Pointclear

JANUARY 4, 2018

Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170

Pointclear

AUGUST 8, 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. The 6-Step Path to Creating Inherently Useful Marketing.

Eloqua 209

Eloqua PointClear B2B Marketing 209

Pointclear

APRIL 2, 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. The B2B Marketing Advantage of LinkedIn. Marketing Automation Software That Delivers the Most Data Wins.

B2B 203

B2B LinkedIn PointClear Marketing 203

Pointclear

JULY 25, 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. It’s been a fun take on B2B sales and marketing with candid input from leaders in our industry.

Trends 200

Trends B2B PointClear Marketing 200

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. Can companies reach the holy grail of marketing—the perfect lead?

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 106

Pointclear

JULY 11, 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 Buyers: Traits by Generation [Infographic].

B2B 193

B2B PointClear Marketing Lead Rank 193

Pointclear

JULY 19, 2017

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. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. We’d spent some time on the persistent yet professional cadence we employ.

Lead Generation 124

Lead Generation PointClear Marketing Qualified Lead Leads 124

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. Document, for each source, the percent of leads actually accepted and qualified by sales.

Lead Generation 247

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 247

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 Marketing Qualified Lead 204

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 Marketing Qualified Lead 263

Pointclear

APRIL 16, 2018

It’s referred to as the sales pipeline and it’s owned by sales people, right? I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. SLMA Radio is one of six marketing and sales shows for at-work listeners on the Funnel Radio Channel.

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 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. 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

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales. Simplified ) who also gets the importance of outbound to sales: “Many in what’s called the Sales 2.0

B2B 392

B2B Cold Calling PointClear Outbound 392

Pointclear

NOVEMBER 8, 2017

(One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). Lead nurture programs done well triples your B2B sales lead generation marketing ROI. How many calls will be returned if you don’t leave a voicemail?

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

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

OCTOBER 15, 2013

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. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Dan Perry of Sales Benchmark Index. SLMA Radio - Since 2010.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear 0

PointClear Lead Rank Lead Scoring Scale 0

Pointclear

MAY 11, 2017

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). The point is, not all sales lead generation firms are created equal, just as not all houses are the same.

Lead Generation 140

Lead Generation Sales Qualified Lead Cost per Lead Marketing Qualified Lead 140

Pointclear

NOVEMBER 13, 2017

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. For one client, it takes 9.82

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

Pointclear

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. The sales close rate on these leads is zero percent. What a waste.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

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

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

JANUARY 10, 2018

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. PointClear associates see this in action every hour of every day. Guess what.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

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

DECEMBER 12, 2017

The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with. Finally, the lead definition was being driven by the objective to reduce cost per lead and not by the objective of providing real value to sales. Neither one of these marketers were buying leads for low-cost commodities.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 157

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

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Save yourself the management headaches of keeping those positions filled. Want more info?

Telemarketing 133

Telemarketing PointClear Company Hiring 133

Pointclear

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. Obviously our objective is to deliver Leads, which are ready to be turned over to sales now. PointClear also automates management of the process to keep associates as productive as possible, and our clients well served. Productivity.

PointClear 113

PointClear Sales Qualified Lead System Marketing Qualified Lead 113

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.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Any interest in a short chat? Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

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

OCTOBER 19, 2017

Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. How can this be? We’ve done the math.

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Marketing Qualified Lead 124

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. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. Pay attention. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first 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. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% More reasons nurturing matters.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

JANUARY 13, 2017

Most marketing and sales folks I talk to agree … in theory. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Analyze, Analyze, Analyze.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100