Pointclear

APRIL 19, 2017

The more you need a deal the less likely it is to close.”. Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group.

Conference 124

Conference Outbound Social Media PointClear 124

Braveheart Sales

FEBRUARY 20, 2020

The session, which featured a group of senior and sub-debt lenders, discussed recurring monthly revenue, customer attrition rates and the cost to create new customers. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: Objective Management Group]. Source: Objective Management Group].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

JUNE 28, 2018

In average companies, sales reps close about one out of five leads they qualify. Note that on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10%. Close rates for these companies are close to 150% of those in average companies.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

JULY 11, 2011

The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” ” The short answer: intense competition and the requirement for large, ever-expanding direct sales forces to close complex mid-sized and enterprise deals.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

JULY 14, 2015

Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). She says that marketing is now working more closely than ever with sales teams to better deliver value. In our experience here at PointClear, very few companies are getting it right. But what if the message is wrong?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

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. Yes, a billion.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

AUGUST 20, 2018

Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. The true measure of sales should be how well they close these good leads from marketing. The overall result is often wasted marketing dollars and wasted sales time.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

The Pipeline

MAY 13, 2011

Focus.com CEO Scott Albro coined the saying, “ Always be helping is the new always be closing. ” Buyers want to be helped, not closed; see quote above. If you write a post on “How to Close a Mark,” you will lose 75 percent of your deals; but if you write a post on “Understanding the Buyer,” you look smart. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Jonathan Farrington

JUNE 12, 2013

For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent. Controlled Management .

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

AUGUST 19, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

AUGUST 26, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

SEPTEMBER 27, 2017

From this group, you will drive 18 to 22 fully qualified sales opportunities over the next two quarters (ending in March 2018). From this group, you will drive 18 to 22 fully qualified sales opportunities over the next two quarters (ending in March 2018). 250 to 300 qualified with no immediate interest. What happens if you wait?

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

Jonathan Farrington

APRIL 25, 2012

I discuss this fact in detail with Dan McDade of PointClear – HERE. The skill-set required is much more sophisticated, and advanced, as they not only uncover high-value opportunities, but qualify, negotiate, and close them. whilst the serious face-face tasks were left to the more senior and experienced outside sales team.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Could this be a factor in why only 46 percent (2016 Sales Comp Survey, Alexander Group) to 67 percent (the Bridge Group) of inside sales reps are achieving quota? Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Integrated marketing automation supports better tracking of leads through closed sales and the revenue associated with that sale, enabling the use of financial contribution metrics.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

NOVEMBER 12, 2013

Click to start at this point — I know which companies visit my website, and I wondered how closely Matt followed his site’s traffic. Not surprisingly, he said he follows it very closely. The next PowerViews will be with Dave Stein of ES Research Group. Target the Bigger Companies. Email: matt at heinzmarketing dot com.

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

Jonathan Farrington

JULY 10, 2013

They should never allow themselves or others in their group to ridicule, or down grade other leaders or people in the industry, as it is a sign of jealousy and this is one trait that cannot exist in a true leader. Upon reflection, you will probably agree that your ideas are closely allied to or even a part of the six detailed here.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels. Social media integration.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

NOVEMBER 27, 2017

The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates. Discounts weren’t uncommon to close business. We know that qualified leads close faster than unqualified leads. You can expect 75% of qualified appointments to close, which is not so expensive after all.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

AUGUST 25, 2016

How can you most effectively fill it instead with solid gold leads that have high potential of closing? Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process. The role of prospect development is to close the gap between marketing and sales.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

Pointclear

FEBRUARY 23, 2012

From the customer buying cycle and lead nurturing to sales and marketing alignment, lead quality vs. lead quantity, and effective sales processes, he consistently zeros in on root causes and identifies key actions that help close more deals and improve revenue results. Massively shift costs out of your combined Sales and Marketing engine.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Pointclear

AUGUST 5, 2016

It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. You can’t buy a beer with a marketing-qualified lead.

Top of Funnel 100

Top of Funnel Funnel Lead Rank Marketing 100

Pointclear

NOVEMBER 7, 2011

But as right as the above objection may initially feel, it’s also important to ask the following questions about your strategic account management program: Are we closing the number of deals we’ve targeted? On the deals we’ve closed, are deal size and profits what they should be?

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

DECEMBER 20, 2011

Trish Bertuzzi , President and Chief Strategist, The Bridge Group Laurie Page , Managing Partner, The Bridge Group 10 Inside Sales Predictions for 2011. Jay Hidalgo , President, The Annuitas Group 4 Things to Consider Before You Buy Marketing Automation. Thank you!

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

JANUARY 5, 2017

Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before. A group to nurture leads until they are sales-ready; and to take opportunities back if sales cannot gain traction for one reason or another.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. ” Further, in companies in which marketing fully participates in the revenue cycle we see improved closed rates, lower cost of sale, and improved revenue results versus the competition.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

MAY 15, 2012

Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. Market share percentage (or closing ratio of leads), this sales force: 32%. 32% closing ratio = 2,840 inquiries. Next month: Predicting the sales results from a group of inquiries.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Pointclear

JANUARY 15, 2013

However, if you look closely at each element on the list below, I believe you will be able to tell which companies are likely to be true partners and which will end up being vendors. Not Responsive (to be re-segmented and touched on a later cycle—AN IMPORTANT AND VALUABLE GROUP—balance). Disqualified (21%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

APRIL 16, 2013

In addition to the SaaS sponsors there were four list/database providers, a few services companies, two talent assessment companies, two training companies and one web/mobile agency rounding out the group. Traffic was brisk during well-organized meals, breaks and two receptions. Here is a YouTube example of one of Jeffrey’s keynotes.

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

MAY 3, 2012

Leads must offer high potential close value. The panel includes Rachel Spasser, Vice President, Marketing, Ariba; Jim Lenskold, President and Founder, Lenskold Group; and Debbie Qaqish, Chief Revenue Officer, The Pedowitz Group. Leads must be more likely to convert deeper in the funnel. Cost-Per-Sale.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. There are groups that are driving ROI from social media.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JULY 20, 2015

As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Instinctively, I knew this wasn’t true, but without the numbers at hand, refuting it was a losing battle in front of the whole group.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

Pointclear

JULY 7, 2015

Let's take a look now at what our first group of experts had to say. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. Groups are often responsible for making purchasing decisions.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

SEPTEMBER 21, 2016

There are many reasons for this, but also just as many opportunities for these groups to finally get on the same page and operate more efficiently, productively and successfully moving forward.” It is their job to qualify, nurture and close those leads.” Read these for more from Matt: [link]. There are benchmarks for each step.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

JANUARY 17, 2012

Short-term leads, also called qualified sales opportunities, are ready buyers that have the potential to close within one or two sales cycles. In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead generation, lead qualification and lead nurturing functions.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133