Pointclear

OCTOBER 24, 2011

—noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. In a sense, Kenandy and PointClear function in similar ways to move strategic business processes out to more efficient and cost-effective resources.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

JULY 10, 2013

The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). It is your personal blog.

Social Media 239

Social Media Media Tools InsideView 239

Pointclear

MARCH 7, 2018

Open-ended, clarifying and probing questions are important tools. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. Reflecting is a way to determine or verify that you and your counterpart are on the same page. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Scoring Lead Rank 133

Pointclear

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The chief marketing officer''s need for advanced marketing tools will require an unprecedented level of cooperation with IT in the future, Icreon CEO Himanshu Sareen writes.

B2B 154

B2B PointClear Top of Funnel Marketing 154

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

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 the most powerful tool in your sales toolbox is still you! You can’t depend on your marketing department to generate real leads. Even in Sales 2.0,

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI

NOVEMBER 13, 2012

They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Dan McDade – Pointclear. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MAY 7, 2015

So they began to sell follow-up as a tool to mix with mail. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear! Email surfaced with the internet and the mixture of mail, calling and email became a standard for nurture models.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Implement a Repeatable Predictive Sales Process – Whether an inside seller or field seller, following a repeatable predictive sales process is one of the easiest tools to implement and requires the least amount of true sales skill to master.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Sales Tool. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. This comment was originally posted on Twitter. May 16th, 2011. Trackbacks. Trigger Events. Piet Buyck.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Fill the Funnel

NOVEMBER 10, 2010

Dan McDade/Pointclear posted a good highlight of the conference from his perspective. Best Sales Lead Management Program – Unisfair. Best Use of Social Media for Sales or Marketin g - Adobe Omniture Business Unit. Best Sales & Marketing 2.0 Solution - Marketo. Dan always has good insight and recommend you stop by.

Twitter 74

Twitter Conference Omniture Airlines 74

DialSource

JULY 8, 2020

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. Bottom line : It’s time to invest in strategies, tools, and resources that expand your capabilities as an inside sales team.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

PandaDoc

SEPTEMBER 2, 2020

brings you written content, video, slideshares and infographics, e-publications and even free tools. Join over 50,000 subscribers on getting the latest insights on market trends, tools, and sales hiring as well as free resources including studies, templates, and eBooks. Smart Selling Tools. Partners in Excellence Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 7, 2018

The Tools are Available, but the Flesh is Weak. The tools are available to prove marketing’s return on investment, but the flesh is weak, except perhaps for those who believe measuring marketing’s ROI is worth the effort. Even with the tools available today, ROI is still not a consistent or common measurement of marketing’s abilities.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Jonathan Farrington

JULY 10, 2013

News: Over at Top Sales World we have announced last week’s Top Sales Article , together with this week’s Top 10 choices.

PointClear 51

PointClear Report Loyalty ACT 51

Jonathan Farrington

AUGUST 10, 2012

Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. My concern is that companies all but ignore “little data”, yet climb on the “big data” bandwagon with reckless abandon… without necessity AND without the skills or tools to really take advantage of it. So, it is not like I am naive about the potential for big data.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Others will be asked to move on, which hardly seems fair if they haven’t been given the training, coaching and tools they need to succeed in their role. Growth Carries Challenges. There is a higher turnover among the sales ranks.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

DECEMBER 10, 2013

Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. Make People Want to Work for Your Company.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. But to get the right mix of strategy and tools, we need better integration. It can’t develop value propositions.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

MARCH 26, 2013

Tools without leadership are just tools in the hands of fools.”. Tools without leadership are just tools in the hands of fools. The manager who picks up the tool has to have the drive, the desire, the curiosity and the chutzpah to prove the return on marketing lead generation investment with the tools at hand.

Software 205

Software Software Data Marketing 205

Pointclear

MARCH 19, 2018

The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

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

SEPTEMBER 16, 2014

A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. He’s got some tips you’ll want to know about.

Inside Sales 257

Inside Sales Groups Tools Sales 257

Pointclear

MARCH 19, 2013

Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Connections. Like family pets, relationships require routine care and feeding.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pipeliner

APRIL 2, 2018

Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. Twitter is a valuable tool for salespeople. 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.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JULY 12, 2012

” She adds, “I see social tools as being more nurturing tools than anything else. I do see things like marketing getting a better sense of not just putting out a white paper and handing it to their salespeople and then saying, ‘OK, here—use this as a nurturing tool.’

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

SEPTEMBER 19, 2011

Even with these two great tools the sales person makes a choice every day to support the entire structure of the organization by simply taking this one action: following up on every sales lead. The tools the salesperson has are simply tools that must be picked up and used. The same holds true here.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…).

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

JANUARY 31, 2012

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. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

AUGUST 6, 2013

Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Connections. Like family pets, relationships require routine care and feeding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

AUGUST 21, 2012

Sales Lead Management is a process that entails departmental teamwork, with the proper tools and leadership. Put a tool in the hands of a fool and you still have a fool with an unusable tool. All marketing lead generation programs will be measured for ROI. i Wikipedia ii Dr.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

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. And we need to leverage all those tools appropriately. Inbound: Not Either/Or But A Balance Based on Needs & Goals.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

OCTOBER 31, 2013

The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

JANUARY 11, 2011

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. Many are toys but some are real tools that increase productivity and yield. Great content will continue to evolve as the tool of choice for ISRs.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

AUGUST 27, 2018

If it doesn’t support salespeople with the latest digital tools, CRM and marketing automation programs, and provide Sales with qualified leads, resign. “If you work for a company that doesn’t believe in marketing, resign.”. If the company resents every dollar it spends on marketing, resign.

Company 124

Company Marketing SalesForce Enterprise 124