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

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

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

Pointclear

SEPTEMBER 4, 2018

Break each of the resulting segments into small discrete lists of a few hundred names, test each segment with marketing activity including tele-prospecting calls. The PointClear Relational Segmentation approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments.

eBook 100

eBook PointClear Lead Rank Revenue 100

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

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

DECEMBER 21, 2017

Holding on to prospect information that’s incorrect, poorly segmented and lacking prioritization can obstruct marketing efforts and conceal sales opportunities. The PointClear Relational Segmentation (PCRS) approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments.

PointClear 100

PointClear Lead Rank Data B2B 100

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

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

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

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

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Selling Power Blog.

Quota 213

Quota PointClear B2B Face-to-face 213

Pointclear

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. All the time we’re having unscripted conversation with our clients’ prospects. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

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

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. Guess what.

Lead Rank 100

Lead Rank Sales Qualified Lead Revenue Lead Scoring 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

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

OCTOBER 19, 2017

Prospective clients often tell us “we can do what you do, in house, for less.”. per hour for a PointClear outsourced teleprospecting resource. Just as Miller Lite excels in two conflicting arenas (palatability and how full it makes you feel), outsourced teleprospecting does as well. Costs Less. On the surface it might make sense.

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

Pointclear

AUGUST 1, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. They aren’t easy to ask and sometimes you may not want to know the real answer, but they could enable you to move forward with the prospect or move on to a more qualified opportunity. Inside Sales Power Tip 125 – Grit. The Helpful Sales Person.

PointClear 200

PointClear B2B Face-to-face Inside Sales 200

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. They also work really well when it comes to identifying prospects, uncovering needs … and progressing them down the pipeline. But the opposite is true. It’s being a good listener.

PointClear 133

PointClear Revenue Lead Scoring Lead Rank 133

Pointclear

MAY 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture. No Response.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. To avoid an inefficient scattershot approach to marketing and sales, figure out the ideal prospect/client profile. Zero in on prospects with high propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

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

JANUARY 13, 2017

The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. Focus on who needs you the most to avoid wasted effort.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

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

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

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

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

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 Scoring Lead Rank 174

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. And, it’s irritating to your prospects. You are better off calling someone who actually wants to talk with you.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

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

JUNE 4, 2018

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. Generates More.” The misconception that building an internal team gives you more control and costs less is widespread.

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

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

FEBRUARY 21, 2012

As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. We, too, are committed to helping companies apply sales best practices to optimize the lead management process, increase sales performance and increase revenue. Thank you!

PointClear 124

PointClear Sales Outsourcing Webinar Metrics Lead Generation 124

Pointclear

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

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

AUGUST 2, 2017

Over and over we find that clients and prospects want to do aspirational prospecting (prospecting into larger deals than historically have been targeted and won) or prospect too broadly. Establishing the right prospect experience substantially increases close rates.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160