Pointclear

AUGUST 1, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Inside Sales Power Tip 125 – Grit. What is the distinguishing factor that sets some people apart from others?

PointClear 200

PointClear B2B Face-to-face Inside Sales 200

Pointclear

JANUARY 22, 2018

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.” Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead?

Sales Qualified Lead 106

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 106

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. You are better off calling someone who actually wants to talk with you. More leads are better than fewer leads.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 257

Pointclear

AUGUST 14, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Leads and expected metrics are defined in carefully created and detailed program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation 247

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 247

Pointclear

FEBRUARY 7, 2018

Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. The reality is that when you factor in everything—salaries, touches needed, lead rate, contacts required—good quality leads cost what they cost.

Cost per Lead 204

Cost per Lead Lead Scoring Lead Rank Marketing Qualified Lead 204

Pointclear

JULY 19, 2017

Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”.

Lead Generation 124

Lead Generation PointClear Marketing Qualified Lead Leads 124

Pointclear

NOVEMBER 8, 2017

(One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts?

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Scoring 315

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. Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today.

PointClear 0

PointClear Lead Rank Lead Scoring Scale 0

Pointclear

OCTOBER 24, 2017

I invite you to subscribe to the PointClear blog so you never miss a post. To complement inbound marketing efforts, and to forge important personal connections and human relationships, there’s nothing better for business than a real conversation. And, as always, your comments are welcome.

B2B 392

B2B Cold Calling PointClear Outbound 392

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. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 263

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. “More than 80% of smartphone owners said they listen to some kind of Internet radio on their mobile gadgets.”. SLMA Radio - Since 2010.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

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

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy.

PointClear 150

PointClear Inbound Outbound Study 150

Pointclear

JANUARY 10, 2018

PointClear associates see this in action every hour of every day. For every 100 low-level leads that are passed to sales from one of the methods listed herein, just 3 – 5 of them are worthy of a sales rep’s attention. How many leads do you think a sales rep will follow-up on to get 3 – 5 real opportunities?

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Scoring Lead Rank 173

Pointclear

APRIL 16, 2018

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. 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.

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

Pointclear

DECEMBER 12, 2017

During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified. The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with. The cost of an appointment was $900.

Lead Scoring 157

Lead Scoring Lead Rank Sales Qualified Lead Marketing Qualified Lead 157

Pointclear

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. While the table above shows the cadence used to disposition a particular contact, the table below shows the production estimation of a PointClear business development associate. This is, in fact, the cadence designed for the client in this example.

Sales Qualified Lead 113

Sales Qualified Lead PointClear System Marketing Qualified Lead 113

Pointclear

FEBRUARY 13, 2018

Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. If we were together in person, Jim, I’d have my hand sticking out in front of your face (obviously not too close) and I’d point to my fingers one by one and tell you PointClear hires people who have 5 qualities.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Scoring 124

Pointclear

MAY 11, 2017

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality).

Lead Generation 140

Lead Generation Sales Qualified Lead Cost per Lead Marketing Qualified Lead 140

Pointclear

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. They get a cohesive team of B2B teleprospecting associates—experienced, educated and trained—who can deliver immediate results.

Telemarketing 133

Telemarketing PointClear Company Hiring 133

Pointclear

JUNE 7, 2016

At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. If no response, the lead goes back to PointClear or the internal business development team for rescheduling. So, we know how things break down—what do we do to fix the problem?

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

MAY 23, 2017

Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. Why don’t they follow-up?

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Pointclear

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

Top of Funnel 140

Top of Funnel Sales Qualified Lead Cost per Lead Lead Nurturing 140

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

OCTOBER 19, 2017

per hour for a PointClear outsourced teleprospecting resource. We’ll show you using compiled, aggregate data from a variety third-party sources that it costs $66.34 per hour to pay for an inside sales teleprospector vs. $61.50

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Marketing Qualified Lead 124

Pointclear

MARCH 7, 2018

Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. Learning these active listening skills and applying them works in counseling, education, conflict resolution and management. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. These sales professionals accept responsibility for working all leads to the finish, win or lose. In both camps there's a transparency that hasn't always been present, characterized by a realistic measure of revenue impact of leads--and realistic forecasts.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

AUGUST 2, 2017

Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication.

Sales Qualified Lead 160

Sales Qualified Lead Lead Scoring Lead Rank Closing 160

Pointclear

APRIL 6, 2017

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 then loop in your closers when the lead is hot, keeping their focus on directly generating revenue. Any interest in a short chat? I get at least one like this every day.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Scoring 160

Pointclear

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% You can see from the above breakout that standard lead generation—the approach most organizations take —nets 50 highly qualified leads against a list of 1,000, or a 5% lead rate.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Scoring Lead Rank 124

Pointclear

JANUARY 13, 2017

Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. Are you using ABM?

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

Pointclear

MAY 28, 2015

Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. Actively participate in regular meetings: Ideally, any sales rep that has received a lead since the prior meeting should be present and ready to discuss updates, new information, etc.

Outsourcing Services 100

Outsourcing Services Lead Generation Marketing Qualified Lead Leads 100

Pointclear

JUNE 5, 2015

Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. *Disposition - noun : the classification of a prospect account as determined after a cycle of lead qualification activity; verb : to classify prospect accounts using a cycle of lead qualification activity.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Marketing Qualified Lead 100

Pointclear

APRIL 19, 2017

For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. Mike Weinberg’s workshop offered the most important element of building a compelling story – OUTCOMES (such as pain removed, problems solved, results achieved).

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. I practice it every day in my role as lead salesperson for the company. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157