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Insights on Outbound Conference in Atlanta

Pointclear

For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. Mike Weinberg’s workshop offered the most important element of building a compelling story – OUTCOMES (such as pain removed, problems solved, results achieved).

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Reaping the Value of Long-term Leads

Pointclear

Often hot leads are really buying companies that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Lead Rank 113
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PowerViews with Tony Zambito: Buyer Predictability

Pointclear

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. We’ve dug into the buying cycle but there is so much that can be learned from the pre-buy cycle. Study Lead Behavior.

Buyer 189
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PowerMinute: How to Establish a Meaningful Lead Definition

Pointclear

Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. If you''re ignoring these key lower level influencers based on their lack of authority you are doing your organization a real disservice. It’s time to get with the program! By Dan McDade.'

Lead Rank 230
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Long-Term Leads Demand Attention Now

Pointclear

They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Pointclear

Instead, reach out proactively and engage the prospect early on in the buying cycle. So what can b-to-b companies do to get back on track? Don't wait for an inbound lead to come to you before you react. Create value. Pick up the phone and have an intelligent conversation based on what you know about your potential buyer.

Inbound 100
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Proof that Account-based Marketing Works

Pointclear

Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. That means they didn’t waste effort on a scattershot approach. Guess how much a traditional, less focused approach that involved reaching out to everyone in the market would have cost?