Pointclear

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. Instead we drive intimacy with one-to-one conversations. Now let’s explore why all conversation is not the same.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Selling Power Blog.

Quota 213

Quota PointClear B2B Face-to-face 213

Pointclear

MARCH 7, 2018

You’d think that the secret to having quality conversations would be being a good talker. This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. 6 skills required for active listening. But the opposite is true.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

OCTOBER 19, 2017

Prospective clients often tell us “we can do what you do, in house, for less.”. per hour for a PointClear outsourced teleprospecting resource. We’ll have this conversation in Part 2 of this blog series. Costs Less. On the surface it might make sense. per hour to pay for an inside sales teleprospector vs. $61.50 More Effective.

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

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

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

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Note, however, that once the conversation begins, you only have about 20 seconds to launch a great first impression.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Pointclear

JUNE 7, 2016

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. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect. Gain sales acceptance.

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

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

SEPTEMBER 23, 2011

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. But a live one-on-one conversation also differs from online approaches. Personal connection. Understanding.

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Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

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. Do you really think marketing can qualify your leads?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. You just reset the focus of the conversation from price back to value.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

DECEMBER 9, 2010

Conversely, they need carefully qualified leads that have been correctly developed until they are ready to be delivered as high-value qualified sales opportunities. Money is wasted on sales lead generation programs that don’t work. In the end, it means great return on program investments and higher company revenue.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. There will be a time for that in future conversations.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. When you are prospecting, you are essentially interrupting someone’s day—which is why you better have something the prospect wants to hear right off the bat.

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

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

The Pipeline

MAY 13, 2011

Buyers want to have an intelligent two-way conversation, and this won’t happen with some over-cologned “closer.” I understand you still need to get the order, but the route to getting the order requires salespeople who can converse appropriately, from the top of the funnel to the bottom. PointClear PD. Should they blog?

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. There is a direct relationship between requesting more detailed information and declining form conversions. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JUNE 28, 2018

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Budget undefined? Next-year decision?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. Ironically, marketing’s success in delivering large quantities of interested prospects creates a problem. Think of this group of specialists as “lead farmers,” or prospect development experts. A lead farm success story. About the Author .

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

MAY 16, 2017

We had a conversation about the importance of process surrounding Market, Media, Message and Metrics. Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. That is, by not using a cost-per-lead metric.)

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

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. The conversion rate for referrals is over 50 percent.

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Jonathan Farrington

APRIL 21, 2013

They are really scheduling “appearances” and creating the illusion that these appearances are with qualified prospects. The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. He can be reached at Dan.McDade@pointclear.com.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. The CSO Insights and ClearSlide data showed that 70 percent of reps don’t validate prospect interest during the sales cycle. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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

Pointclear

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). This results in too few conversations, little relationship-building and an unpredictable stream of positive outcomes.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Pointclear

APRIL 24, 2018

The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. direct mail and personalized tele-prospecting outreach).”.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

JUNE 18, 2013

The problem is, in order to get qualified sales prospects out of the other 75%, the sales representative has to filter out students, prisoners, competitors, those who do not have money, and those who want something similar to your product but are not quite a fit. Only about 25% of the inquiries come with BANT-type information.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

AUGUST 20, 2018

Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify inbound leads, nurture lukewarm prospects, and turn the developed leads over to the sales force for harvesting. A lead farmer equips the sales rep with in-depth knowledge about the prospect. Often this process takes months.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Pointclear

DECEMBER 12, 2013

Just like listening to a conversation in a language you don’t know, without context, information is simply various data points – which means the silos of Big Data you’ve purchased or harvested, waiting to be leveraged by some brave salesperson or marketer, are just silos full of noise. This is a two-way analogy. So what can you do?

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — s20c Spend 60% of your time with prospects and clients and only 10% with technology. — If you attended please join the conversation.' Dan McDade (@dandade) April 8, 2013.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

Pointclear

JULY 16, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. There is a direct relationship between requesting more detailed information and declining form conversions. Why wait for qualified leads to come to you?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JANUARY 19, 2012

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The lead farmer must have the patience, discipline and skill to engage the inquirer in a conversation. Many prospects will save your emails or letters and will eventually self-qualify.

Sales Qualified Lead 186

Sales Qualified Lead Opportunity Leads Marketing Qualified Lead 186

Pointclear

APRIL 3, 2014

Our job is all about building relationships—which is done through meaningful conversations , not emails and status updates. Get out there and talk to your clients, prospects, and referral sources. The digital world, as great as it is, threatens our personal connections. We’re losing the ability to talk to people.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

OCTOBER 30, 2012

You’ve got to give prospects a compelling reason to ask for more content. Step 3: Lure prospects into taking an action that connects to your sales funnel. Next, simply locate and/or attract qualified “conversations” with prospects. Inbound leads don't “just happen.”. The success formula is quite simple. Attract the Bees.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189