Pointclear

AUGUST 28, 2012

This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Cost per Company.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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

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

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. for proactive, outbound targeted prospecting and nurturing. 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

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. You really start that conversation with that prospect, and hopefully you steer them to you.” Advice to CMO for 2012: Focus on Sales Enablement Efficiencies. ” Alignment: C-Level Stepping In & Operations Mashups.

Marketing 247

Marketing Outbound Inbound Vendor 247

Jonathan Farrington

AUGUST 10, 2012

It seems sometimes that when the prospect does not have a purchase order in one hand and a pen in the other that the lead was not good. 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

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

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

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

Pointclear

APRIL 10, 2012

Sales teams need to critically assess tools, as well as social media participation, to make sure they are appropriate for supporting direct engagement with their prospects and customers. What Marketing and Sales Executives Need to Focus on for the Balance of 2012. The Fight for Marketing & Sales Alignment.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

AUGUST 16, 2012

People tend to position these and other kinds of prospecting or business development programs as either/or. We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

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

SEPTEMBER 29, 2015

Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. (Click here for part 1 & part 2.). 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.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. It’s not about pitching your stuff.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

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

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. It costs 15 times more to first locate, then qualify, then sell to a new prospect instead of an existing client. 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

JUNE 8, 2012

Click to start video at this point —Asked about what companies are thinking and doing about satisfying their customers in 2012, Ginger notes the combination of the current economy and customers having social media megaphones means companies can’t hide from what customers are saying anymore. Who can help me solve it?

Customer 145

Customer Social Media Inbound Top of Funnel 145

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

AUGUST 30, 2012

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

JANUARY 2, 2018

Quota attainment averaged across all geographies, industries and company sizes has dropped from 63% of salespeople in 2012 to 53% in 2016 – and 2017 will likely be down again – for the fifth year in a row. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Pointclear

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. A systematic approach here does a better job of identifying potential prospects and sales opportunities. What are the challenges that they’re having?

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MAY 2, 2012

He adds that inbound marketing is generally thought of as search optimization and links so that prospects find you either through a search or by reading something interesting that is linked to you. He adds that those prospects should be considered more highly qualified because they have expressed an interest in something you do.

Social Media 180

Social Media Media Inbound ROI 180

Pointclear

NOVEMBER 20, 2012

Shifting Sales Resources to Align with Prospect Buying Dynamics. Click to start video at this point — Regarding areas to focus on as we wrap up 2012 and head into 2013, Bob discusses the way tablets are exploding in the mobile arena right now. It’s being redefined minute-by-minute in many industries and companies.”.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165