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. Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. a sales rep reports, ‘I called the prospect three times. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. Putting a good salesperson in front of the wrong prospect is unlikely to generate revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. B2B marketing and sales teams must agree on the sales-ready lead definition. That’s a big improvement.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

SEPTEMBER 13, 2016

Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Lead Quality Drives Increased Revenue.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

MAY 23, 2011

Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. In case you are not familiar with this new way to buy prospecting data, let me provide some background. Is the data correct?

Resources 160

Resources Marketing B2B Study 160

Pointclear

OCTOBER 30, 2012

Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. You’ve got to give prospects a compelling reason to ask for more content. Inbound leads don't “just happen.”. Attract the Bees.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? So, you can’t wait for that condition to occur to begin selling to the prospect. Ultimate benefits resonate with your prospects’ or customers’ professional desires. Once that level is fulfilled the next level up is what motivates us, and so on.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Jonathan Farrington

APRIL 21, 2013

By the end of this discussion, you will understand how this comment relates to appointment setting. They are really scheduling “appearances” and creating the illusion that these appearances are with qualified prospects. General Appointment Setting Dan McDade Lead Generation PointClear The Truth About Leads'

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

MAY 24, 2016

In fact, proactive outbound prospecting produced the most cost-effective method of highly qualified sales opportunities while other sources cost substantially more—as much as two to nine times more.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Jonathan Farrington

JANUARY 5, 2013

We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. 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.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

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

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. Download our relational segmentation article here. You may not ever know if you go to the lost prospect directly.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

DECEMBER 21, 2017

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. Holding on to prospect information that’s incorrect, poorly segmented and lacking prioritization can obstruct marketing efforts and conceal sales opportunities. Want to know more?

Lead Rank 100

Lead Rank PointClear Data B2B 100

Pointclear

AUGUST 11, 2015

Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. Maybe the brand is being established, but what does it mean if you can’t point to related financial results?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

APRIL 28, 2011

Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. 65% of C-Suite executives conduct six or more work-related searches daily. The lack of relevancy for the prospect reduced the vendor's chance of closing a sale by 45 percent. source: Marketo ). source: Google ). source: Google).

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

APRIL 25, 2011

Yet B2B marketers seem to be more focused on lead generation than the rest of the process. The problem here is that salespeople don’t want to nurture prospects—they want to sell to them. So, what's the benefit of spending all of that budget to let non sales-ready prospects languish unattended? Is that a problem?

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

JANUARY 31, 2012

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. He holds a B.S. in Business and an M.B.A.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. Break each of the resulting segments into small discrete lists of a few hundred names, test each segment with marketing activity including tele-prospecting calls. Most know that there is no such thing as a “good list”. Yet, it is frequently done wrong.

eBook 100

eBook Lead Rank PointClear Revenue 100

Pointclear

JULY 26, 2012

B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment. ” In response to a question about how the demand waterfall relates to new technologies, Tony talks about mobile marketing and a very recent SiriusDecisons piece on it. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

FEBRUARY 7, 2018

Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. Those who’ve ever called a close friend more than a few times to schedule lunch know why you won’t engage a busy prospect with just a couple of calls.). How much should a lead cost?

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Pointclear

JANUARY 27, 2017

Are they unable to validate need and propensity for change for the prospects they pursue? [Note from Dan: this was an error Ardath found – thank you – instead of 1,484 MQL’s it was supposed to be 1,484 “Suspects” but her point still stands.]. Are they attracting the wrong people? Are their communications not relevant or in context?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

JULY 11, 2013

I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. In relation to the company objectives?”. Timing: “Rather than relying on the prospect for urgency, perhaps that’s something we should be bringing to the table. BANT hasn’t. ".SOME

Lead Rank 237

Lead Rank Lead Scoring Webinar Metrics B2B 237

Pointclear

MAY 2, 2012

Today we discussed several of the latest marketing trends and the impact new technologies are making in the B2B business climate. ” Marketers are making major financial commitments to grow their presence in social media as digital media closes in on traditional media as the largest source of funds in B2B spending.

Social Media 180

Social Media Media Inbound ROI 180

Pointclear

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. The welcome email. Retargeting.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. So what’s the motivated B2B seller to do? Predictable Revenue.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2012

He sets a context by noting The Sales Management Association is made up of sales and sales operations leaders in predominantly B2B selling organizations at medium-sized to large companies—with about 70% based in the U.S. Shifting Sales Resources to Align with Prospect Buying Dynamics. and another 10% in Canada.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165