ViewPoint

MARCH 20, 2014

You start to see unique trends based on the specific source of the leads. Both good and bad trends. In my case, it was a bad trend. Not only was it a waste of my time, but the repeated failure really started to get inside my head. After making that many calls, you start to recognize behavioral patterns in the leads.

Marketing Management 120

Marketing Management Lead Marketing Qualified Leads Leads 120

ViewPoint

APRIL 24, 2013

Click to start video at this point — When I asked Jim if he spotted any disruptive trends this year, he stated that overall he sees a climate of camaraderie. It''s important to look at the trends. For example, what are the trends of leads being accepted by sales? Process Improvement — Use Metrics, Not Hunches. Not Enough Leads.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

OCTOBER 16, 2014

Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Easy—and interesting.

Customer Surveys 120

Customer Surveys PointClear Optimization B2B Sales 120

ViewPoint

AUGUST 11, 2016

Some trends in the industry: Marketing’s mission includes direct responsibility for a higher portion of revenue. For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and be highly convertible.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did.

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BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

JUNE 6, 2013

According to Buyerology founder and principal, Tony Zambito, buyer constantly changes; however, B2B marketers should monitor important trends. He suggests using this trend for ongoing long-term lead generation. Via GreatB2BMarketing. 5 Buyer Behaviors Reshaping B2B Marketing. Via ClickZ.

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B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MARCH 18, 2014

The good news, according to Chris, is that the trend is shifting, a possible harbinger of real progress in the not-so-distant future. Professionals have long understood that there is a disconnect between marketing and sales, but only lately has he seen a trend of increased alignment between the two.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

The good news, according to Chris, is that the trend is shifting, a possible harbinger of real progress in the not-so-distant future. Professionals have long understood that there is a disconnect between marketing and sales, but only lately has he seen a trend of increased alignment between the two.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

APRIL 10, 2012

2011 Marketing and Sales Trends Successes and Failures. Click to start video at this point —In response to my question about 2011 marketing and sales trends that did happen or ones he expected to see but did not happen, Jonathan notes that a primary projection played out as expected: markets and sales remained relatively flat last year.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Because direct mail is not one of the more popular marketing trends, companies that use it find it can actually be quite effective.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

APRIL 9, 2013

Social, mobile, cloud and big data are the trends that matter #w20c. — . — Dan McDade (@dandade) April 8, 2013. Abundance of information leads to a paucity of insight. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. s20c Sunguard $4 million in Sales 2.0 investment resulted in $100 million in revenue. —

Training 120

Training Lead Scoring Lead Ranking Trends 120

ViewPoint

DECEMBER 14, 2016

While the book is over five years old, it ties right into the hottest marketing trend - Account-based Marketing or ABM (if you want to read more about ABM, check out this 142 page resource from Engagio – it is excellent.) In my book, “ The Truth About Leads ” , I provide ten attributes of a well-qualified lead.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

DECEMBER 18, 2012

Click to start video at this point — When I asked Anthony about the biggest trends going into the 2013 sales year he had an interesting take that bucked the general consensus. Click to start video at this point — Sales and marketing executives shouldn’t be so focused on changing methodologies and the newest trends.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

DECEMBER 16, 2016

If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

AUGUST 29, 2011

One trend that the study surfaced was that 70% of the firms surveyed reported that they have increased their total marketing budgets for this year. But while total marketing dollars may be trending up, the percentage of those funds allocated to lead generation was down slightly compared to a year ago.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 29, 2013

Via Small Business Trends. A referral means you have respect and confidence in the person, service, or solution that is being offered. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business. Do you have a resource from your sphere to share?

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

FEBRUARY 8, 2016

They’re not just in the weeds on the data and analyzing trends and statistics. Matt describes the Marketing Technologist as someone who truly understands how technology drives the bottom line for marketing.

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CMO Planning Storytelling Ad Building 168

ViewPoint

SEPTEMBER 10, 2013

It is also a growing trend to use incentives for inside sales lead qualification people who work in Marketing. Eric brought up MBOs (management by objectives) as a common tactic in use to compensate marketers for their efforts. Is this good or bad? Eric and I didn’t agree on everything, and that’s ok. But what do you think?

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

MAY 9, 2013

Mobile-optimized landing pages are essential to taking advantage of the trend toward fewer desktops and more smartphones and tablets, Abraham Nord writes. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 1, 2013

These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle. This will deliver insight on the trends in your pipeline and more accurately identify upward or downward forecasts.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

MAY 13, 2016

It’s a continuous process to assure that market trends, changes in the competitive landscape and your evolving offerings are taken into account. One final note in this discussion: It’s important to note that lead definition is not something to be done once and checked off the list.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JULY 17, 2013

The following trends indicate that field sales teams are becoming extinct. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? Good question. Step into my time machine. When you step out in the year 2015, and the landscape may look quite different.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

AUGUST 30, 2012

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. He elaborates on this trend by explaining, “Before Yammer got bought, they were going to hire 50 field sales reps. I’m looking into a lot of really interesting trends that are happening particularly with technology companies in the area.”.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 25, 2011

PC: Several reports have been published recently about marketing trends and goals. Lead generation is always high on the list and lead nurturing is trending at the bottom of the heap. To be successful, marketers need to integrate them both into a lead management process.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

MARCH 6, 2012

According to the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute and MarketingProfs: 9 out of 10 organizations market with content marketing. The key is to unearth trends and anomalies and make the necessary adjustments, while also tying marketing activities to revenues generated.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 14, 2013

As this trend continues it becomes more important to create your own personal brand. More and more people are tuning out from the traditional news methods and tuning into social channels, keeping up with the latest news by getting it from their peers.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

MARCH 1, 2012

In our work executing outbound lead generation programs for companies with high investment, complex offerings, we saw some trending last year whereby sales was actually taking marketing dollars and relying on marketing automation to send out emails to drive response. I would add to this discussion one other cautionary comment.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

JANUARY 31, 2013

As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

MAY 3, 2012

Their observations on trends include the following: Marketing’s mission includes direct responsibility for a higher portion of revenue. The panel includes Rachel Spasser, Vice President, Marketing, Ariba; Jim Lenskold, President and Founder, Lenskold Group; and Debbie Qaqish, Chief Revenue Officer, The Pedowitz Group.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

SEPTEMBER 27, 2012

2012 Trending: Significant Transformation for Marketing Groups. Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. What are the best vehicles for doing this?’”.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

SEPTEMBER 22, 2015

My concern is that ABM will become another black-box solution in which technology supersedes strategy—continuing the trend of poor quality leads being dumped on sales AND more distance between marketing and sales. Absolutely right, Ardath!

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

APRIL 30, 2013

There are also real measureable ways to track social growth and trends now. Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

FEBRUARY 24, 2016

And that became a trend, but then those people became impossible to find because demand so far outstrips supply.". "I think there has been a shift to hiring people who are much more articulate, who are much more fluent in the buyer's language, who could establish credibility much faster.

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Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

FEBRUARY 26, 2013

As the Director of Research and Thought Leadership, Dan is responsible for ITSMA’s thought leadership development and research programs and will research the latest industry trends, develop new insights, and share best practices with ITSMA members via written reports, data visualization, presentations, and interactive discussions.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

JUNE 10, 2016

Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends. James Thomas, Allocadia’s chief marketing officer, blogged on the IBM commerce site : “Never has it been tougher to be a CMO.

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

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

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Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120