b2b Marketing Trends

For the fifth year running, pundits will proclaim that outbound marketing and concluding, cold calling is dead. I grant you that calling someone without making use of all of the data available on LinkedIn and other tools is not very productive. But, what I call ‘gold calling’ – intelligent messaging, timing, and cadence – is […]

Sales executives will continue to invest 1 to 3 follow-up actions on prospects when 6-12 follow-up actions are needed. Organizations such as the Bridge group found that sales reps often invest just a single email or voicemail when following up on leads. This is the primary reason why so few leads are effectively followed up […]

Identifying pipeline and nurture accounts during lead qualification triples the return on sales and marketing investments. A white paper called “Mind the Gap” on PointClear’s website provides the details. Visit pointclear.com (the resource section) and look for the white paper.