Pointclear

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? The Five Greatest Inhibitors to Sales Effectiveness.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

Pointclear

DECEMBER 12, 2017

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with. His definition of a lead was the loosest that I have ever heard.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. Lead nurture can triple the return on most marketing campaigns. True Nurture.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

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

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. Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels.

B2B 185

B2B Lead Rank Lead Scoring PointClear 185

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

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 quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. and “Sales Management. Simplified.”

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

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

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 You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website.

Media 233

Media Direct Mail netFactor Trade Show 233

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. The buyer has more choices than ever before, and that includes choosing to talk to your salesperson.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

Buyer 154

Buyer Social Media Hiring Inbound 154

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. I practice it every day in my role as lead salesperson for the company.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. Simply driving large numbers of respondents and dumping them on sales does not work. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? Few companies have the sales and marketing resources to adequately cover their markets. Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.).

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

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

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. So, what is prospecting , exactly?

Handbook 100

Handbook Prospecting Outbound Inbound 100

DialSource

JULY 8, 2020

At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. . Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. The Rise of Inside Sales.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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. No Response.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. Contain inadequate sales input. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). The Score More Sales Approach. In our experience here at PointClear, very few companies are getting it right.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. One firm that benefited from an effective outbound prospect development program was Joulex.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data.

Marketing 247

Marketing Outbound Inbound Vendor 247

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

JANUARY 31, 2012

Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. 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.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

JUNE 2, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. These are fully qualified prospects who are not immediately interested.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

FEBRUARY 8, 2017

Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis. These measurements drive low-quality leads to sales.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. Ardath, who has more than 28 years of marketing and sales experience, discussed how important writing and storytelling has been to her success.

Retention 247

Retention Social Media Twitter Video 247

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Of course, that’s still nowhere near what a sales person would consider a lead.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

JUNE 18, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. A genuine sales lead has qualifying information.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Parallel Thoughts. BANT Won’t Help.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

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. The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100