Pointclear

MAY 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture. No Response.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels. Online content in the sales and marketing industries is dynamic and constantly changing.

B2B 185

B2B Lead Rank Lead Scoring PointClear 185

Pointclear

JANUARY 9, 2014

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. And, it’s irritating to your prospects. You are better off calling someone who actually wants to talk with you.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

JANUARY 22, 2018

Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. Is the prospect a match from an environment standpoint?

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Leads 106

Pointclear

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Also interesting are new statistics on gaining buyer’s trust. Video] Why Prospects Avoid Making Buying Decisions. In this short video, Jill Konrath, shares her recent experience from the other side of the table—as the buyer.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

Pointclear

OCTOBER 4, 2016

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? I also suggest that questions to asks prospects break down into the following categories: pain, priority, process and environment.

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

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

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

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. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. Read “ We’re Smarter Than Our Buyers.”).

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

The Pipeline

MAY 13, 2011

My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Buyers buy from people they like (and respect).

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. Many buyers are so conditioned to deal in price, they are caught off guard.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

JULY 17, 2012

It's harder for a rep to reframe how that customer is thinking about a solution at that point in their purchase process, so reps opt to just fulfill ‘orders’ from those prospects and might end up leaving a lot of money on the table. Stop interruption marketing.” This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

DECEMBER 9, 2010

By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

MARCH 22, 2011

To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Or that I have friends in the publishing business that are also potential buyers. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

SEPTEMBER 6, 2012

Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps. 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 doesn’t have to be through all of them.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Jonathan Farrington

JULY 31, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JULY 14, 2015

In our experience here at PointClear, very few companies are getting it right. When a buyer interacts with marketing, they are generally at a less evolved stage. Companies must understand the buyer journey and develop content and scoring systems to execute based on that journey.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. We Have Even More Responsibility to Our Buyers than Before.

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Pointclear

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Marketing Pipeline. I can help.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. Great sales people are generally not good prospectors or long-term nurturers—they’re hunters who are motivated and incented to close deals with short-term, sales-ready buyers. Think of this group of specialists as “lead farmers,” or prospect development experts.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pipeliner

FEBRUARY 5, 2018

The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem to be fine with alternatives to face-to-face meetings. Just from an efficiency standpoint, phone calls, video or web conferencing options are preferable to buyers so that waste is minimized on their already overfilled calendars.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

JUNE 15, 2017

You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created. Filtering out real buyers. Starving the pipeline of new prospects. From my estimate 85% to 90% of the buyers were filtered out.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested. True Nurture Opportunities.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

JUNE 11, 2013

In marketing, teammates must ensure that website visitors and inquisitors can access the right content to assist and propel the buyers’ route. With nurturing phone calls and emails to warm-up potential buyers, marketing continues down the informational track providing more content that addresses the buyers’ problems and needs.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

SEPTEMBER 13, 2016

And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. Deb Calvert: “The CEB reports that buyers now work their way 67% through the buying process before engaging with a seller.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Pain, Priority, Process, Environment.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

OCTOBER 24, 2013

Using social networks to listen and engage with buyers, then surrounding yourself with the influencers and experts that your buyers trust on LinkedIn and Twitter. She’s Down with OPC. Click to start video at this point —Jill believes in a social surround strategy. Connect and Amplify.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. And some of them are your buyers. Is it challenging to find the prospects? Logistics companies aren't on Twitter. But people do. And people are.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

DECEMBER 18, 2012

Instead he thought that there would be a coming flight to relationships where buyers and sellers would start looking to cultivate long term, mutually beneficial relationships in a pursuit of profitable growth. Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

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. And, to a great extent these sales accelerators are needed because, at least theoretically, buyers are taking themselves through 70% of the buyer’s journey before sales needs to get involved.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

SEPTEMBER 24, 2013

More buyers self-educate long before they contact a prospective seller.". First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity. Then they have to identify issues that the buyer has that we can solve. I would add timing back to the list.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. A survey Of 175 B2B buyers reveals what they want to see on vendor websites. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers.

Social Media 223

Social Media Media B2B Decision Maker 223