The Content Factor

The 10 most fascinating people in B2B marketing in 2016


She was way ahead of the pack in calling for marketing accountability, in everything from lead generation to customer experience management. Ajay Gupta is a data innovator with big ideas for how the rest of us can get smarter with our prospecting and current customer marketing.

Prospecting data accuracy


Business marketers are always complaining about their customer data. “It’s We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . Good news: B2B prospecting data is more accurate than you may think.

Trending Sources

Chairs are Dead—and Other B2B Marketing Hogwash


These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. I invite you to subscribe to the PointClear blog so you never miss a post. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing).

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Do You Know Your Millennial Customers. Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day.

Good Reads for B2B Marketing - Protect Your Online Reputation


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones.

What Percent of Leads Should Sales Close?


There is a lot of talk today about the customer’s experience … but don’t forget the importance of your prospect’s experience. Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication.


Why would a company ever outsource anything?


Managers have hard evidence … in the form of the team’s performance record—revenue increased, deals notched, customers acquired, and so on — and its longevity and stability over time,” said Finkelstein, who is also the author of Superbosses: How Exceptional Leaders Master the Flow of Talent. That’s essentially what PointClear clients do when they engage us for outsourced lead generation.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer


Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. A ULD clarifies what a lead is to everyone in your organization, and these leads also: Fit the profile of your ideal customer.

SIC 75

Good Reads for B2B Sales - Cold Calling Revisited


PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Customers need strong business justified solutions, he exclaims.

Good Reads for B2B Marketing - Respect Your Competition


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing.

Lead Generation Lies That are Wreaking Havoc with Your Sales


I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. His point: One contact, even two or three, is rarely enough for sales or marketing to connect with customers deeply enough that there’s real interest. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”.

Insights on Outbound Conference in Atlanta


Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Sales is NOT customer service.”. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA.

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


Marketing became further educated when they asked sales about the customer buying process and the sales selling process. And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]


In our experience here at PointClear, very few companies are getting it right. A salesperson's view of the customer is often one of someone in the later stages of the buying process. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see.

Good Reads for B2B Sales - Sales Intelligence with Google


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers.

Good Reads for B2B Sales - Do You Have What It Takes to Succeed?


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Dave Brock explains the difference between effectively helping the customer versus helping to the point that it''s no longer helpful.

Good Reads for B2B Sales - Selling at Every Level


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. 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.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Marketers Benefit from Customer Reviews. The best place for them to get this confirmation is from product or service reviews from satisfied customers.

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. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.”

Good Reads for B2B Marketing - Modern Marketing from Stan Lee


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. This presents the need for marketers to integrate their channels for a uniformed customer experience.

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


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.

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. Marketing ROI: The Path to Campaign, Customer, and Corporate Profitability.

For Higher B2B Sales Don’t Just Scrub Your Data


To reveal segments with higher probability of generating leads, compare your marketing database, which could number several thousand contacts, to your customer database. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. The categories that match your customers have priority.


Good Reads for B2B Marketing - More CMO/CIO Alliance


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics.

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. An interesting post by’s Derek Singleton— What Does Social Manufacturing Look Like?

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:, SuccessFactors and NetSuite. Sales and marketing headcounts have increased to generate new customers.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource


Less than six months later they had lost 50% of their customers and most of their profits. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” Ken Murray is a 30 year veteran of the Inside Sales space.

B2B Marketing Events Around The World - Mar 2011

MLT Creative

Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing. San Francisco, CA: Learn to turn customer touchpoint data into insight using search terms, ad response, web behavior, social media attitude and more.

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

B2B Marketing Zone Posts

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. However, Ben & Jerry’s clearly feels otherwise and that their customers prefer contact through social media sites to email in their inbox. Customer (278). Find New Customers releases new white paper on email marketing , July 21, 2010.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. I think the lead management platforms hit directly on these problems and will shift marketing’s role from filling the pipeline to managing the customer lifecycle. There are at least 100,000 B2B companies that could use this type of solution, yet across all the lead management vendors mentioned there are less than 1,000 customers total.

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

Typical techniques of social selling include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening. Social selling has become a powerful strategy used by organisations to help sell their ideas and win customers.