ViewPoint

JUNE 5, 2017

Accountable organizations win bigger deals--and drive a whole lot more revenue. The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales. An accountable marketing organization is accountable for lead quality. You can listen to the webinar here.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

SEPTEMBER 12, 2018

This is how most organizations manage deployment—in large part because it’s easy. In addition, managers need to be sure their reps are assigned a realistic number of accounts to work. This assures they’re effectively working their deals, they’re not spread too thin—and that good prospects doesn’t fall through the cracks.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. Why do you think many organizations don’t understand the value of nurturing?

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

AUGUST 5, 2016

It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. What pushback have marketers had to the idea of working the entire funnel? Absolutely.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 16, 2017

Here's a synopis: Market: There's no such thing as a good list without a lot of work on marketing's part. Testing, segmentation, and nurturing non-lead outcomes make the usual bad list work for you (delivering 3x more return) and allow you to deliver an on-point message. More about this. That is, by not using a cost-per-lead metric.)

Sales Leads 202

Sales Leads Process Top of Funnel Lead Ranking 202

ViewPoint

MAY 24, 2016

If you haven’t gained mutual agreement of what a lead is in your organization, determining the cost of a lead is next to impossible—there’s no way to measure. So start by making sure everyone in your sales and marketing organizations know the answers to the following questions: What constitutes a marketing qualified lead?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. The role of prospect development is to close the gap between marketing and sales.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. Some of the companies we represent have worked with us for more than 15 years. Ninety percent of the CMOs that engage us have worked with us before. unscripted ) with prospects.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues.

Conversion 120

Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. I have however, managed many sales organizations. In each, I was acutely aware of the effects that a lack of sales momentum has on an organization. It seldom works that way. For instance: Leadership Changes.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

JANUARY 5, 2017

The more senior you are in your organization the more likely it is that you feel that these actions should be (whether or not they can be) handled by others in your organization. The reality is that not only are they not being managed by others in your organization, they are likely being mismanaged.

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization. Not 50 things. Measure what matters.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. So, proactive outbound (including telephone calls) works if CXOs or other senior level executives are your target. It helps that senior executives are 2.5

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

OCTOBER 31, 2017

Existing groups work well together, they contribute more quickly, and they are more likely to shake things up (in a good way),” Finkelstein, the Steven Roth professor of management and director of the Tuck Center for Leadership at Dartmouth College, wrote. Save yourself the management headaches of keeping those positions filled.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

DECEMBER 12, 2017

As long as they worked for XYZ Company and downloaded the content they were a lead. When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. It did not matter if they were ready to buy – or even qualified to buy.

Sales Qualified Leads 189

Sales Qualified Leads Lead Ranking Lead Scoring Buy 189

ViewPoint

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. By leveraging the work done in the first go-round you save a lot of money, a lot of time … and have more to show for your efforts. Long term, things get even worse. The math isn’t real complex.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JANUARY 22, 2016

Companies who were duped into believing that “everything had changed” and that “nothing that used to work still works anymore” experienced a wake-up call once these wonderful new methods didn’t deliver the promised results. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Organizations should strive for lead acceptance rates that are 90 percent or better.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 23, 2018

It’s a simple equation—and a win-win for both organizations. Over the past two decades we’ve worked hard to crack the code on this. One dictionary defines agile as “relating to a method of project management … characterized by the division of tasks into short phases of work and frequent reassessment and adaptation of plans.”.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 20, 2014

My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. Yes, we had a CRM system, but Marketing didn’t have an automation system.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

AUGUST 16, 2018

The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets. If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled.

Lead Ranking 136

Lead Ranking Lead Scoring Sales Qualified Leads Leads 136

ViewPoint

APRIL 4, 2013

Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. According to Richard Ruff, co-founder of Sales Horizon, sales managers should demonstrate or model sales skills to reps. Going Beyond Cost-Benefit Analysis. Sales needs to go beyond to provide financial justification.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Both are working toward different, conflicting metrics. Many challenges facing Sales and Marketing have been around since the beginning of time. Develop a guide.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

APRIL 14, 2017

However, without more specific direction, he or she is going to find the organization enter into a familiar, frustrating cycle. And it means Sales has to work all the leads turned over to them, fully. In his work Aphorisms, he wrote: “For extreme diseases, extreme methods of cure, as to restriction, are most suitable.”.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. In the example, $2,240,000 is revenue retained.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

AUGUST 29, 2013

The most successful organizations are realizing the vision of sales 2.0, by using the data, metrics and predictability that inside sales has always been known for,” says Anneke Seley, CEO of Reality Works Group. The insights shared can be applied to your sales organization today. Via Radius.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. Technology is also key to making ABM work and scale, but it’s also not hype or a distraction if marketers know why it’s being deployed.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. It is important for everyone in an organization to agree on the definition of a lead, and it is likely that this will not be a joint decision between just sales and marketing. (Cartoon courtesy to Kenny Madden). Big surprise.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

NOVEMBER 29, 2016

Just 42% of marketing qualified leads are accepted and worked by sales. Basic, building block decisions are ceded to those in organizations (such as marketing and sales) that cannot or will not work together to align. The #1 sales execution challenge is the lack of qualified leads. Dollars are squandered. Sales is mad.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MARCH 22, 2018

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. Do not leave them to work it out for themselves, they might not bother! Value selling is PointClear's bread and butter.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 23, 2016

If your organization isn’t doing these three things, then you will miss your number. When the two departments don’t agree on what they’re working toward, marketing will continue to accuse sales of disregarding leads, and sales will continue to accuse marketing of providing bad leads.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. 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.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

MARCH 6, 2012

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. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120