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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.

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.

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.

‘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

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.

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?

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.”.

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

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.

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.

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?

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.

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.

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.

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

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.

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.

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.

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.

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?

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.

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.

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.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

Jim Obermayer, founder of the Sales Lead Management Association. Marisa Edmund is among a relatively rare circle of marketing professionals who rise in their firms to supervise both sales and marketing.

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. Something else not well understood in many marketing and sales departments is the importance of certain metrics.

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. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics.