ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

DECEMBER 12, 2017

When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. Candidly, I doubt that is actually how the lead recipients feel. times more likely than higher level executives to download content.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

FEBRUARY 23, 2018

So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. It’s a simple equation—and a win-win for both organizations. What’s it take to generate a volume of real leads, the ones you really need? Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. Now project the revenue you expect to generate through inbound leads. Note this is less than commonly thought.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. Additionally, for the better part of 19 years, we owned and operated a professional service organization that generated leads, appointments and sales by phone for a wide variety of organizations.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 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.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.” This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Half of those buyers trust professional associations, online communities and industry organizations as important sources for content. He suggests using this trend for ongoing long-term lead generation.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Lead Generation Poses Biggest Challenge for B2Bs.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (See

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

Smashmouth Marketing

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. The list is vast and full of some fantastic peers of mine, and you can only choose 3.

Leads360 100

Leads360 Lead Management Work Management Marketing Management 100

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

FEBRUARY 21, 2011

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet). Nominating is open now and runs to March 16. Nominating is open to members of SLMA.

PointClear 120

PointClear PR Lead Management Work Management 120

Biznology

JANUARY 6, 2016

Japan’s foremost lead generation marketing company. His organization provides a host of publications, lively events, training, and networking opportunities serving the B2B marketing community. Ichiro Niwayama is founder and CEO of Symphony Marketing Co., I wish I could explain why the U.S. Great job, Mark! Happy 2016 to all.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Heinz Marketing

APRIL 22, 2019

I wonder just to be somewhat, you’re saying, do we see organizations put so much focus on automation and systems, that when it comes to having that personal conversation. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. I say, “you went to NC state”.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

Varicent

APRIL 19, 2018

When teams are working off the same information, they generally come to the same conclusions. For example, if you're going to do lead generation and work with sales, you want crisp handoffs that can be measured in an objective way. Agreement on lead attributes like target demographics, job titles, revenue, employees etc.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. This process results in the identification of recommended courses of action that are likely to improve sales lead generation results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

AUGUST 2, 2017

The first principal in #ABM is to focus the organization on a single, tightly defined market. To the extent everyone in the organization is focused on the same targets, the close rate will be greater than if the organization has a diffused focus. This is why account-based marketing processes are so important.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

Biznology

SEPTEMBER 24, 2014

Howard is a seasoned lead generation pro, and a terrific writer. It seems so obvious that a robust lead nurturing effort reduces the need for constant lead acquisition, but this is often overlooked. His organization also manages a thoughtful and wide-ranging discussion on the B2B Lead Roundtable group on LinkedIn.

PointClear 80

PointClear B2B Marketing B to B B2B 80

Paul Gillin

FEBRUARY 2, 2012

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. These tactics can generate a lot of names, but not many qualified leads.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

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

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear!

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Blog to Generate Leads - Lead Views , July 16, 2010 The importance of Corporate blogging is known to all, but few companies are able to use this medium as a lead generation tool. Yes, corporate blogs are an excellent resource for Lead generation. PointClear (4). Pipeline Conversions.

Ning 40

Ning Paid Content Facebook Sales Management 40

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. Lead Generation. Wait, you can outsource lead generation? So to say that you're outsourcing lead generation as an inbound marketer is kind of like. Let me explain. outsourcing all of your marketing.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28