Pointclear

JANUARY 9, 2014

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. And today, that consistency needs to reach across channels. More leads are better than fewer leads.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

APRIL 6, 2017

We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. we give growing companies an unfair advantage to beat revenue goals.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

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 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

DialSource

JULY 8, 2020

In contrast, inside sales reps spend the vast majority of their time at the office, or more recently, in a work-from-home environment , relying on remote-friendly channels to sell. These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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 27, 2018

With today’s wide choice of communications channels, it isn’t difficult to take someone’s definition, such as Drucker’s, and poop all over it with your own opinions, designed to meet your own needs (yes Friedman and Cathcart come to mind, sorry Jim). Marketing is the distinguishing, unique function of the business.".

Company 124

Company Marketing SalesForce Enterprise 124

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 Scoring 180

Lead Scoring Lead Rank Top of Funnel Harvest 180

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

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

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

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

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

OCTOBER 1, 2015

Develop and deliver an integrated, cross-channel communications plan. Rather a successful ABM strategy needs an integrated, holistic approach using both company and target buyer data profiles and intelligence that can be personalized across multiple channels that the buying personas at targeted accounts frequent and engage with.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

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

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

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

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

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 NetSuite Leads360 Leads 206

Jonathan Farrington

OCTOBER 11, 2012

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. A common approach among salespeople can be summarized in the saying “ If you throw enough mud against the wall, some of it is bound to stick ”.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

AUGUST 21, 2013

In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. When the Internet came to be, people said that catalogs would go out of business because people would buy online. Post the introduction of the Internet, some opined that retail was dead.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

PandaDoc

SEPTEMBER 2, 2020

HubSpot shows you how to use data to reach out precisely when a prospect wants and not a moment sooner, leverage emerging channels to give prospects options and more control over how they engage with you, and pick up sales strategies that leave prospects feeling helped not harassed.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

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

APRIL 24, 2018

It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. In the best-case scenario, you will be invited in too late and become column fodder. Worst case, you will be totally unaware of an evaluation you might have the chance to win.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

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.

ROI 178

ROI Demand Generation Agencies Salary Demand Generation 178

Pointclear

JULY 26, 2016

About the Author: James Obermayer is publisher of Funnel Media Group, LLC, which owns the Sales Lead Management Association, and the Funnel Radio Channel for streaming live internet radio programs and podcast replays. Then again, Henry Ford said “Thinking is the hardest thing we do, which is why so few people do it.”.

Marketing 100

Marketing Top of Funnel Lead Generation Funnel 100

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

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

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 Direct Mail netFactor Trade Show 233

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

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

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

MAY 18, 2016

times more responsive to quality voicemails and personalized email than other marketing channels. To get these C-level folks’ attention requires proactive reach to complement inbound efforts.” It helps that senior executives are 2.5

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

SEPTEMBER 24, 2013

"SiriusDecisions believes that it is need that has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for the rep or channel partner.".

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

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

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 Leads Marketing Qualified Lead 170

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 Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248