The Pipeline

MAY 13, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. August 2011. April 2011. March 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JULY 17, 2013

It is expected that 85% of buyer-seller interactions will happen online through social media and video. A whopping 40% of the companies that were at the top of the Fortune 500 list in 2000 were no longer even on that list as of 2010. The average cost of an outside B2B sales call is $215-$400 per call.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. Great sales people are generally not good prospectors or long-term nurturers—they’re hunters who are motivated and incented to close deals with short-term, sales-ready buyers. dan.mcdade@pointclear.com. website: [link]. blog: [link]. book: [link]. .

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

Jonathan Farrington

AUGUST 10, 2012

And, to a great extent these sales accelerators are needed because, at least theoretically, buyers are taking themselves through 70% of the buyer’s journey before sales needs to get involved. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. I say baloney.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

SEPTEMBER 27, 2012

and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”. Social Media: The Rise of the Social Buyer in the Complex Sale. The social buyer is real and tends to be younger.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

SEPTEMBER 20, 2012

Play back to 2011 or 2010, and I think there’s been this ‘we thought things were going to be a little better after we got out of the deepest part of the downturn.’ He adds that inbound hasn’t displaced the need to be proactive, and he talks about a deeper, more important issue in play that is being driven by the new B2B buyer.

Inbound 145

Inbound Quota Outbound Video 145