Pointclear

DECEMBER 12, 2017

During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified. They both sold relatively expensive software solutions. The cost of an appointment was $900. In the first case, the maximum allowed cost per lead was $125.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

MAY 23, 2017

One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Why don’t they follow-up?

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Pointclear

FEBRUARY 28, 2018

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. Software to optimize the insurance business through predictive analytics. Software for effective management of drone fleets.

PointClear 100

PointClear Sales Qualified Lead Transportation Lead Qualification 100

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

Pointclear

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. As an example, PointClear targets two contacts within each account location. He landed a huge lead for our client (with a $1 billion company).

PointClear 113

PointClear Sales Qualified Lead System Leads 113

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

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

NOVEMBER 18, 2010

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Software 124

Software Software Marketing 124

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

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

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

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 Webinar Metrics 262

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

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

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

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

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

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

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

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 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

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 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 Leads360 NetSuite Leads 206

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

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

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 9, 2013

There are also so many automated software programs out there that marketing, especially, has become confusing for the average marketer. Jim points out that 3rd party telemarketing services are getting more business than ever because of the need to qualify a large number of inquiries, when really companies should be looking inward.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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

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

Pointclear

MAY 1, 2012

A $250,000 software solution may require connecting with a CEO, a chief line-of-business officer, and a number of influencers. The reality is B2B lead generation for the complex sale of a $250K software solution is going to be substantially more expensive than generating a qualified lead for a $10K hardware solution.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

APRIL 15, 2014

Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. By Christopher Hosford, editor-in-chief, HosfordGroup. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town.

SAP 214

SAP Enterprise Enterprise Conference 214

Pointclear

JULY 16, 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. The more successful your prospect development program — the more successful you will be at driving revenue.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

JUNE 13, 2011

It means managing the sales lead process and not expecting a software program to do it for you. It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. It means getting a marketing automation system to boost your return on sales leads by 300-400%.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

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

AUGUST 22, 2011

Implementation Is More Than Just Software. But remember, we’re not just talking software here. To see how this can work, Go to “Myth 5” in this example. Once you have the new process in place, and the approval of management, you can move on to implementation.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

OCTOBER 23, 2012

equipment, software, financial products, motor vehicles, clothes, food, etc. To begin with, I think it is important we accept that virtually anything that can be purchased online with a credit card does not require the input from a salesman/saleswoman — these are the new “commodity sales”.

Retail 215

Retail Inside Sales Outside Sales Video 215