Developing Prospects. Driving Revenue

ViewPoint | The Truth About Lead Generation

Top B2B Marketing Blogs: Key Ingredients

Posted by Larry Alton Oct 22, 2014 12:04:58 PM

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes. Sure, most start off with the same standard ingredients: butter, sugar, flour, apples—just to name a few. But it’s the magic that happens with those ingredients that gives each one its own claim to fame and a coveted spot in the family recipe book. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

Read More

Tags: B2B Marketing, Guest Blogs

4 Great Reasons to Take the Sales Performance Optimization Survey Today

Posted by Dan McDade Oct 16, 2014 10:42:00 AM

I just finished the survey questions for CSO Insights' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting.

Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. This new paper will be delivered late January, and I know

Read More

Tags: B2B Sales

Becoming a Sales Freak and Changing the World

Posted by Dave Kurlan Oct 7, 2014 11:00:00 AM

I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak.

The authors suggest that we can’t possibly think like freaks until we don’t know all of the answers. Not only that, but we have to know which questions to ask to get the answers.

Read More

Tags: Inside Sales

5 Ways to Get More at Dreamforce -by Craig Elias

Posted by Dan McDade Oct 1, 2014 10:09:50 AM

The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? If so, make sure you look for my colleague Craig Elias—who has a lot of information to share about sales leads. He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. Sure—plenty of people are there for Hilary and Bruno, but if you’re there for the spectacular networking, do yourself a favor and download this book. In fact, even if you aren’t registered for San Fran, you can benefit from this read.

Read More

Tags: B2B Sales, Sales Leads

“Guruji, who was I in my last incarnation?” Sri Ramana Maharshi answered, “Who wants to know?”

Posted by James Obermayer Sep 23, 2014 9:21:46 AM

A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”

Read More

Tags: B2B Marketing, Marketing Strategy

Building an Inside Sales Lab: 10 Essential Tips for Success

Posted by Jeffrey Feuer Sep 16, 2014 9:30:00 AM

Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. He’s got some tips you’ll want to know about.

Read More

Tags: Inside Sales

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

Posted by James Obermayer Sep 9, 2014 8:30:00 AM

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. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought. I once heard a company president, during a company tour, say to his guests, “And here we have our overhead departments.”

I think it is shockingly true that companies get the market share they deserve. 

Read More

Tags: B2B Marketing, Marketing Strategy

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Posted by Dan McDade Aug 26, 2014 9:00:00 AM

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions:

  • Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • Should CMOs feel confident that these leads from marketing automation are ready for sales to close
  • Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

We started the first series hearing from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

In the second part of the series, we heard from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

We are now at the third and final part of this series, where we will hear from Connect & Sell’s Chad Burmeister; consultant and professor Ruth Stevens; sales guru Chris Tratar; Care.com’s Chris Snell; and finally, cleaning up is 60-Second Marketer’s founder and CEO, Jamie Turner.

Read More

Tags: Lead Qualification, Inbound Marketing, Lead Management

It’s All About the People: A Review of "Never Be Closing"

Posted by Dan McDade Aug 21, 2014 8:30:00 AM

I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it.

Now, with that said, why should YOU read the book? Without giving it all away, I’ll share a small sample of what the book covers and what I found to be the most interesting and compelling aspects.

Read More

Tags: Sales Process, Sales & Marketing Management

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Posted by Dan McDade Aug 19, 2014 9:17:00 AM

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions:

  • Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • Should CMOs feel confident that these leads from marketing automation are ready for sales to close?
  • Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

In the first part of the series, we heard from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

Here, in the second of this three part series, we will hear from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

Read More

Tags: Lead Qualification, Inbound Marketing, Lead Management