Pointclear

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. High Performance Marketing: It’s Not What You Think. Via Content Marketing Institute.

B2B 183

B2B PointClear Marketing Industry 183

Pointclear

NOVEMBER 8, 2017

RESEARCH: Are folks responsible for reaching out to your market knowledgeable and prepared for quality conversation? NURTURE: Are you getting maximum return on marketing programs? Lead nurture programs done well triples your B2B sales lead generation marketing ROI. There is disagreement on the value of research.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Pointclear

JULY 22, 2014

As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. B2B Marketing'

Trends 270

Trends B2B Marketing Report 270

Pointclear

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via B2B Marketing Insider. Report: Data, content drive email marketing.

B2B 185

B2B Lead Rank Lead Scoring PointClear 185

Pointclear

OCTOBER 22, 2014

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration. B2B Marketing Guest Blogs'

B2B 252

B2B Marketing 252

Pointclear

NOVEMBER 13, 2017

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

Pointclear

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 7 Biggest Misconceptions of Successful B2B Marketing.

B2B 154

B2B PointClear Top of Funnel Marketing 154

Pointclear

AUGUST 5, 2014

Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. B2B Marketing Mobile Marketing'

B2B 255

B2B B2C Marketing Consumer 255

Pointclear

JANUARY 4, 2018

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Others stated that the range is between $35 – $100 for a B2B lead. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads. per gross lead). You can read more here.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Rank 170

Pointclear

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing.

Top of Funnel 140

Top of Funnel Sales Qualified Lead Cost per Lead Lead Nurturing 140

Pointclear

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD.

PointClear 165

PointClear B2B Marketo Sales Qualified Lead 165

Pointclear

NOVEMBER 16, 2017

How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

Pointclear

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process? Keeping pace with today’s buyer has demanded change in the sales process.

B2B 189

B2B PointClear Buyer Social Selling 189

Pointclear

JUNE 9, 2017

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”. I have been extremely busy but I’ll be ready to talk to you soon.”. We didn’t stop.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

Pointclear

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. This was the situation shared by Christine Nurnberger, VP of Marketing at SunGard Availability Services. Via BtoB Magazine.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. My answer to his question?

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

Pointclear

DECEMBER 15, 2017

Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director. Those who’ve had the privilege of working with Kimmy know that this is a well-deserved honor.

PointClear 0

PointClear Lead Rank Lead Scoring Scale 0

Pointclear

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - There is no strategy in their market approach. I get at least one like this every day.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Other expressions contain useful advice that you don’t really get—because you don’t understand.

Lead Generation 247

Lead Generation Sales Qualified Lead B2B Leads 247

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. A winning team effort and handoff from marketing to sales entails similar steps as a good relay team: Communication.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

PointClear 167

PointClear Lead Nurturing Outbound Sales Qualified Lead 167

Pointclear

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

PointClear 100

PointClear Sales Qualified Lead Transportation Lead Qualification 100

Pointclear

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. You can listen to the webinar here.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. They get a cohesive team of B2B teleprospecting associates—experienced, educated and trained—who can deliver immediate results. Clients benefit from our proven methodology and technology platform based on 20 years of industry success.

Telemarketing 133

Telemarketing Company Hiring PointClear 133

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. You need to go out and talk to your market early. It’s fine to be too early. Read the full post here.

PointClear 150

PointClear Outbound Inbound Study 150

Pointclear

JANUARY 10, 2018

One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. Back during the bingo card days marketers were thrilled to get a list of “leads” and distribute them to sales. High quality B2B teleprospecting and telequalifying are key to turning the garbage into gold.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Pointclear

APRIL 11, 2018

A typical B2B cadence includes five dials, three voicemails and three emails over a 10-day period (in this case it was nine days). As an example, PointClear targets two contacts within each account location. Here’s what a cadence might look like, depending on the market and offer: Attempt Number. If No Connection. Business Day.

Sales Qualified Lead 113

Sales Qualified Lead PointClear Leads Marketing Qualified Lead 113

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

FEBRUARY 2, 2011

As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly actionable steps for organizations looking to grow their business. In other words: B2B marketers + social = lots of room for improvement.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” Stop interruption marketing.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

SEPTEMBER 26, 2011

Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business.

Facebook 216

Facebook B2B Marketing Airlines 216

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. Since 1997, we’ve had 3.6

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Marketing measurement. K now your audience.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

JANUARY 9, 2014

Outbound calling is interruption marketing. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Here’s what they had to say: Ardath Albee | Marketing Interactions.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257