Pointclear

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

PointClear 167

PointClear Lead Nurturing Outbound Sales Qualified Lead 167

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. One example of an extended, persistent, touch cycle by PointClear was the 42 nd touch to the CFO of the country’s fourth largest utility. They can’t.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics.

B2B 154

B2B PointClear Top of Funnel Marketing 154

Pointclear

JULY 17, 2012

” The table below is live data from a real client (large software company owned by an even larger software company) though the names have been changed to protect the guilty: In essence, what this table says is that for this software company (relatively expensive solution—a considered sale, if you will), the least expensive source for leads (..)

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

DECEMBER 1, 2016

This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor. The last time we tested 9,000 whitepaper downloads for the subsidiary of a large software company, 98.2% Guess which one they chose? None of the above. They did not even respond.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

AUGUST 30, 2012

Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. He again mentions Box and Zendesk that are creating essentially consumerized enterprise software by first building an install base of individual users, and then bringing in the sales team.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

JUNE 28, 2018

Here’s a real-life example: We once provided services to a large software company and I got a call from our day-to-day contact one morning about our lead cost—he said we were too expensive. I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%. They said the quality sucked.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

JULY 11, 2011

The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Frequent and rapid new competitor product introductions.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

SBI

NOVEMBER 13, 2012

Dan McDade – Pointclear. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Bob Apollo – Inflexion Point Strategy Partners. Trish Bertuzzi – The Bridge Group. Jill Konrath – Jill Konrath.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. If you say, “ Mr. Smith, we would like you to upgrade to our gold support agreement - you will receive earlier notification of software upgrades ,” the usual response will be, “ We don’t need them. ” I practice it every day in my role as lead salesperson for the company. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

OCTOBER 13, 2011

As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.”

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Jonathan Farrington

JULY 31, 2013

An Atlanta-based software company, Joulex, increased new business sales opportunities in their pipeline by more than $2 million dollars from qualified leads generated by an outbound prospecting program. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

DialSource

JULY 8, 2020

Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. 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

FEBRUARY 27, 2014

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. Expectations dashed. So education campaigns are underway.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

MARCH 19, 2018

Her time is now spent wallowing in superficial spreadsheets, managing the conflicting software results from media and a budget with a requirement for a direct correlation to revenue. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

NOVEMBER 18, 2010

(..)

Software 124

Software Software Marketing 124

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

MARCH 20, 2014

Which is relevant when you''re selling social media management software. Think about who uses social media management software? The leads came from a webinar. The webinar was called, "The Future of Social Media." Marketing employees and entrepreneurs mostly. But, who wants to watch a webinar on the "Future of Social Media"?

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

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

JUNE 4, 2018

But usually they aren’t considering the bigger picture, one that’s full of hidden expenses: Equipment, software, G&A, management and administration are significant added costs. What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

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. For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. Wish I had thought of that.

Sales Qualified Lead 100

Sales Qualified Lead Direct Mail Lead Generation Call-back 100

PandaDoc

SEPTEMBER 2, 2020

The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. The company allows business solution users to review the software they use in their tech stack every day. What to check out: Is it Fraudulent to Spend Money on Lead Gen Without an ROI?

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

SEPTEMBER 11, 2017

JO: If you've got 10 or 12 departments, and you've got 15 different software programs that this inquiry is going through, and you've got artificial intelligence spitting out results all along the way, someone has to figure out what that process is going to be and the piece that each process involves.

Lead Management 124

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 124

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

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. This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc. Customers assume the software will solve the problem.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

APRIL 24, 2013

He began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

JUNE 18, 2013

You’ve heard me say that sales lead management is a system made up of a process, the software containing the elements of the process, and the people who execute the process. In closing, there must be a process (rules), there must be adequate software, and the salespeople must follow up all sales leads.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

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 In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

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. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning).

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JULY 23, 2013

You can see a list here : on the SLMA Software Review. Look into Optify (for agencies or small-to-medium companies), HubSpot, Marketo, eTrigue, Pardot, Velocify (formerly Leads360), Fision, NetSuite, Spark, etc. Just don’t sit there on your sorry butt worrying about sales performance; do something about it!

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

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 Rank Lead Scoring 169

Pointclear

OCTOBER 24, 2013

She spent six years in management consulting and 52 quarters in software sales. Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. At Oracle she heads up social selling evangelism and enablement. She’s Down with OPC.

Oracle 223

Oracle Eloqua Social Media Twitter 223

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

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 Rank 253

Pointclear

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

MAY 21, 2013

I am not asking about firms and software that solve only part of the riddle. Inquiries must be managed, and managing inquiries is a process; a systems-based process with a multi-step route, which if pr operly thought out and precisely executed will bring huge predictable rewards.

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

JULY 17, 2013

The increased sophistication of translation software will enable computers to quickly translate languages, reducing the need to hire reps who speak the native language. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245