Pointclear

MAY 29, 2012

This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. While there, I heard that they plan for 1,500 attendees next year. Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 times more revenue and 6.2

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

JULY 19, 2012

” 2012 Recommendation: Marketing Should Ask Sales Three Questions.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

SEPTEMBER 11, 2012

Based on over 60,000 completed company dispositions per year (annualized for 2012). Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

APRIL 19, 2017

Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. Now my second book, " High-Profit Prospecting ", is available.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

AUGUST 28, 2012

This time we are going to talk about the importance of the qualified rate and how the qualified rate of inbound leads compares to those of outbound leads: Based on over 60,000 completed company dispositions per year (annualized for 2012).

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Jonathan Farrington

JULY 31, 2013

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. Over the past 16 years, his vision and innovative strategies have assured 100% of leads delivered to PointClear clients are sales-qualified … enabling them to close up to 5 times more deals.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Jonathan Farrington

JANUARY 5, 2013

I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? 2012 will be the year that outbound marketing dies”. “In In 2012, 70% of the sales process will be complete before a sales rep needs to get involved…”.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Signing off now from the 2012 MarketingSherpa B2B Summit. Nurturing leads increases revenue by 125%—yet most companies don't do it. A crowd of over 200 enjoyed the day as did we.

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

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

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Click to start video at this point — Asked about what is happening or not happening in marketing and sales in 2012 that surprises him, Rich notes there’s been more transformational change in the past eight to twelve months than he’s seen in the previous nine years.

Marketing 247

Marketing Outbound Inbound Vendor 247

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

OCTOBER 9, 2012

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

JANUARY 15, 2013

For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. The following outcomes (followed by 2012 average percentage across all clients) are important and as a client you should own them: Lead (lead definition specific to client and signed off on by all parties—4%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

MAY 30, 2012

While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012. 2012 Actions: Understand Buyers, Tighten Targeting & Measure Correctly.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Jonathan Farrington

APRIL 8, 2012

I was delighted to be Dan McDade’s first guest on his new PowerViews series: Dan and I discussed a number of topical issues, including the current state of play within the sales and marketing space, and the likeliehood of an imminent marriage between sales and marketing. I think you’ll find it interesting – HERE.

Marketing 32

Marketing PointClear Sales 32

Pointclear

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. Recommendations to Close More Deals in 2012. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

APRIL 10, 2012

What Marketing and Sales Executives Need to Focus on for the Balance of 2012. And he talks passionately about both sales organizations—as well as individual reps—focusing on a clearly defined 2012 game plan. He adds that a game plan should span more than just the current year.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

OCTOBER 2, 2012

Rich Vancil, IDC, talked about the need to focus on sales enablement as his advice to CMO’s for 2012: Click to start video at this point —In response to a CMO asking him for one area to focus on for the balance of 2012, Rich recommends sales enablement.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

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

Pointclear

JULY 26, 2012

Click to start video at this point — Asked about was has or hasn’t happened in 2012 in sales and marketing that is surprising, Tony notes both positive and lagging developments. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Jonathan Farrington

APRIL 26, 2012

Linda Richardson interviews Geoffrey James, the most prolific and successful blogger ever in the sales space: Dan McDade from PointClear is in the spotlight, and I will be trying to persuade you to come to London in June! But of course the highlight will be the announcement of the Top 50 Sales & Marketing Influencers for 2012.

Influencer 34

Influencer PointClear Positioning Energy 34

Pointclear

AUGUST 16, 2012

2012 Recommendations: Managing the Pipeline to Proactively Balance Results. Click to start video at this point — Dave was asked—with us already well into Q3—about recommendations to optimize 2012 results. He started in marketing, went to sales, went back to marketing, and then ran giant sales organizations.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

OCTOBER 23, 2012

Source: Chally) Amidst all this depressing analysis of data, I was asked to predict out into 2012, and a small part of what I said was this …. Next year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Pointclear

JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. ’” 2012 Recommendations: Good Enough Isn’t Good Enough Anymore. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

MARCH 6, 2012

According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. Overall, it requires an understanding of the purchase process from the buyer's point of view. A turnaround in this area can boost the top line.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

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

SEPTEMBER 27, 2012

2012 Trending: Significant Transformation for Marketing Groups. ITSMA Conference: Marketing's New Value Proposition, October 30 – 31, 2012. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. ITSMA Website: www.itsma.com. ITSMA on Twitter: @ITSMA_B2B.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

APRIL 17, 2012

And then Mari Anne Vanella of the Vanella Group (recently named one of the 20 Women to Watch in Sales Lead Management in 2012 by the SLMA) said, marketing teams are managed by results and it is difficult for sales to manage lead gen because: Lead generation is not a transaction.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

MAY 10, 2012

So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” There’s a ton of stuff coming in via social media that no one could possibly have parsed—the sentiment analysis, likes, dislikes, sharing. Now for the first time, that’s becoming possible.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

JULY 31, 2012

” The functions Mr. Rackham spoke about are marketing and sales.

Sales Qualified Lead 164

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 164

Pointclear

JUNE 4, 2013

JF: Well, as you know Dan, in 2012 all of our Top Sales initiatives were brought under one roof to become Top Sales World. We discussed upcoming initiatives for Top Sales World (TSW) as well as what Jonathan sees on the sales horizon. DM: What exciting things are in store for TSW? We’ve seen exciting new beginnings since then.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 20, 2012

2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. Click to start video at this point — Asked about what has happened in marketing and sales that has or hasn’t surprised him in 2012, Bob talks about interconnectedness: “It’s sobering about how interconnected we are with other economies.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

OCTOBER 10, 2011

Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

MAY 10, 2012

So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” There’s a ton of stuff coming in via social media that no one could possibly have parsed—the sentiment analysis, likes, dislikes, sharing. Now for the first time, that’s becoming possible.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133