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

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

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. Dan McDade – Pointclear. Bob Apollo – Inflexion Point Strategy Partners. Trish Bertuzzi – The Bridge Group.

Lead Management 114

Lead Management Lead Scoring Lead Rank Sales Qualified Lead 114

Pointclear

APRIL 17, 2013

If the truth be known, the sales lead management process is complicated, multi-dimensional, and multi-departmental; with multi-software programs, and multi-managers who often don’t understand each other or don’t even like one another. Find a leader who understands that sales lead management is a system; it isn’t software. CRM software.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

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

JUNE 18, 2013

The problem is, in order to get qualified sales prospects out of the other 75%, the sales representative has to filter out students, prisoners, competitors, those who do not have money, and those who want something similar to your product but are not quite a fit. Only about 25% of the inquiries come with BANT-type information.

Sales Qualified Lead 200

Sales Qualified Lead Lead Scoring Lead Rank Leads 200

Pointclear

JULY 16, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

JANUARY 15, 2013

One of the world’s largest software companies—since 2002. Global healthcare software and services company—since 2007. Large call center and security software company—since 2009. Another very large software and services company—since 2010. Another global healthcare software and services company—since 2010….

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

MARCH 22, 2018

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. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company.

Lead Scoring 157

Lead Scoring Lead Rank Sales Qualified Lead Company 157

Pointclear

JULY 23, 2013

If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls. Add a telemarketing element and this alone can improve the first few stages of the pipeline, until the suspect becomes a prospect ready for sales contact.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Leads 206

Pointclear

APRIL 4, 2011

It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. The bickering and obsessive competition is turning prospects away. This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

OCTOBER 24, 2013

She spent six years in management consulting and 52 quarters in software sales. People want to know how you’re going to help them, Jill said, so when you’re designing a social media page, think about it from the perspective of a visitor or a buyer or a prospective partner — not as a place to simply post your resume.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

MAY 1, 2012

The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead. A $250,000 software solution may require connecting with a CEO, a chief line-of-business officer, and a number of influencers. Qualify prospects around required criteria. Begin to build trusted relationships.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. For instance, people might think they know how to evaluate something like network optimization software. Second, behavior changes depending on whether customers think they know how to buy.

Research 253

Research B2B Sales Qualified Lead Lead Scoring 253

Pointclear

JUNE 28, 2018

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Budget undefined? Next-year decision?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

OCTOBER 9, 2012

B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”. Do you believe that an enterprise software solution lead, as an example, should be budgeted to cost $300 or less?

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Scoring Lead Rank 169

Pointclear

JULY 24, 2012

Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system. Parts—sales inquiries, leads, software, and fulfillment.In

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

SEPTEMBER 19, 2011

” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. The question which begs to be answered is, “What is the Keystone in the sales and marketing process?”

CRM 169

CRM B2B Marketing Hiring 169

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

Demand Generation Targets 165

Demand Generation Targets Demand Generation Sales Qualified Lead Lead Management 165

Pointclear

AUGUST 20, 2018

When analyzing one lead source for a giant software client, we found that marketing had generated 3,117 leads at a cost of $23.15 Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify inbound leads, nurture lukewarm prospects, and turn the developed leads over to the sales force for harvesting.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Pointclear

FEBRUARY 2, 2011

” In other words, they understand that in addition to being in the business of selling whatever they sell—be it shovels or software—they also need to be producing content as a cornerstone of their marketing, both to engage and educate their would-be customers. But producing any old content isn’t enough.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

MAY 30, 2012

Widespread Use of Outbound Marketing Among Software Providers. But it’s important to understand lead progression in terms of how many converted and how messaging is working in the middle of the funnel to accelerate early-stage leads into qualified prospects.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead.

Sales Qualified Lead 100

Sales Qualified Lead Direct Mail Lead Generation Call-back 100

DialSource

JULY 8, 2020

Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 157

Trends Social Media Top of Funnel Lead Scoring 157

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Scoring 98

Pointclear

SEPTEMBER 27, 2012

They do want access to research examples, and that’s why those companies that are effective through marketing and sales reaching out to their clients and prospects with relevant ideas and approaches are those that are giving themselves opportunities to get in on some of those projects that may not be budgeted for today, but will be in the future.”.

Social Media 170

Social Media Outsourcing Services Marketing Hiring 170

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. Of all the keys to revenue growth, the single most important one is rethinking the prospect database.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

OCTOBER 13, 2015

Lead nurturing and initial qualification calls to prospects may lie with marketing automation or inside sales qualification specialists (unless it is outsourced). But the actual, final management of the prospect is square in the lap of the individual salesperson. I wish it were more complicated, but it isn’t. They don't.".

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

Pointclear

SEPTEMBER 29, 2015

Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. Jim uses marketing automation as an example, and he knows I feel that inbound marketing has been used at the exclusion of outbound marketing. Jim’s approach is absolutely on target.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

MAY 5, 2015

However, the welcome email should do far more than alert your prospect that he’s now subscribed to some type of service. The conversation was based on their last engagement, and we concluded the call by asking the prospect if the IT provider could serve as a resource. Reacting to prospects in real time as they move through the funnel.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Rank Leads 100

Pointclear

MAY 17, 2018

Before diving deeper, it is my opinion (after more than 35 years in direct mail marketing and B2B tele-prospecting) that there is no such thing as a good list. Predictably, few if any of the prospects were contacted and there was no reporting on results. 3 The margin, for most software and services offers, is low to be conservative.

Sales Qualified Lead 100

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 100