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.

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.

Trending Sources

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.

What Percent of Leads Should Sales Close?

ViewPoint

There are many factors that impact the percent of leads that should be closed by sales. Sales was focused on $1 million opportunities in big companies. I am still friends with the then SVP of Sales of this client and I still kid him that he had more sales executives on his team than there were seven-figure deals in the market he was targeting. Lead definition: A client in marketing told us that they had delivered 9,000 leads to sales the previous year.

ROMI 76

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.

Rate 68

The Flavors That "Sales Ready" Leads Come In

ViewPoint

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. Fix lack of effective follow-up by sales.

We're entering the era of accountability in sales and marketing

ViewPoint

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

ViewPoint

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. One opportunity we turned over to a client took 42 touchpoints across 3 months to nurture to sales-qualified status. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later.

Vote for Kimmy Netterville, an inspired sales lead management leader

ViewPoint

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

‘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.

CPL 30

B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices. Inside Sales

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.

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.

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.

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.

How Much Leads Cost

ViewPoint

Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Marketing on the other hand stated that they had provided sales with more than 4,000 leads.

Cost 54

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

ViewPoint

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). To reduce sales lead generation cost, you need to optimize the value of each prospect. Here is a sample touch cycle, or cadence, for one client: Recently we delivered a lead to a client’s sales rep and he replied: “How did you ever get to this executive? B2B Sale

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

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?

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

ViewPoint

One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). Lead nurture programs done well triples your B2B sales lead generation marketing ROI. But all too often marketers stop their efforts too soon and don’t place value on outcomes other than those leads that are ready for sales now.

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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.

SIC 75

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.

Microsoft Partner Fills Forecast with PointClear Sales Leads

ViewPoint

How much does outsourced lead generation cost (vs. keeping it in house)?

ViewPoint

Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. How do your well-compensated sales reps perform (and stay motivated) while you’re filling a vacant set and getting the new hire up to full productivity? Inside Sales

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?

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.

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.

Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales. Simplified ) who also gets the importance of outbound to sales: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance.”.

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.

Leads are Hard 

ViewPoint

There are two charts in that blog that show how much a high quality, sales qualified lead should (or at least probably will) cost, and why. Back during the bingo card days marketers were thrilled to get a list of “leads” and distribute them to sales. The problem is that these are all sources of relatively unfiltered, unqualified leads that should never be sent directly to sales (and, of course, I am not talking about commodity and/or low prices offers here).

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.

How Not to Buy Leads

ViewPoint

The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with. Finally, the lead definition was being driven by the objective to reduce cost per lead and not by the objective of providing real value to sales. During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified.

Buy 40

The Perfect Lead

ViewPoint

Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.”

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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.