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The 10 most fascinating people in B2B marketing in 2016

Biznology

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. Our discipline is blessed with a lot of talent and plenty of new ideas.

Six great blogs for B2B Marketers

Biznology

My recent favorite article is the amusingly titled “Sorry, But ‘How Many Touches Does it Take to Make a Sale?’ I was honored to contribute a guest post for PointClear last year. What I especially like is his positioning as “sales acceleration,” which is to my mind, where B2B marketing needs to be. We’ve all heard the stats about blog proliferation. Sewell. Do tell!

4 Great Reasons to Take the Sales Performance Optimization Survey Today

ViewPoint

I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space.

The Flavors That "Sales Ready" Leads Come In

ViewPoint

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. B2B Sales Sales Leads

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software. The point we want to make clear is this: The primary beneficiary of content marketing and marketing automation is Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.

What Sales Really Needs from Marketing

Fearless Competitor

B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. If sales is ill-equipped for lead generation, and winning deals, this begs two question: Are Sales Getting What They Need to Be Truly Effective?

Sales 61

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Great Sales Managers Inspire and Motivate … Just Like Great Teachers. Via The Center for Sales Strategy.

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

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. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Sales is all about value for the dollar. Hogwash!

60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” They reach a shocking conclusion – this is not a misalignment of sales and marketing. And we strongly suggest you reach outside the business to expert firms like BlueBird Strategies , The Annuitas Group , NuSpark Marketing , PointClear and even Find New Customers. ” This should be a wake-call for all leaders in companies who sell products to other businesses. Deep buyer personas.

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

Fearless Competitor

B2B Demand Generation | Why it belongs in Marketing – Not Sales. I posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. But what about sales prospecting? Most companies don’t call what sales people do “demand creation” or “demand generation.” David.

The Real Need of Sales Today – Fewer, Better Leads!

Fearless Competitor

As the host of MadMarketingTV , I’ve spoken with leading experts such as Dan McDade of Pointclear and Brian Carroll of MECLABS. Sales today needs much higher quality and fewer leads than ever before. This is why you need to reach out to companies like PointClear or Find New Customers today. One thing become clear talking to these bright men and reviewing their data.

20 Best Practices – An Essential Checklist for B2B Sales and Marketing Organisations

Fearless Competitor

B2B Lead Generation | A Checklist for B2B Sales and Marketing Operations. Bob Apollo with Inflextion-Point in the UK is a well-respected sales and marketing expert who. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Dan McDade, Pointclear. sales challenges sales leadership Sales Leads

Good Reads for B2B Sales - Sales Intelligence with Google

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear. Via A Sales Guy Via CRM Buyer. Via Marketo Blog.

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling. Sales needs to go beyond to provide financial justification.

Microsoft Partner Fills Forecast with PointClear Sales Leads

ViewPoint

Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

How to define a lead and gain agreement is the first 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. 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. Define what a lead is.

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Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

ViewPoint

Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). Author of New Sales Coach is glad to see the return of “reasonable thinking.”. Note from Dan: If you have not already read Sales Management. Miles Austin – Fill the Funnel, Inc.

Good Reads for B2B Sales - Are You Drowning in Sales Quota?

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will it bring another evolution in the ever-changing buying and sales processes? Inside Sales Power Tip 118 – Share Insight. What?!

Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”

Fearless Competitor

Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Dan McDade, Pointclear. B2B Demand Generation | Laugh and Learn. Jeff Ogden. Laugh and Learn runs every Friday at 11am ET.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. Obermayer said, “People who win are recognized by their peers as multi-dimensional sales and marketing experts. Dan McDade – PointClear www.pointclear.com. James W. Ruth P. Michael A.

Online Sales Leads Seen Needing Improvement

Fearless Competitor

When asked to rate how much (or if at all) five key areas of their company site need improvement, respondents were most likely generating new sales leads needed some level of improvement (94%). Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. ” Dan McDade, Pointclear. B2B demand generation | The need for leads. Check out this from MarketingCharts. 94% say generating new leads needs help. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Three Ways CRM Integration Creates Alignment and Drives Sales. Via Selling Power Blog.

Good Reads for B2B Sales - Do You Have What It Takes to Succeed?

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 125 – Grit. Via Score More Sales. 10 Things Every Sales Manager Should Know About Sales Performance (Infographic).

Good Reads for B2B Sales - Lessons from NHL Playoffs

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Qualities of an Inside Sales Winner. Josiane Feigon shares 20 traits of a successful inside sales rep. Via Salesopedia.com. Via The JFBlogit.

Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads

Fearless Competitor

The study agrees, saying that software alone will note “make for an optimized sales funnel.&# This is why great companies like Nuspark Marketing , Allinio , Bluebird Strategies , and PointClear exist. How do you plan to address the high quality sales lead problem? We also invite you to visit our blog on B2B sales too, the B2B Sales Lounge. contact-form].

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

ViewPoint

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.). The Score More Sales Approach. She says that marketing is now working more closely than ever with sales teams to better deliver value. Why did we ask? Part 1.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

ViewPoint

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. Marketing became further educated when they asked sales about the customer buying process and the sales selling process.

Your company is struggling to create quality sales leads. What do you do?

Fearless Competitor

B2B Lead Generation | Uncovering the root cause of sales lead problems. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. ” Dan McDade, Pointclear. Let’s assume you’re a fairly decent golfer. You consistently shoot in the 90s, but you are competitive and you want to improve. What do you do? Buy a new set of golf clubs? Try to play more rounds? Spend more time at the driving range or on the putting green ? Buy a DVD set by Jack Nicklaus ? Work with a golf pro ? Weak buyer personas. Boring content.

The Importance of Lead Nurturing (Radio Show) in sales lead generation programs

Fearless Competitor

Buffer The Importance of Lead Nurturing in sales lead generation programs. Lead nurturing is a key part of sales lead generation programs. This radio show’s a good way for inexperienced people to learn about this important element in best practices sales lead generation programs. ” Dan McDade, Pointclear. Thanks to SalesBuzzRadio for this.

5 Steps to Account-based Marketing Success

ViewPoint

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. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals. Many are still trying to figure out how to put ABM principles in place. Dan McDade.

How, When and Where Buyers Want Content

Fearless Competitor

The formula is simple – great content = sales leads. Not many have tried to measure the impact of stories on the sales process.&#. Savvy companies today create both to appeal to different audiences and different times in the sales cycle. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Survey says….

The Fatal Mistake Boards & VP Sales Will Make In 2012 Planning

Fearless Competitor

He explains why hiring salespeople does NOT grow sales. More salespeople does not mean more sales ! The Fatal Mistake Boards & VP Sales Will Make In 2012 Planning. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Dan McDade, Pointclear. Or just fails.&#. The author is 100% correct.

Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges

Fearless Competitor

This is why companies need to reach out to companies like Spear Marketing, AcquireB2B , Nuspark Marketing , Pointclear or even Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

Find New Customers salutes the “20 Women to Watch in Sales Lead Management”

Fearless Competitor

The Sales Lead Management Association yesterday announced the winners of the “ 20 Women to Watch in Sales Lead Management.” Karla Blalock, PointClear, LLC. Lori Richardson, Score More Sales. ” Find New Customers congratulates all of the winners. Great job, ladies! Lisa Arthur, Aprimo, Inc. Trish Bertuzzi, The Bridge Group, Inc. Lisa J. Cramer, LeadLife Solutions. Christine Crandell, NBS Consulting Group. Robyn Davis, When I Need Help (WINH). Kristin Hambelton, Neolane, Inc. Jennifer Horton, Eloqua, Inc. Diane Mayer, CodeBaby®. Ruth P.

The Current State of B2B demand generation

Fearless Competitor

Passing these leads to sales is a massive waste of expensive resources. In fact, data shows only about 16% of these turn into sales opportunities, so sales typically contacts only 1 in 5. With the exception of SEO/PPC, those approaches focus on the middle of the funnel – converting names to qualified sales opportunities. Dan McDade, Pointclear. Lead scoring.

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI. One of the first books to discuss the complex buying cycle of B2B and how to align sales and marketing to engage and nurture prospects. eMarketing Strategies for the Complex Sale. Dan gives interesting insights on lead quality and sales team management. Ruth P. Stevens.