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). ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts?

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Scoring 315

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

APRIL 16, 2018

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. With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

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

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 Marketing Qualified Lead 180

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 Rank Lead Scoring 133

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

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. Our tool, the PinPoint platform, does. It’s a specialized tool that syncs with Salesforce.com and other CRMs. years—twice the industry standard.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

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 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 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 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

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 Marketing Qualified Lead Leads 248

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

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 Marketing Qualified Lead 100

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 Engineering Marketing Customer 210

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

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 Marketing Qualified Lead Leads 184

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

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

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

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

JANUARY 26, 2012

Search engine marketing (SEM) Business buyers today use the Internet as their primary research tool to solve business problems, so search engine marketing (SEM) has become the hottest of the hot. Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

Media 233

Media Direct Mail netFactor Trade Show 233

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 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

MAY 1, 2013

There are numerous advantages that result from having access to this information, delivered by tools that are easy to use and provide insights into relevant business events as they happen. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

MARCH 18, 2014

Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company. Part of that is due to commitments by high-level executives to driving sales. There’s This Whole Piece That Fits in Between Marketing Automation and CRM.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

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

OCTOBER 10, 2011

While the buyer is now going online and choosing not to speak to sales early in the buy cycle, tools like marketing automation allow marketers to see this online behavior and respond to it so that marketing can now create an intimate, digital relationship with the buyer. But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219

Pointclear

JULY 23, 2013

If you don’t have a marketing automation tool, get one. Suddenly you will hear back from them that the quality has improved, and sales will improve. The cost is pocket change. How to qualify them? Make sure it can put inquirers into a nurture cycle.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Marketing Qualified Lead 206

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

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

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

JULY 9, 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. She regularly sees leads being hidden until a rep knows there is a solid opportunity.

Lead Scoring 244

Lead Scoring Lead Rank Sales Qualified Lead Follow-up 244

Pointclear

MAY 2, 2012

” Paul recommends using new tools, especially LinkedIn’s approach to company profiles, to find the right titles inside the companies you’re targeting. For named accounts, you want to be using social tools for different purposes: researching and building an organizational map to reach the right people. We have to play.

Social Media 180

Social Media Media Inbound ROI 180