Onalytica B2B

FEBRUARY 24, 2016

Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. According to research from Social Centered Selling and A Sales Guy Consulting, 72.6%

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

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. Not all proverbs (or expressions or sayings) are well understood.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

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. LinkedIn revamps contacts tool to boost relationship management. Via ClickZ. Via eMarketer.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

Varicent

APRIL 19, 2018

Today’s conversation is with Karen Hayward , Managing Partner for Chief Outsiders , on how her 20-year career in sales and marketing impacts the way she approaches consulting today. I’m a Managing Partner for the West Coast operation. I always flipped between sales and marketing, and I think that's kind of an unusual path.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

JANUARY 13, 2017

Most marketing and sales folks I talk to agree … in theory. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Are you using ABM?

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 64

Top of Funnel PointClear Work Management Marketing Management 64

ViewPoint

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. Contain inadequate sales input. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). These things are true at a tactical and strategic level — for small adjustments as well as major shifts.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. I just have to get this order processed and I'll be even closer to goal!'. "So

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. Sales lead rates decline after the fifth contact cycle. It takes about 1.6

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 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. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. Books are listed by funnel category. eMarketing Strategies for the Complex Sale.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

JULY 25, 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. Do you know how media fragmentation works and how to engage consumers across multiple channels and devices?

PointClear 120

PointClear B2B Marketing Trends B2B 120

ViewPoint

JULY 26, 2018

While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener. A few podcasters use almost every tactic listed here. Social media. This program is also pushed out to the 2,400 people on the inquiry/sales lead list from the last 12 months.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

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. Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

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

Biznology

FEBRUARY 2, 2017

Anthony Elvey , after a long career in tech marketing at IBM and Cisco , has gone entrepreneurial, launching a sales and marketing function for the enterprise social media management platform Sprinklr in Asia Pacific. Karla Blalock is COO of PointClear , the prospect development company founded by Dan McDade.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

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. This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. Dan Perry of Sales Benchmark Index.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. These people are making a welcome contribution.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

MLT Creative

MARCH 1, 2011

London, UK: The UK’s largest and longest running multi-channel marketing, media and advertising event. San Mateo, CA: The world’s premier independent event dedicated to building, marketing and managing apps for the Android platform. New York, NY: This full-day event will immerse marketers and senior management on Facebook.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise 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. They also optimize sales lead quality, lead rates, lead velocity and resource productivity. Data tracking, aggregation and measurement.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

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

B2B Marketing Zone Posts

AUGUST 3, 2010

True Confession: I Don’t Have a Social Media Strategy - Dianna Huff - B2B MarCom , July 22, 2010 Social media gurus tell you to have a strategy. True Confession: I Don’t Have a Social Media Strategy - Dianna Huff - B2B MarCom , July 22, 2010 Social media gurus tell you to have a strategy. Are you Being Discovered?

Ning 40

Ning Paid Content Facebook Sales Management 40

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. The thing is, a lot of the people who outsource lead generation are really talking about outsourcing cold calling or appointment booking, so it's aspects of the lead generation process that are being done outside your office's four walls.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28