The 10 most fascinating people in B2B marketing in 2016

Biznology

Anthony Elvey , after a long career in tech marketing at IBM and Cisco , has gone entrepreneurial, launching a sales and marketing function for the enterprise social media management platform Sprinklr in Asia Pacific.

Six great blogs for B2B Marketers

Biznology

My recent favorite article is the amusingly titled “Sorry, But ‘How Many Touches Does it Take to Make a Sale?’ I was honored to contribute a guest post for PointClear last year.

Trending Sources

4 Great Reasons to Take the Sales Performance Optimization Survey Today

ViewPoint

I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting.

What Should the Sales Close Rate Be?

ViewPoint

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads.

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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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Gain sales acceptance.

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

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Learn how to tailor your inside sales conversation.

‘The Truth about Leads’ Is Just That

Paul Gillin

I spent 15 months as a sales manager, which was just long enough to learn how little aptitude I had for the job. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. Most sales people give up after three.

Sales Lead Generation: Saving Money – Killing Performance

ViewPoint

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). The point is, not all sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings.

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in.

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

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management.

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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 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. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Sales is all about value for the dollar.

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

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.

Good Reads for B2B Sales - Sales Intelligence with Google

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via A Sales Guy

5 (doable) ways to drive revenue growth now

ViewPoint

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. It is possible to measure marketing’s contribution to sales.

Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales?

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

ViewPoint

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.”.

Good Reads for B2B Sales - Are You Drowning in Sales Quota?

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 118 – Share Insight.

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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. Nor did it matter that our client had more sales executives than there were $1 million deals in the market.

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Microsoft Partner Fills Forecast with PointClear Sales Leads

ViewPoint

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams?

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

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 125 – Grit.

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Good Reads for B2B Sales - Lessons from NHL Playoffs

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Qualities of an Inside Sales Winner.

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Insights on Outbound Conference in Atlanta

ViewPoint

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. 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. And “ Sales Management.

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

ViewPoint

We generate high quality leads, align sales and marketing, and drive revenue. Contain inadequate sales input. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). The Score More Sales Approach.

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

ViewPoint

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. B2B Marketing B2B Sales Lead Nurturin

5 Steps to Account-based Marketing Success

ViewPoint

Most marketing and sales folks I talk to agree … in theory. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source.

Embarking on a sales lead generation project: What could go wrong?

ViewPoint

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. Lead Generation Sales Process B2B Sales Lead Nurturing Lead Management

Good Reads for B2B Sales - Busy People Don't Mean to be Rude

ViewPoint

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work.

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

ViewPoint

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.

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

ViewPoint

Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. B2B SalesWe recently turned over a huge opportunity to one of our clients. 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. It took thirty-two total touches from start to finish.

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance [bold added]. What’s a good lead rate? How much should a lead cost?

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An Allbound Marketing Approach Closes Your Revenue Gaps

ViewPoint

How to drive revenue from all sources is the second 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.

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

ViewPoint

Part III: Expectations for ongoing success: marketing and sales accountability. Executives must set the expectations for sales and marketing to: Provide necessary materials and related data: This can vary depending on what a particular vendor needs to be successful.

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

NuSpark

Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI. One of the first books to discuss the complex buying cycle of B2B and how to align sales and marketing to engage and nurture prospects. eMarketing Strategies for the Complex Sale.

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

ViewPoint

Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Part III: Expectations for ongoing success: marketing and sales accountability.

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Good Reads for B2B Marketing - Protect Your Online Reputation

ViewPoint

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.

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

ViewPoint

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.

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.

Good Reads for B2B Marketing - How to Create Newsworthy Content

ViewPoint

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.

Good Reads for B2B Marketing - Respect Your Competition

ViewPoint

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.

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