ViewPoint

NOVEMBER 8, 2017

At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

FEBRUARY 26, 2016

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. In addition, the quality of your sales leads is significantly lower because of the marketing automation tools that are used to manage the inbound leads—they’re not built to properly develop or filter leads before sending them off to your sales force.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. LinkedIn revamps contacts tool to boost relationship management. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job. People do business with people, not with technology.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

JULY 12, 2012

” She adds, “I see social tools as being more nurturing tools than anything else. I do see things like marketing getting a better sense of not just putting out a white paper and handing it to their salespeople and then saying, ‘OK, here—use this as a nurturing tool.’

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

JULY 10, 2013

The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). It is your personal blog.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

AUGUST 27, 2018

If it doesn’t support salespeople with the latest digital tools, CRM and marketing automation programs, and provide Sales with qualified leads, resign. “If you work for a company that doesn’t believe in marketing, resign.”. If the company resents every dollar it spends on marketing, resign.

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

MARCH 7, 2018

Open-ended, clarifying and probing questions are important tools. Reflecting is a way to determine or verify that you and your counterpart are on the same page. Don’t be shy about asking questions about any issue that is ambiguous or unclear. They draw people out and encourage them to expand their ideas, while inviting thoughtful response.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

SEPTEMBER 16, 2014

A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. He’s got some tips you’ll want to know about.

Tips 120

Tips Ad Building Blogger Pricing 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. And we need to leverage all those tools appropriately. Inbound: Not Either/Or But A Balance Based on Needs & Goals.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

AUGUST 6, 2018

Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist. Inefficient / ineffective nurturing : Nurturing can triple the return on every marketing investment (see this blog for more). Then look at the productivity gains possible using a best practice, outsourced solution.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. I know that the tool can be modified based on specific company situation, but I think the focus on numbers is misdirected.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 21, 2012

Sales Lead Management is a process that entails departmental teamwork, with the proper tools and leadership. Put a tool in the hands of a fool and you still have a fool with an unusable tool. All marketing lead generation programs will be measured for ROI. i Wikipedia ii Dr.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. The B2B Marketing Advantage of LinkedIn.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

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. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JANUARY 22, 2015

While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual. We all have shortcomings. Most, if not all, people have areas where they lack confidence. We all need to feel appreciated.

Tips 120

Tips Order Spending Tools 120

ViewPoint

JANUARY 31, 2012

These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. These measurements drive low-quality leads to sales. Watch this 60-second video to learn more about inbounditis. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

AUGUST 11, 2015

I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. It isn’t that difficult anymore. It all comes down to the ‘wanna factor.’

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

MARCH 13, 2012

Maybe the analogy is a bit rough, but the tools are there to be aggressive and bite off enormous commitments which includes not just spending the company’s treasure, but adding to it and proving the ROI. To take a larger bite, you need larger tools! How else can companies grow?

Sales Qualified Leads 120

Sales Qualified Leads Trade Show ROI Marketing Automation Services 120

ViewPoint

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…).

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

FEBRUARY 23, 2018

Our tool, the PinPoint platform, does. It’s a specialized tool that syncs with Salesforce.com and other CRMs. That’s why it’s important for Marketing and Sales to have a tool that helps determine the right level of tenaciousness. Can you segment, re-segment or retire lists or list segments in seconds?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. There are so many companies now, and rightfully so, looking at marketing automation solutions and other tools.

Marketing Automation Services 120

Marketing Automation Services Service Lead Nurturing Paid Search Agency 120

ViewPoint

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. So why is ABM the new must-have for B2B marketers?

Account Based Marketing 120

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

ViewPoint

JANUARY 11, 2011

Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective. Many are toys but some are real tools that increase productivity and yield. Great content will continue to evolve as the tool of choice for ISRs.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

SEPTEMBER 22, 2015

So, whether account-based marketing (ABM) tools will be an asset that helps marketing and sales teams to collaborate and generate leads more effectively—or will face a fate similar to the high-tech treadmill that eventually serves only as a place to hang clothes—will wholly depend on the team who "owns" its adoption within an organization.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MARCH 1, 2016

Many of the tools are designed to determine how much revenue an organization needs and where that revenue came from. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. Most ROI calculators I see published are flawed.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

OCTOBER 31, 2013

The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

MAY 12, 2015

Using the complete CRM/marketing automation tool set. Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). Improving presentation skills (not the same as sales training).

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. With the tools and money at their disposal, they work harder and longer than ever before. 2011 @Copyright Smart Selling Tools And they’re headed for your trees!

Work Management 120

Work Management Marketing Management Copyright Blogger 120

ViewPoint

MAY 20, 2016

The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

MARCH 3, 2016

We have developed the following comprehensive Lead/Revenue Calculator that factors in metrics frequently ignored in the planning process, and addresses other shortcomings often found in these sorts of tools.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

APRIL 21, 2015

With these marketing tools and new ones every day, inquiries can be qualified and non-buyers weeded out so that salespeople spend their time only on qualified prospects. Marketing people have a tendency to blame salespeople for the lack of follow-up, and they are right to a degree. Sorry don''t get it done, Dude.".

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Marketing Automation Services Blogger 120

ViewPoint

APRIL 12, 2013

The chief marketing officer''s need for advanced marketing tools will require an unprecedented level of cooperation with IT in the future, Icreon CEO Himanshu Sareen writes. So is the idea of a waterfall, a pipeline or any other metaphor that leads marketers to believe that leads flow in a linear fashion.”.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120