Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. Buying cycles are getting longer with more touches happening before sales engagement. Buying processes are changing and involve unique decision models.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

JUNE 8, 2012

She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

FEBRUARY 8, 2017

Instead, reach out proactively and engage the prospect early on in the buying cycle. Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. So what can b-to-b companies do to get back on track? Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

JANUARY 23, 2017

This account-based marketing effort was laser focused on ideal prospects (right size and right criteria); and the right role (targets with the right titles). Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. Silos vs. Alignment.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

JUNE 15, 2012

While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites. Proactive Value-Added Selling Needed Much Earlier in the Buy Cycle.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

MARCH 19, 2015

Prospects may move back and forth from marketing to sales multiple times throughout the buying process. The key to successful content marketing is to understand your customer personas and where they are in the buying cycle in order to provide the right content to the right people at the right time.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Pointclear

JULY 7, 2015

The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. That’s because they are not able to track the buying activity of 90% of their prospects. I am invisible to you. This is insanity.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

OCTOBER 6, 2015

It's built on a totally transparent and aligned relationship between marketing and sales, both of whom first need to agree on which accounts to target and how best to engage them according to where they are in their buying cycle and/or customer lifecycle. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Jonathan Farrington

JULY 1, 2012

Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick of hearing that, but it’s true. Maintain regular contact with current and prospective customers. Inspire respect for their company.

Customer 38

Customer Buying Cycle Inbound Outbound 38