Pointclear

MAY 16, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear.

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. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Cold Call Timing.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Pointclear

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? The Five Greatest Inhibitors to Sales Effectiveness.

B2B 174

B2B PointClear Lead Scoring Lead Rank 174

Pointclear

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. Sales lead rates decline after the fifth contact cycle. It takes about 1.6

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

Pointclear

MAY 2, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. Ready to triple your sales pipeline?

Hiring 174

Hiring PointClear B2B Outbound 174

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. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. Is the prospect a match from an environment standpoint?

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Leads 106

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. greater than “cold” outbound prospecting and nurturing. Track them by source.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

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. At the same time, we wholeheartedly apply a variety of media both in client programs and in our own marketing and sales initiatives.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website.

Media 233

Media Direct Mail netFactor Trade Show 233

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

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 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.

B2B 185

B2B Lead Scoring Lead Rank PointClear 185

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Via GreatB2BMarketing.

B2B 190

B2B Buyer Trade Show PointClear 190

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 probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck. But by how much?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). 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. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

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 Scoring 315

Pointclear

FEBRUARY 7, 2018

Not only does this single-criteria measurement perpetuate the downward spiral represented by most companies’ poor sales results, it also reduces ROI on short- and long-term marketing and sales investments. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

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. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. You’ve come to the wrong place. Testing’s a must.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. Simply driving large numbers of respondents and dumping them on sales does not work. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Outbound Marketing Qualified Lead 217

Pointclear

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 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

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads. Segmentation and testing.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

OCTOBER 31, 2011

Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Follow these guidelines to increase your email prospecting success.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

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 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

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

Pointclear

JANUARY 10, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. 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.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

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

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

OCTOBER 3, 2017

That is why you frequently hear sales say: “the leads suck.”. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. Long term, things get even worse.

Top of Funnel 140

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

Pointclear

JANUARY 10, 2018

There would be, assuming you could find them, some real prospects. There are two charts in that blog that show how much a high quality, sales qualified lead should (or at least probably will) cost, and why. Back during the bingo card days marketers were thrilled to get a list of “leads” and distribute them to sales. Guess what.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. Sales was focused on $1 million opportunities in big companies. After blowing through $1 million in sales and marketing expense our client was sold at an auction—ultimately to the competitor with the huge valuation. Lead definition.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

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. The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with. His definition of a lead was the loosest that I have ever heard.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. 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.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

NOVEMBER 16, 2017

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. Think of those annoying robo calls. One simple trick.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

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. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. Productivity.

Sales Qualified Lead 113

Sales Qualified Lead PointClear System Leads 113

Pointclear

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Hunters are sales people with an instinct for closing deals and acquiring new customers.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. Segment and stratify.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124