ViewPoint

MAY 9, 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. Via Marketing Land. Do you have a resource from your sphere to share? Via ComputerWorld.

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PointClear B2B Marketing BtoB B2B 120

ViewPoint

FEBRUARY 11, 2014

The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org.

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Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

AUGUST 22, 2011

And, for many, the goal for 2012 will be to finally implement marketing automation. Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” First, you’ll become more efficient in your marketing and sales efforts. What's the point of that?

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ViewPoint

NOVEMBER 29, 2011

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools.

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Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

NOVEMBER 12, 2013

The marketing team? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Aligning Sales and Marketing. Is it the salesperson?

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Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

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Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

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Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Social Media’s Maturing: In-House Resources & Social Advertising. Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Social Media’s Maturing: In-House Resources & Social Advertising. Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

OCTOBER 19, 2017

Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. per hour for a PointClear outsourced teleprospecting resource. The Miller Lite analogy wouldn’t be complete without a counter discussion on how our resources are not only less expensive, but better.

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Lead Generation Cost PointClear Generation 149

ViewPoint

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

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Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

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ViewPoint

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

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Efficiency Analytics Work Management Marketing Management 120

ViewPoint

FEBRUARY 19, 2013

Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people. Let’s take a look at how this affects Sales and Marketing. The reason for setting monthly goals (either sales or marketing quotas) is based on the principle of the irreplaceable past. No, not really.

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ViewPoint

JUNE 15, 2012

Jim's career has been equally divided between marketing and sales. He has written over 95 articles around sales and marketing management and is the author of four books. He is a speaker on sales lead management, sales enablement, and marketing ROI. Outbound vs. Inbound: We Can’t Get Away from Basic Integrated Marketing.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 OK, this a consumer example. Well, let me share another example—and this one is not hypothetical.

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Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

AUGUST 9, 2016

This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. Longer-term opportunities increase marketing ROI. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

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Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Marketing automation. B2B marketing and sales strategies and tactics. B2B marketing and sales strategies and tactics.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

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.

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Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

AUGUST 16, 2018

This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. Longer-term opportunities increase marketing ROI. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

APRIL 29, 2014

It''s a Problem for Sales and Marketing! ” Non-producing salespeople drain cash and precious support resources, and take up valuable sales management time. ” Non-producing salespeople drain cash and precious support resources, and take up valuable sales management time.

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B2B Sales Paid Search Agency B2B Marketing Resources 120

ViewPoint

JULY 26, 2018

Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. Retweets are common from the guest’s marketing staff. Resources section of the website. Nurture material. Social media. Email blast. and the audio.

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Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JULY 24, 2012

Put another way, tell me with whom you associate professionally and I will know if you can prove the return on investment for marketing. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing. Procedures—the marketing and sales rules of execution, and the ROI projections.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

OCTOBER 20, 2017

Just as the beer pleases two constituencies (those who want their beer to be both full bodied and light), the outsourced approach to lead generation, qualification and nurturing pleases two kinds of marketing and sales leaders. Outsourcing teleprospecting offers two, seemingly conflicting advantages: It costs less, and the results are better.

Sales Qualified Leads 149

Sales Qualified Leads Lead Generation Sales Leads Lead Scoring 149

ViewPoint

NOVEMBER 7, 2011

So how could it make sense to use outside resources to engage with target companies this valuable? The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about our company, our solutions and our culture.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

DECEMBER 9, 2010

Qualifying criteria are rarely met due to lack of marketing resources. Sales reps actually need fewer sales leads—or more accurately, fewer raw, unfiltered, unqualified marketing leads. By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 26, 2016

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. It’s hard to find any recent marketing industry publication that doesn’t jump on the inbound marketing bandwagon.

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ViewPoint

SEPTEMBER 29, 2016

By applying market segmentation techniques and testing segments you can identify and then prioritize on those segments that generate the highest return and eliminate those segments where the return is not sufficient to invest the time and money in the clean-up. Traditional Database Marketing Cleanups Miss the Mark – And The Potential.

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Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 2: Segment & Test Your Market.

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Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

APRIL 11, 2018

However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles. Here’s what a cadence might look like, depending on the market and offer: Attempt Number. If No Connection. Business Day.

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PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

DECEMBER 12, 2013

Just like listening to a conversation in a language you don’t know, without context, information is simply various data points – which means the silos of Big Data you’ve purchased or harvested, waiting to be leveraged by some brave salesperson or marketer, are just silos full of noise. to sell the solution).

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Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. We have to be balanced in our sales programs, and we have to be balanced in our marketing programs—and leverage the things that work for us.”.

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Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. “Don’t you know that roulette wheel is crooked?”

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

AUGUST 11, 2016

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Cost-Per-Lead.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel. Traditional marketing departments are also not the best equipped for this important job.

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