Pointclear

MARCH 22, 2011

And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Scoring the Prospect Experience.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

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. Open-ended, clarifying and probing questions are important tools. But the opposite is true. It’s being a good listener. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

JULY 25, 2011

If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? The closer has a small set of tools that produce big results. Instinct cannot be taught so few salespeople become great hunters.

Hiring 177

Hiring Prospecting Inbound Journal 177

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. They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

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

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. The EDGY Strategy. Extreme Behavior.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job. People do business with people, not with technology.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Dell’s clients and prospects win because Scott creates rich content. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. This is a win-win-win situation.

Social Media 210

Social Media Engineering Marketing Customer 210

Pointclear

AUGUST 23, 2012

Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets. Tim adds that the vehicles or channels—like smart phones and tablets—that people are consuming content on are optimized for video, so demand gen tools need to be focused on video as opposed to traditional PDF types of assets. Why they think they’re safe.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Pointclear

MAY 7, 2015

So they began to sell follow-up as a tool to mix with mail. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. Reps will begin stepping in and adjusting how the prospect is handled, and defining where they are/should be in the nurture process.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Pointclear

SEPTEMBER 19, 2011

Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

CRM 169

CRM B2B Marketing Hiring 169

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. If you don’t have a marketing automation tool, get one. What’s worse, sales will not incrementally increase in proportion to the marketing spend. How to qualify them?

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Leads 206

Pointclear

JANUARY 11, 2011

” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pipeliner

APRIL 2, 2018

#SalesChats E18: Sales Prospecting with Dan McDade. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. People tend to position these and other kinds of prospecting or business development programs as either/or. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Have candid conversations with your prospects, and use the feedback to determine what questions they generally need answers to ?

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

MAY 2, 2012

He adds that inbound marketing is generally thought of as search optimization and links so that prospects find you either through a search or by reading something interesting that is linked to you. He adds that those prospects should be considered more highly qualified because they have expressed an interest in something you do.

Social Media 180

Social Media Media Inbound ROI 180

Pointclear

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects. Anthony agreed with this wholeheartedly. There is no such thing.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today. It’s not about pitching your stuff.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

FEBRUARY 26, 2013

That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. How to do this? A few suggestions: Dig deep into cultural differences to learn.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

APRIL 10, 2012

Sales teams need to critically assess tools, as well as social media participation, to make sure they are appropriate for supporting direct engagement with their prospects and customers. He notes tougher competition and more level playing fields require reps to embrace them—with a caveat.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

Pointclear

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Jill Konrath , sales and marketing strategist, speaker, and author of SNAP Selling and Selling to Big Companies 7 Hot Email Prospecting Tips.

Outsourcing Services 169

Outsourcing Services Social Media Marketing VanillaSoft 169

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

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 Rank 98

Pointclear

JUNE 10, 2016

Why not use all the tools in your toolbox? Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media. This small effort, which is often overlooked, can mean the difference between being ignored or welcomed by the prospect.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. ” Alignment: C-Level Stepping In & Operations Mashups.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

AUGUST 17, 2011

Ideal deployment puts the best rep with the best prospect at the best time. While Mary may not be the best rep, she is the best rep for this prospect. Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. There is good coaching and bad coaching.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

FEBRUARY 2, 2011

It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. Smart companies will increasingly be "brand butlers," focusing on how they can help their customers or prospects to make the most of their daily lives (versus the old model of selling them a lifestyle).

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

APRIL 18, 2012

He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening. 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 Rank 157

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Data 43

Data PointClear Sales Qualified Lead Inbound 43

Pointclear

JUNE 8, 2012

She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are.

Customer 145

Customer Social Media Inbound Top of Funnel 145

DialSource

JULY 8, 2020

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. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

JUNE 26, 2012

You can't spend the time to study your prospects and engage them in truly relevant and compelling ways when you are pressured to just smile and dial. It's hard to work a large deal, after all, when some manager is breathing down your neck about the number of outbound calls you've made. Are we playing hunger games?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Scoring 113