ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 24, 2011

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).

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. Your customer used to have a manual stock and inventory system.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

Biznology

FEBRUARY 2, 2017

When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. Karla Blalock is COO of PointClear , the prospect development company founded by Dan McDade.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JANUARY 22, 2016

Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). Author of New Sales Coach is glad to see the return of “reasonable thinking.”. What They Can Do Better in 2016? Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

APRIL 2, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Every marketer should take a sales guy to lunch. The 7 Biggest Misconceptions of Successful B2B Marketing.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Lead Generation Poses Biggest Challenge for B2Bs. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago. Respect Your Competition.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JULY 26, 2018

Because a customer was on this program, she looks for direct quotes that can be used for testimonials. There is a clear and present problem, the customer is willing to state the problem, and there is a clear and present pathway to solving the issue using their services. Testimonials. Jane will take the percentage statement as a win.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

Onalytica B2B

FEBRUARY 24, 2016

Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. According to research from Social Centered Selling and A Sales Guy Consulting, 72.6% That’s it.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

ViewPoint

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” This is great; this customer just told me what they want. That's not to say that inbound leads are less valuable than outbound leads. ” “Inbound rules.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. These include custom content, nurturing emails, landing pages, SEO, webinars and podcasts.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. They hired us, and we took over their sales from soup to nuts.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. Japan’s foremost lead generation marketing company.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. eMarketing Strategies for the Complex Sale.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

Varicent

APRIL 19, 2018

Today’s conversation is with Karen Hayward , Managing Partner for Chief Outsiders , on how her 20-year career in sales and marketing impacts the way she approaches consulting today. I started at Xerox in sales after graduating, then fast-forward 20 years and I was VP Marketing. Hi Karen, welcome to the blog!

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

MLT Creative

MARCH 1, 2011

March 10, BMA Atlanta - The Truth About Leads: Driving Revenue through Sales and Marketing Alignment. Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing. March 13-18, eMetrics Marketing Optimization Summit. March 24, Social Media Tulsa Conference.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise Management 40

ViewPoint

SEPTEMBER 4, 2018

Keeping data clean is critical to lead generation success. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. The categories that match your customers have priority. Yet, it is frequently done wrong.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. The categories that match your customers have priority.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

SEPTEMBER 5, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads. The ever-present gap between marketing and sales continues for many businesses.

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

ViewPoint

JULY 11, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Marketers Benefit from Customer Reviews. Learn the best ways to identify and request customer reviews.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

Online Marketing Institute

JULY 31, 2009

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.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

AUGUST 3, 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. Maybe have never even had a sales job or a college-level marketing class. Every Cash flow.

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120