Pointclear

JULY 21, 2011

In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, and convert them—can result in losing deals to the competition. Complex internal buying landscapes.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

AUGUST 18, 2015

Marketing and sales leadership can use the assessment to determine the stages of the buyer’s journey where prospects disengage and disappear. It is a deep dive into key areas of your process: Lead and demand generation. It delivers a diagnosis and a plan of treatment to improve the health and performance of the lead lifecycle.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers?

Marketing Qualified Lead 100

Marketing Qualified Lead Lead Rank Sales Qualified Lead Revenue 100

Pointclear

OCTOBER 1, 2015

Marketers must fully integrate with their sales colleagues combining data and processes to: Profile and prospect the right companies and the right decision makers (beyond personas—the actual people) within those companies. What really accelerates this is getting out from behind your desk and hitting the road to meet with your best prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JULY 9, 2015

I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Most sales and marketing teams just assume that certain prospects are good targets.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 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. What about all the other prospects that remain anonymous?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. direct mail, personalized tele-prospecting outreach).”. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

APRIL 18, 2012

While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. This might be a perfect opportunity to start influencing them.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157