SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. Dan McDade is President and CEO of PointClear, LLC, a prospect development firm that helps B2B companies drive revenue by nurturing leads, engaging contacts and developing prospects until they’re ready to purchase. dan.mcdade@pointclear.com. website: [link]. blog: [link].

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Pointclear

JULY 17, 2013

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. They will be calling from home or another wired office. The first areas to go are field sales teams.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

JANUARY 19, 2011

Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010 Footnote: Professor Laura Kray, Professor Philip Tetlock.

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

MARCH 13, 2014

Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Ruth Stevens, Inbound Marketing is Tough to Scale.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Jonathan Farrington

AUGUST 10, 2012

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. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JANUARY 5, 2013

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. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

APRIL 24, 2012

I included the following in a blog on the cost-per-lead metric I wrote in the summer of 2010: “I continue to marvel at the high number of companies that only use cost-per-lead as a basis for lead generation buying decisions.

Cost per Lead 220

Cost per Lead Lead Generation Sales Qualified Lead Lead Rank 220

Pointclear

FEBRUARY 16, 2011

Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010. i Footnote: Professor Laura Kray, Professor Philip Tetlock.

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

SEPTEMBER 29, 2015

If I want to sell to hospitals by the largest bed count , there are 454 and it may be worth some extra effort to apply ABM to these. Less than 50 beds. 50-250 beds. 250-500 beds. More than 500 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

JULY 25, 2011

Greg Alexander is also the author of three critically acclaimed books: The CEO's Guide to Getting More Out of the Sales Force (2010), Making the Number: How to Use Sales Benchmarking to Drive Performance (2008) and Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives (2008).

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

MAY 23, 2011

Have a look at the reports here: 2009 and 2010. To get some answers to questions like these, Bernice Grossman and I have undertaken a series of research studies on the quality and quantity of data available to B-to-B marketers in various industries. Over the last two years, we published reports on the data coming from compiled data vendors.

Resources 160

Resources Marketing B2B Study 160

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. It’s great for target verification and data collection at the earliest stages of your campaign, too. With 18,500 business lists available for rent in the U.S.,

Media 233

Media Direct Mail netFactor Trade Show 233

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.”. Click to start video at this point — Dave discusses the recent ITSMA report—“Marketing Transformation: Are We There Yet?”—and

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.’ And so that could be one explanation.”.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JUNE 27, 2011

In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219