Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Rank 172

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 172

Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years. Finally, establish other relevant rules.

Lead Management 165

Lead Management Sales Qualified Lead Lead Scoring Lead Rank 165

SBI Growth

JUNE 19, 2013

If you are a small company marketing leader, updating your CEO can be a challenge. Develop content that delivers the right message, to the right person, at the right time, via the right channel. Implement Lead Management to nurture leads until sales-ready. Track the leads you send sales through to win or loss.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

The Pipeline

JUNE 27, 2014

The survey takes about three minutes to complete, and will deliver insights into: Most effective channels at generating leads. Top sales and marketing challenges facing business. Sales lead nurturing practices. Take a few minutes, contribute by completing the survey, and then learn from the results.

Lead Generation 296

Lead Generation Survey Leads Marketing Qualified Lead 296

Score More Sales

MAY 30, 2013

The annual “State of Marketing” Global Survey of Marketers has again been completed, and results were announced at the Smarter Commerce Global Summit last week. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Top marketers act on insights and create a system of engagement.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Pointclear

APRIL 2, 2013

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 B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted.

B2B 203

B2B LinkedIn PointClear Marketing 203

Pointclear

MARCH 16, 2011

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. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

MAY 21, 2013

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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Marketing is a part.

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

JANUARY 19, 2011

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. I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM.

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

APRIL 17, 2012

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. Marketing’s plate is full. Sales and marketing operate on different frequencies. Sales isn’t into sharing data.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

SBI Growth

DECEMBER 27, 2013

The competition is clamoring for your customers and your piece of the market. Decision Makers - Once you know your target audience, know the market problems of your buyers. Do your competitors talk about products and features or market problems? Social Presence - 93% of marketers say they use social media for business.

Competition 267

Competition Ideal Customer Profile Top of Funnel Social Media 267

Pointclear

APRIL 16, 2018

With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales. But is this still true?

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

SBI Growth

OCTOBER 28, 2013

He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. They constantly prepare to meet tomorrow’s buyer behavior and marketing demands. The demands for the CMO keeping pace with the market require constant recalibration. and you’re scratching the surface of your job.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

Pointclear

JANUARY 9, 2014

I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads. Here’s what they had to say: Ardath Albee | Marketing Interactions. A form completion is a lead.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Rank 100

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 100

Pointclear

NOVEMBER 19, 2013

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. Market share gains of the clients under their watch, check. Knowledge of marketing automation and CRM system solid. Branding check ? Digital check ?

Report 252

Report System CRM Quota 252

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Perhaps the prior leader didn’t keep pace with the market. Why would they? Here are five.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

Pointclear

JULY 23, 2013

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. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Leads 206

Zoominfo

JULY 14, 2023

But they can also face a winding path to purchase , sprawling buying committees, and a dizzying number of channels vying for their attention. For B2B marketers, that means the challenge of effectively reaching, engaging, and converting their target audience is more complex than ever. What is B2B Marketing?

Paid Content 130

Paid Content Report B2B Top of Funnel 130

Score More Sales

JANUARY 15, 2013

I like it because it is divided up into sections: Content Marketing & Thought Leadership. Marketing Automation Becomes a Necessity. My prediction is around social selling and how, with so much noise and overwhelm, people will be choosing certain channels to listen through – omitting others.

Influencer 215

Influencer Social Media Outbound Twitter 215

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., Social selling (i.e.,

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Score More Sales

APRIL 4, 2013

Hear about how one of us grew business through messaging to CEOs about what she learned about them on social channels. This webinar is limited in size so share this link with your favorite sellers and marketers and join us on April 24th. What works, and what doesn’t work?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Nimble - Sales

OCTOBER 7, 2024

Effective lead management is crucial for any marketing team looking to drive conversions and build sustainable customer relationships.

Lead Management 52

Lead Management Leads Marketing Qualified Lead Marketing 52

Score More Sales

MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. In addition, these companies are growing their connection to the customer through social channels – so the natural progression of thought is to get more CRM applications social too.

CRM 235

CRM Guidelines Compensation Outbound 235

Zoominfo

MARCH 4, 2021

Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Marketing teams typically have their process of scoring and qualifying leads (MQLs), but it may look different for sales teams (SQLs). Build a list of lead qualifying questions (i.e.,

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Pointclear

DECEMBER 19, 2012

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. As we plan for the New Year, it’s time to stop following and start leading. Sales Management: Create a 100% sales lead follow-up policy for the salespeople.

Policies 173

Policies Marketing Qualified Lead Leads Hiring 173

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing solutions connect new leads with existing account records in your go-to-market data systems, automatically directing them to the right salesperson saving time, reducing errors, and enhancing the overall effectiveness of your sales efforts. Automation of cross-channel marketing tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Score More Sales

MAY 23, 2012

Recently I spoke to Ron Kline, Director of Marketing for IBM’s Midmarket Division. Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Zoominfo

DECEMBER 6, 2024

Weve pulled together top solutions based on third-party reviews, customer validation, and our own product expertise for this guide to the top live chat software tools for B2B marketing and sales. Automation : Use chatbots to manage routine inquiries, reserving human agents for complex issues.

Software 130

Software Software Sales Qualified Lead Customer 130

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Apptivo

JULY 19, 2022

In a digital world, every aspect of business has transformed; marketing is no exception. Marketing in the past had always been a hit or miss: it was not customized for any group or individual. This made marketing both expensive and ineffective. Features of CRM Marketing. Benefits of CRM marketing. Introduction.

CRM 98

CRM Benefit Marketing Top of Funnel 98

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. Are you utilizing these basic ideas with your sales and marketing teams?

Social Media 233

Social Media B2B Strategy Media 233

Score More Sales

JULY 27, 2013

Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners. What is a LinkedIn Sales Solutions Channel Partner? Matt Heinz - Founder, Heinz Marketing. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Pointclear

APRIL 18, 2011

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. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157