Pointclear

MAY 23, 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. B2B Email Marketers Focus on Targeting Content. Marketing + technology = competitive advantage.

Competition 190

Competition B2B PointClear Marketing 190

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. But it’s only a tool.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

JANUARY 4, 2018

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. per gross lead). You can read more here.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170

Pointclear

JUNE 9, 2017

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”. I have been extremely busy but I’ll be ready to talk to you soon.”. We didn’t stop.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

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. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

Pointclear

JANUARY 9, 2014

Outbound calling is interruption marketing. 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. Here’s what they had to say: Ardath Albee | Marketing Interactions.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

JULY 22, 2014

This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive. B2B Marketing'

Trends 270

Trends B2B Marketing Report 270

Pointclear

APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. From Matt Heinz , president of Heinz Marketing : "Inbound marketing can be both highly effective and highly inefficient.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Other expressions contain useful advice that you don’t really get—because you don’t understand.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.”

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Leads 106

Pointclear

OCTOBER 22, 2014

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration. B2B Marketing Guest Blogs' Why make the distinction?

B2B 252

B2B Marketing 252

Pointclear

NOVEMBER 13, 2017

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

Pointclear

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process?

B2B 189

B2B PointClear Buyer Social Selling 189

Pointclear

FEBRUARY 7, 2018

It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Marketing measurement. K now your audience.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

AUGUST 5, 2014

Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. B2B Marketing Mobile Marketing'

B2B 255

B2B B2C Marketing Consumer 255

Pointclear

MAY 20, 2014

Yes, we had a CRM system, but Marketing didn’t have an automation system. If yesterday were today, I am sure that John, the CMO, would have a marketing operations manager equal to my sales operations manager. B2B Marketing Marketing Strategy Guest Blogs'

Marketing 223

Marketing Hiring Sales Operations B2B 223

Pointclear

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” Stop interruption marketing.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

OCTOBER 15, 2013

That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

SEPTEMBER 9, 2014

Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.

Marketing 257

Marketing Government B2B Strategy 257

Pointclear

NOVEMBER 8, 2017

RESEARCH: Are folks responsible for reaching out to your market knowledgeable and prepared for quality conversation? NURTURE: Are you getting maximum return on marketing programs? Lead nurture programs done well triples your B2B sales lead generation marketing ROI. There is disagreement on the value of research.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. My answer to his question?

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

Pointclear

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. You can listen to the webinar here.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

NOVEMBER 29, 2012

So, what do you want from Marketing?” It’s interesting…ask salespeople their opinions about a marketing campaign, copy, creative, or any number of marketing’s creative options and you’ll hear very little. How about the marketing department putting a little skin in the game to help us increase sales activity? What gives?

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

DECEMBER 15, 2017

Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director. Those who’ve had the privilege of working with Kimmy know that this is a well-deserved honor.

PointClear 0

PointClear Lead Rank Lead Scoring Scale 0

Pointclear

APRIL 23, 2014

Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused? Choose a point of contention.

Collateral 214

Collateral Marketing B2B Sales 214

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. True Nurture.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

NOVEMBER 12, 2013

The marketing team? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Aligning Sales and Marketing. Is it the salesperson?

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

Pointclear

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. A winning team effort and handoff from marketing to sales entails similar steps as a good relay team: Communication.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. Marketers just need fishing hooks to find it and fish it out of the river.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

Pointclear

SEPTEMBER 10, 2013

Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Recently (Aug 29th) on SLMA radio I interviewed Eric Lundbohm about the different ways to compensate marketers (other than salary) for their efforts in creating wealth for their company.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

JANUARY 10, 2018

Back during the bingo card days marketers were thrilled to get a list of “leads” and distribute them to sales. Marketers today receive lists of “leads” from content aggregators, web forms and hand raisers who score enough points in marketing automation to apparently warrant attention.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173