ViewPoint

NOVEMBER 13, 2017

One way to do this is to avoid under-touching your targets. What Is Multi-Touch? To reduce sales lead generation cost, you need to optimize the value of each prospect. Touches are a combination of dials, voicemails, emails and in some cases direct mail (multiple media).

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

FEBRUARY 8, 2016

Master Storyteller : “Personas are important, but being able to translate what you know about your personas into great stories that align with the buyer’s journey and makes your target audience want to engage with you is extremely important.”. Storytellers must be able to write with the intention of driving results from their target audience.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

JUNE 5, 2017

Ushering in the era of accountability requires leveraging account-based marketing approaches, including: Work together to identify targets and target roles. So how do you get from here to there? To avoid an inefficient scattershot approach to marketing and sales, figure out the ideal prospect/client profile. And why you win or lose.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. You can target companies and domain/IP addresses all day long to send messages, content offers, etc.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

JANUARY 13, 2017

The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. Then it’s time to continuously improve it all.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

FEBRUARY 16, 2017

This ratio confirms that marketing is on target with delivery of qualified leads that convert to forecastable opportunities. The right KPIs go beyond cost-per-lead to reveal the B2B lead generation programs and investment levels needed to meet corporate growth and revenue targets, as well as investor and analyst expectations.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

ViewPoint

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. 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. Targeted contacts per account. We call that state of completion a disposition.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Vanity Metrics vs. Target Account influence. Here’s a specific example for you. More Leads.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

AUGUST 6, 2018

On the productivity side, most insourced units fall short of professional outsourced services: Too much or not enough research: If research is cutting in to the time to make outbound dials per day (the target should be 80) you are doing too much of it.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

MAY 18, 2016

This number is proof that it will take outreach to engage your entire target market. So, proactive outbound (including telephone calls) works if CXOs or other senior level executives are your target. A well-run inbound program can realistically deliver 35 percent of the leads you need : That's according to The Bridge Group.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

OCTOBER 5, 2018

He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). Read more in this white paper.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

DECEMBER 1, 2016

They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus and no company firmographics and no telephone numbers).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. 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.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 29, 2015

Instead of companies with 100 prospects world-wide using it, the IP-based targeting can, through software and a little manual labor, be applied to companies with a much larger total available marketplace (TAM). Jim’s approach is absolutely on target. I think we both agree this is a mistake.).

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

APRIL 14, 2017

As it turns out, in their target market there are only 804 hospitals that are big enough to be of interest to them (based on number of beds). Worse yet, the list they provided had less than 50% of the targeted hospitals. They asked us to call every contact.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

SEPTEMBER 29, 2016

As a result, database marketing campaigns can only target all cleaned prospects, because the best prospects have not been identified. And, this test provides the market segmentation intelligence needed to fully fund and roll out database marketing programs targeting high-return segments.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

SEPTEMBER 24, 2015

First you map out your potential accounts, pairing those down to a small subset of highly-targeted accounts. Don’t target too many accounts or you’ll lose focus. Once you know which companies you’re targeting you need to map out all of the potential influencers of your deal. Maybe you traditionally sell to one line of business.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. Marketing and sales must sit down together to determine which accounts to target—this is where true alignment comes in. Targeting and tracking are keys to successful ABM.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. A key piece of both books is my firm commitment to showing others that by targeting better prospects, it is possible to close more deals at a higher price. The entire day was spent talking about prospecting. How could we fix it?

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 14, 2017

35 – 45% of targets will not respond to your first cycle of contacts. Your message is not about you; it is about them. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Don’t over-invest. However, don’t give up!

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

NOVEMBER 8, 2017

TARGET, SEGMENT AND TEST: How often does your team analyze lists? Don’t be surprised if you talk to six different people at your company and get six different definitions of a lead. Unless you crack this problem, nothing else is going to work. See this article for my advice on “How to Establish a Meaningful Lead Definition.”.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

JANUARY 18, 2017

In another example, our target market was CFO’s at the fifty largest utilities in the US. He described his target market as senior executives who are smart enough to know that they cannot depend on inbound to scale their companies. We spoke with three decision-maker/influencers and two executive assistants.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

JANUARY 4, 2018

Only the $50,000, 60% margin, 15% allowable marketing cost ($1,500 target allowable $ per lead) scenario works for proactive outbound marketing. While this is a simplistic approach, you can see the extent to which average deal size, margin and the percent of revenue that is spent on marketing impacts the allowable cost per lead.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

MARCH 17, 2015

movement harshly declare that proactive targeting and prospecting for new business is dead. He also points out that sales reps and organizations fail when they have poor targeting, lame weapons, and lack of execution. And now for an overview of some of my favorite chapters…. All the more reason you should read the book for yourself!

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

DECEMBER 16, 2016

Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

JULY 24, 2017

We will stay on top of these targets, maintaining our cadence. We’ve confirmed that the data on this target is incorrect. Twenty to 25% will turn into leads with additional, scheduled contact. These are also qualified opportunities, but we have yet to perceive interest and need.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

SEPTEMBER 9, 2016

If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Every bad, ill-targeted attempt to contact me tarnishes that brand in my mind. I experience this every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MAY 20, 2016

Organizations targeting large enterprises are already familiar with the potential clients that exist in this saturated space, so it’s difficult for marketing to source new leads. Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

MAY 13, 2016

4,319 contacts who had downloaded a white paper with email addresses—but who may or may not be in targeted companies or have any need or authority to buy with email addresses, with inaccurate, incomplete or non-existent company firmographic information, and with no telephone numbers. Brian’s blog continues: “ULD doesn’t need to be complex.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

FEBRUARY 26, 2016

An allbound approach enables prospects to engage with your company in the way that works best for them while targeting the right market or markets. Marketing, not sales , should be targeting the right market(s). Most importantly, you will achieve or exceed your ever important revenue goals. Inbound debate.).

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MARCH 20, 2014

If you want to attract better inbound leads you need to make your content more targeted and specific. More specific to the needs and pains of your target audience. Make your content more targeted and specific to address your customers problems. That''s an article you need to read. How You Can Attract Better Inbound Leads.

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 120

ViewPoint

MARCH 19, 2015

Here’s a glimpse of what she had to say: 1) Television: Television continues to be the biggest spend for marketers due to the fact that you can reach the masses AND get very targeted with your ad buys. 5) Mobile and Social Targeting: Most people are using their phones to shop, but not necessarily purchasing on them.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

FEBRUARY 7, 2012

With a goal of creating meaningful market segmentation to assure that marketing and sales efforts were directed towards the highest performing targets, we began by testing the client’s variables, plus others, and measuring the performance of each. Example 2: A new predictive targeting model. to 6.0%, an improvement of 158%.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 9, 2017

Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

APRIL 24, 2013

Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy. After completing his company''s 19th annual Sales Performance Optimization Study , Jim said it revealed that 94 percent of the companies surveyed increased their revenue target for 2013. Lead Generation — Don''t Just Turn Up the Volume.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

AUGUST 11, 2016

This ratio confirms that marketing is on target with delivery of qualified leads that convert to forecastable opportunities. The right KPIs go beyond cost-per-lead to reveal the B2B lead generation programs and investment levels needed to meet corporate growth and revenue targets, as well as investor and analyst expectations.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120