Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). Probably more often than you’d like.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

MAY 7, 2015

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. The selling is just getting to process later in the cycle.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

AUGUST 2, 2012

Tales of the disconnect between sales and marketing have long been told. One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation. Misaligned goals, differing definitions of qualified leads, blame games, and more.

Compensation 171

Compensation Sales Qualified Lead Lead Qualification Guidelines 171

Pointclear

OCTOBER 10, 2011

If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do!” The line between sales and marketing is becoming more blurred every day. Marketing now owns the top of the traditional sales funnel.

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. Often hot leads are really buying companies that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 113

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. On the sales side, really embrace social and listen in.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales.

Conversion 100

Conversion Buying Cycle Sales Methodology Consultative Selling 100

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

FEBRUARY 8, 2017

Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis. These measurements drive low-quality leads to sales.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. The New Selling Landscape Calls for a New Sales Map.

Video 174

Video Journal Up-Sell Education 174

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

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. If there’s one persistent thorn in the side of many B2B organizations, it’s failure to align sales and marketing. of pipeline to 13.2%

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

JUNE 8, 2012

Marketing & Sales Alignment—More Important than Ever. Click to start video at this point — Referencing a survey they did on alignment, Ginger says it was interesting to see the disparity of opinion: “Some said, yes, sales and marketing absolutely have to work together. Buying cycles are changing.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

JANUARY 23, 2017

Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. What really counts is meaningful, personalized engagement with the folks in a position to buy. Sales really does need fewer leads—as long as they’re highly qualified. More Leads.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim is seeing a lot of companies lifting off as a result.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Pointclear

AUGUST 23, 2012

Tim has more than 20 years experience in marketing and sales. Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. A key to this trend is lead scoring. If not, why not?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

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. Create and maintain a positive image of the sales organization. Inspire respect for their company.

Customer 38

Customer Buying Cycle Inbound Outbound 38