• VIEWPOINT  |  TUESDAY, JUNE 7, 2016
    [Customer, Demand] Does Your Sales Team Know How to Follow-Up on a Lead?
    In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.
  • VIEWPOINT  |  FRIDAY, JANUARY 22, 2016
    [Customer, Demand] Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3
    Sales professionals will continue to struggle trying to keep up with increasingly complex decisions, the demand to “know more” and new technologies. Andy MacMillan – Act-On: Marketing will expand from predominantly acquisition marketing to retention, expansion and advocacy, and we will see the role of CRM and the marketer evolve into the new stewards of customer relationship.
  • VIEWPOINT  |  THURSDAY, APRIL 18, 2013
    [Customer, Demand] Good Reads for B2B Sales - Selling at Every Level
    Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner.
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Customer, Demand] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    Get Content Get Customers: Turn Prospects into Buyers with Content Marketing. The original primer that reviews content marketing best practices and why content delivers leads and nurtures them into customers. Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business . Social Marketing to the Business Customer: Listen to Your B2B Market, Generate Major Account Leads, and Build Client Relationships .
  • VIEWPOINT  |  MONDAY, OCTOBER 24, 2011
    [Customer, Demand] Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation
    The solution is notable for many reasons, one of which is the speed of implementation: the first customer went live within two weeks of meeting the Kenandy team. Derek notes that Salesforce’s Chatter is used to communicate both externally (customers, suppliers and distributors) and internally (production, engineering, and purchasing). An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like?
  • VIEWPOINT  |  MONDAY, JULY 11, 2011
    [Customer, Demand] Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics
    Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies: Salesforce.com, SuccessFactors and NetSuite. Sales and marketing headcounts have increased to generate new customers.
  • B2B MARKETING ZONE POSTS  |  TUESDAY, AUGUST 3, 2010
    [Customer, Demand] Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010
    Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. m all about helping customers. 3 Great B2B Demand Gen Articles from Last Week - Smashmouth Marketing , July 29, 2010 It’s amazing that there’s so much great content out there surrounding demand generation and B2B sales and marketing! Demand Generation (91).
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Customer, Demand] B2B Lead Management Market Heats Up
    problem: 1) Web analytics – typically the stronghold of companies like Coremetrics, Omniture, and WebTrends, the analytics area bleeds over into lead management as companies go online to generate demand. My point: B2B marketers are looking elsewhere for help generating demand. Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others.