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Dear CEO: Find out how well your team is nurturing its B2B sales leads


Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count.

The 10 most fascinating people in B2B Marketing in 2015


With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. Her company 6Sense has made waves for clients like Cisco and VMWare.

Trending Sources

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted.

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


Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. If it took six months to make a typical B2B sale, the nurturing process now had a timeframe for performance. B2B Marketing B2B Sales Lead NurturingIt’s 2015.

Insights on Outbound Conference in Atlanta


This belief is keeping him busy: “ My business is split evenly between speaking and consulting. Elements of becoming a trusted advisor: Value (you are not selling your company or a price, you are selling what needs to be done and how); Care; Proactive in approach; Accountable (you sold it you own it); Insight driven; Future oriented; Strategic.”. I’m able to reach many more companies and salespeople through my video streaming programs.

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


This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. What B2B Companies Did Well in 2015?

When You Should (and Shouldn't) Outsource Your Marketing


Working with a consultant or agency that can help with your lead qualification might be worth it to improve sales efficiency. Where most companies go wrong when outsourcing SEO -- or frankly, when hiring an in-house SEO professional -- is focusing just on keywords.

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Four Things to Consider Before You Buy Marketing Automation


However, for many B2B marketers, 2012 planning is right around the corner and usually starts right after Labor Day. If you can’t find an internal objective source, consider bringing in an outside consultant. If your organization is not committed to this kind of long-term role, then you may want to consider investing company resources in something else besides marketing automation. This post originally appeared on the PointClear blog.

On Becoming a Top Sales Expert at Top Sales World


The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. I’m honored, thrilled and humbled (all at the same time!)

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. But does the B2B need the same platform components as B2C?) Any consultants out there?

Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010

B2B Marketing Zone Posts

Best of B2B Marketing. Marketing Dashboard: Active Discovery - Digital Body Language , July 27, 2010 One of the most valuable areas to gain an understanding of is the current state of how your prospects actively discover your company and your solutions. True Confession: I Don’t Have a Social Media Strategy - Dianna Huff - B2B MarCom , July 22, 2010 Social media gurus tell you to have a strategy. The default for this field is your current position at your current company.

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

According to research from Social Centered Selling and A Sales Guy Consulting, 72.6% ” Jack Kosakowski – Global Head Of B2B Social Sales Strategy at Creation Agency. What companies need is a social selling process that empowers their employees and drives business results.