28, 2018

This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. Podcasts produce so much potential content that each show provides a plethora of content options. Can you recognize the program personalities on the Funnel Radio Channel?

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

MARCH 1, 2016

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. The real potential of lead nurturing is ignored. Read this white paper to learn more. Most ROI calculators I see published are flawed. It doesn’t have to be that way.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. All because the CEO did not insist on a common definition of a lead. Define what a lead is. A couple of years ago I wrote a blog for Salesforce.com about lead definition. Who are we selling it to?

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. He suggests using this trend for ongoing long-term lead generation. A teaser video followed by a gated series offer that launches a marketing automation solution can result in building quality leads. Via BtoBMagazine.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. Use voicemails and emails with compelling content to generate and follow-up on leads. Voicemails work. Don’t give up after one or two voicemails. Connect with Paul on Twitter: @pgillin.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

AUGUST 11, 2015

Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. How Relevant is Lead Defintion to a Sales Executive? Marketing may try to handle lead nurturing, but this should be handled by sales. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

FEBRUARY 4, 2014

Hurrah, it’s a warm lead! But are they perusing your homepage, or downloading a white paper? Get these segments to your website and look at what they do when they get there. Are they dipping into your features set? Don’t get excited, we may just be talking about a prospect here. Snare his/her info and keep nurturing!

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

JUNE 28, 2018

Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. What constitutes a good lead? This is all because the company did not agree internally on its market, the definition of a lead or what they sold. Not 50 things. Measure what matters.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? I learned how investment and property management firm, Jones Lang LaSalle is generating tangible leads on seven-figure commercial real estate deals using YouTube. Do your YouTube videos or white papers reveal hidden opportunity?

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Let me go out on a limb and propose the top five media for your lead generation toolkit. Every business needs new customers.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 4, 2013

Last year I released a business development strategy white paper expecting most people to download it in October or November planning for the new year, but in fact found people downloading it in April, so they were planning their business development strategy for the new year, with almost a third of the year behind them.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 12, 2012

” Social Media: Less About Lead Gen and More About Creating Relationships. Click to start video at this point — Recent research reports high social media use by senior execs for staying in touch but low use for buying, and Ann comments, “I think people have really tried to shoehorn lead generation tactics into social media.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. When a salesperson gets a lead, that’s all well and good.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

SEPTEMBER 20, 2012

Bob describes how overreliance on inbound marketing carries the risk that reps’ only role will be as super closing machines dealing with leads being generated by marketing automation activity: “They’re going to have a marginalized job that says, ‘Well, we’re only going to have reps work on things if the algorithm says they should.’”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 19, 2016

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. CEO’s should care about lead generation simply because it will help them create a sustainable company.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 15, 2017

To understand the revenue failure issue, as a consultant I had to start with the people closest to the issue and then spread out to policies, procedures, tool use, and marketing lead generation. These are four of 56 reasons sales could be failing as outlined in a white paper written by James Obermayer. Go here for.

Forecasting 136

Forecasting Consulting Work Management Paid Search Agency 136

ViewPoint

MARCH 4, 2014

Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. Inbound Marketing Problem #1: Too Many Leads. They’ve got tons of leads in the pipeline, but very few making it past the initial lead stage.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

JULY 21, 2011

His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional. Complex internal buying landscapes.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 7, 2015

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. This is part two of a two-part blog. Click here to catch up on part one. ).

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

AUGUST 22, 2018

Which style works best for qualified lead generation and provides a lower cost per lead? The most effective sales people, appropriately nicknamed hunters, are laser-focused on results and seek the most qualified leads from their marketing team. The laser targeted approach holds sales accountable for every lead.

Sales Qualified Leads 136

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