Trending Sources

The 10 most fascinating people in B2B marketing in 2016

Biznology

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.

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Prospecting data accuracy

Biznology

We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. Good news: B2B prospecting data is more accurate than you may think.

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Six great blogs for B2B Marketers

Biznology

Howard is a seasoned lead generation pro, and a terrific writer. B2B Lead Roundtable Blog, by Brian Carroll, with additional contributors. Brian made an important point in his recent post Stop Cold Calling and Start Lead Nurturing.

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‘The Truth about Leads’ Is Just That

Paul Gillin

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.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

ViewPoint

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. In fact, you may not even see any leads in this time period.) Expect two qualified, sales-ready leads per FTE per week.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail.

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Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

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. 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.

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

ViewPoint

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.

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

ViewPoint

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. His lead nurturing program did precisely that. B2B Marketing B2B Sales Lead Nurturing

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Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

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. A form completion is a lead. Leads suck. James Obermayer | Sales Lead Management Association.

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The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

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.

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4 Great Reasons to Take the Sales Performance Optimization Survey Today

ViewPoint

Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study.

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B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

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Microsoft Partner Fills Forecast with PointClear Sales Leads

ViewPoint

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5 Steps to Account-based Marketing Success

ViewPoint

You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. You need to measure which leads are rejected and why. And you need to know at what rate your leads progress. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals.

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The 10 most fascinating people in B2B Marketing in 2015

Biznology

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.

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

ViewPoint

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. 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. Define what a lead is.

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Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

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Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example?

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Insights on Outbound Conference in Atlanta

ViewPoint

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. 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. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees.

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Good Reads for B2B Marketing - Protect Your Online Reputation

ViewPoint

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. Online content in the sales and marketing industries is dynamic and constantly changing.

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

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

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Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

ViewPoint

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. They also optimize sales lead quality, lead rates, lead velocity and resource productivity.

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Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Always Be Closing: 3 Tips for Digital Lead Gen Optimization.

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Good Reads for B2B Marketing - Staple Yourself to a Lead

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Staple Yourself to a Lead. Online content in the sales and marketing industries is dynamic and constantly changing.

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Good Reads for B2B Marketing - Respect Your Competition

ViewPoint

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.

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Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

ViewPoint

When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. so thank you not only for the lead but the professionalism that clearly rubbed off on this prospect.”.

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Good Reads for B2B Sales - Selling at Every Level

ViewPoint

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.

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Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads.

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Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right?

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

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. According to a recent report by Custora, customer acquisitions from email marketing have quadrupled since 2009, exceeding that of leading social networks.

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Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. He suggests using this trend for ongoing long-term lead generation. Online content in the sales and marketing industries is dynamic and constantly changing.

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Internet Radio - Its Time Arrived Several Years Ago!

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. Why It’s Time for Women to Lead in America with Vicki Dolian.

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

ViewPoint

Companies need to remember the sales manager’s primary job and stop burying them with unimaginable amounts of crap that has nothing to do with leading the team or driving new revenue.

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Good Reads for B2B Marketing - Modern Marketing from Stan Lee

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads. Online content in the sales and marketing industries is constantly changing.

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An Allbound Marketing Approach Closes Your Revenue Gaps

ViewPoint

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. But inbound alone can’t generate enough leads to drive the revenue you need.

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Four Things to Consider Before You Buy Marketing Automation

ANNUITAS

To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process. So before you go lining up demos consider these four stages for lead management process development. Lead Management Process Marketing Automation

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