Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Others are more subtle branding channels with more difficult-to-measure metrics.

Paid Content 252

Paid Content Social Media Survey ROI 252

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? Probably more often than you’d like. Few companies have the sales and marketing resources to adequately cover their markets.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

MARCH 16, 2011

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. The ROI marketing manager knows: The quotas in dollars and units by sales channel (inside, direct outside, resellers, web sales). Two people raised their hands. 25% is a common response.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. The cake still consists of the tried and true standby media channels. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

NOVEMBER 19, 2013

What is the revenue target, and what are quotas for the sales channels by month? The three agency people looked at each other, smiled, and the account manager launched into a series of questions. What is your closing rate and average sales price?”. I’m smiling).

Report 252

Report System CRM Quota 252

Pointclear

MAY 1, 2013

Of perhaps you may determine that the ROI for this particular channel is lacking and be able to strategically dedicate these marketing resources to other higher converting channels. With the proper stage-to-stage analytics you may determine that alternative marketing messaging can increase your conversion rates.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

DECEMBER 12, 2013

But on top of the basics, I have premium channels and the infinite variations of those premium channels. I begin to scroll through the countless stations at my disposal, but none of the many channel offerings fill my need. Most of the time, I turn on the television and browse.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media netFactor Direct Mail Trade Show 233

Pointclear

JANUARY 24, 2012

Social media is a different marketing channel than all those that came before it. Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? B2B marketers don't target Monolithic Company X or Big Conglomerate Y. They target the purchase decision-maker.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

DECEMBER 3, 2013

In addition to a number of company consolidations, including Miller Heiman merging with Channel Enablers of Australia, Dave said selling has changed dramatically. Click to start video at this point — I asked Dave what major changes he’s seen in sales and marketing. Selling around insight into a customer’s organization is growing, he said.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

MAY 14, 2013

More and more people are tuning out from the traditional news methods and tuning into social channels, keeping up with the latest news by getting it from their peers. This applies not only to sales and marketing professionals, but also to business owners and entrepreneurs.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

FEBRUARY 11, 2014

The cake still consists of the tried and true standby media channels. We talked about this issue and about the sustainable relevance of direct mail and cold calling. Social media and inbound sales are like the icing on the cake, she said. How valuable are trade shows?

Trade Show 221

Trade Show Scale Direct Mail Marketing 221

Pointclear

JULY 23, 2013

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. 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.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Leads 206

Pointclear

DECEMBER 8, 2011

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Especially since new marketing channels, technologies and platforms are making all of this much easier. However, that difficulty does not absolve marketers from making an effort.

Demand Generation Agencies 178

Demand Generation Agencies ROI Salary Demand Generation Targets 178

Pointclear

JANUARY 19, 2011

What would be the condition of the sales channels? For the average marketer to understand the value of marketing automation I ask that each reader post the “things that would not have happened if Marketing Automation in its present form had not been invented.” ” What would be the state of marketing departments?

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

APRIL 30, 2013

Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. There are also real measureable ways to track social growth and trends now.

Lead Scoring 248

Lead Scoring Lead Rank Marketing Qualified Lead Leads 248

Pointclear

MAY 21, 2013

Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? What world are they living in?

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

MAY 29, 2012

Synchronize the client/prospect/employee experience across all channels. Keys to SAP’s new marketing approach (culture eats strategy for breakfast, lunch and dinner): Control the message & orchestrate the conversation. Marry the art and science of marketing. All companies should be doing less selling and more story telling.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

AUGUST 6, 2013

Each interview is available on our blog and YouTube channel. More and more people are tuning out from the traditional news methods and tuning into social channels, keeping up with the latest news by getting it from their peers. Below are some highlights from recent interviews. I hope you enjoyed these highlights as much as I did.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

DECEMBER 19, 2012

Sales Management: If you can’t execute a 100% sales lead follow-up policy by your own sales channel, hire someone to do it. Creative can be charming, but only results matter. Sales leads that turn into sales are all that matter. Marketing Management: Walk the talk. Agree to a sales lead quota.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

JUNE 27, 2011

In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

MAY 10, 2012

Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.” But it’s maturing, if you could say that about a marketing channel that’s 300 years old. It’s maturing into something different: a refined, upscale and a highly targeted channel.”

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

APRIL 28, 2011

Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. source: Marketo ).

Sales Qualified Lead 162

Sales Qualified Lead Marketing Qualified Lead Leads Marketo 162

Pointclear

MAY 2, 2012

Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. This supports making a more informed outreach to those companies using traditional outbound modes. “So focus.

Social Media 180

Social Media Media Inbound ROI 180

Pointclear

APRIL 18, 2011

For some it may mean getting their first CRM system, creating a sales process, grading leads, getting a marketing automation system, getting 100% follow-up by the sales channel, or proving the ROI. The challenge we all have is to overcome the barriers that are stopping our company from getting its rightful ROI from lead generating dollars.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

Pointclear

SEPTEMBER 25, 2012

I have some questions for you as you plan: Sales Forecast: Does your marketing plan start with the sales forecast; by product in dollars and units by sales channel, domestic vs. international? Have you predicted the number of inquiries you will need to create for each salesperson in total and by month, by product? Do you know the forecast?

Lead Generation 170

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 170

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Sales Qualified Lead 133

Sales Qualified Lead Marketing Demand Generation Targets Demand Generation 133

Pointclear

OCTOBER 31, 2013

Each interview is available on our blog and YouTube channel. Look for some of these topics to be further explored by upcoming guests Jill Rowley of Oracle and Kyle Porter of SalesLoft. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Today''s Featured Guests.

Follow-up 207

Follow-up Lead Scoring Lead Rank Social Media 207

Pointclear

JUNE 15, 2016

International Channel Management. Sales Channel Management. Not to mention grandfathered account and major account assignments, inside vs. outside vs. independent reps, and lead assignments based on product and revenue, and country or state. The “if this then that” maze is formidable for sales lead assignment.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Pointclear

SEPTEMBER 28, 2018

About the author: James Obermayer is the founder of the Sales Lead Management Association and the publisher of the Funnel Media Group which produces programming for the Funnel Radio Channel. Can you recognize the program personalities on the Funnel Radio Channel?

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

AUGUST 1, 2011

In most b-to-b organizations, this includes the pass from marketing to teleprospecting, and teleprospecting to field, inside or channel sales resources. It encompasses the key points in the demand lifecycle where a lead will be handed from one function to another. It includes a “back-end” component.

Lead Management 165

Lead Management Sales Qualified Lead Lead Scoring Lead Rank 165

Pointclear

JULY 12, 2012

” She notes that the success of inbound doesn’t mean that marketers should turn away from outbound channels: “I do think that inbound is important, but that doesn’t mean you need to abandon all the things that you’re already doing that you know work.” Don’t do any outbound.’

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

APRIL 17, 2012

Changing the legacy channel. Thriving in the age of complexity. John Obrecht. B2B interactive Marketing Guide. Baking in analytics from the get-go is a winning strategy. Joe Hendershot. Christopher Hosford. Exploiting digital editions. Sean Callahan. Marketing gets personal. Kate Maddox.

Lead Generation 172

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 172

Pointclear

FEBRUARY 2, 2011

Sometimes, it’s because they are unsure of the real value, and sometimes it’s because they aren’t sure how to approach social channels. A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. Why is that?

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

APRIL 13, 2012

He encourages them to take a stand on the important issues and be provocative, especially with social media and the newer digital channels. In this context, marketers are treating it as just another outbound channel to push out their same old company and product messages.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. I came away with at least one new piece of insight from each and wanted to share some of my favorites with you. In post-production, we break each interview down into small segments and provide “teaser” copy for each segment.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185