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. Is the prospect a match from an environment standpoint? Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.” Well, what is a perfect lead?

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Leads 106

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). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

SEPTEMBER 23, 2011

Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them. With a telephone conversation, a prospect has a live connection with a person and voice representing the solution provider.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared.

B2B 190

B2B Buyer Trade Show PointClear 190

Pointclear

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels. Online content in the sales and marketing industries is dynamic and constantly changing.

B2B 185

B2B Lead Rank Lead Scoring PointClear 185

Pointclear

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. Tap CRM to Give Your Customers a Pleasant Surprise.

Google 178

Google PointClear B2B Marketo 178

Pointclear

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Pointclear

OCTOBER 24, 2017

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. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

Pointclear

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads. Sales lead rates decline after the fifth contact cycle.

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. Motivate Your Sales Team with These 13 Ideas That Work.

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

NOVEMBER 8, 2017

In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. The contact’s LinkedIn profile (do you share mutual connections, have we worked with a previous employer of the prospect, does the prospect write, tweet or otherwise use social media for any common areas of interest?).

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

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 The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. Do you really think marketing can qualify your leads?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

FEBRUARY 7, 2018

(Those who’ve ever called a close friend more than a few times to schedule lunch know why you won’t engage a busy prospect with just a couple of calls.). Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Pointclear

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Video] Why Prospects Avoid Making Buying Decisions. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

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. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. Don’t ask field sales folks who specialize in closing deals to prospect.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

JULY 17, 2012

It's harder for a rep to reframe how that customer is thinking about a solution at that point in their purchase process, so reps opt to just fulfill ‘orders’ from those prospects and might end up leaving a lot of money on the table. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

OCTOBER 31, 2011

For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Follow these guidelines to increase your email prospecting success. Research your prospect's specific company, industry or position. Crazy-busy people read their email with their finger on the delete key.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. “What could derail this project?”

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

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. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Inbound Outbound Study 150

Pointclear

NOVEMBER 13, 2017

touches to engage with a prospect. 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). To reduce sales lead generation cost, you need to optimize the value of each prospect.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Rank 162

Lead Rank Lead Generation Sales Qualified Lead Lead Scoring 162

Pointclear

JANUARY 10, 2018

There would be, assuming you could find them, some real prospects. PointClear associates see this in action every hour of every day. IEN became the first publication to include a "bingo reply card.’". Not surprisingly, the “leads” advertisers would get from the magazines were a mixed bag. Sound familiar?

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Pointclear

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Static data about prospects.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

DECEMBER 12, 2017

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. 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.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JUNE 7, 2016

a sales rep reports, ‘I called the prospect three times. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect. Gain sales acceptance.

Follow-up 154

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

Pointclear

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. After navigating to ensure that we have the right contact(s), we deliver a story to prospects we don’t reach live using voicemail and email.

Sales Qualified Lead 113

Sales Qualified Lead PointClear System Leads 113

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

MARCH 22, 2011

Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. Scoring the Prospect Experience. Lead Scoring is Seller-Centric.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

JANUARY 10, 2012

There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior. I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

Pointclear

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. It's kind of amazing, because while my prospects acknowledge that this is a good question, frequently they don't have an answer. Covey’s 7 Habits: Start with the end in mind.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

NOVEMBER 16, 2017

How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. One simple trick. The moment a phone contact is made, we’re all ears.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

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

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. unscripted ) with prospects.

PointClear 100

PointClear Sales Qualified Lead Transportation Lead Qualification 100