Pointclear

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads. Sales lead rates decline after the fifth contact cycle.

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

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

Pointclear

AUGUST 14, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

OCTOBER 31, 2011

For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Follow these guidelines to increase your email prospecting success. Research your prospect's specific company, industry or position. Examples might be: relocations, mergers, management changes or new legislation.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

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. percent were actually qualified.

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. Let’s Take an Example. Our people do as well. Dave Kurlan.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” For example: Sales process information, updated client lists, active opportunities, messaging, etc.) Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

JULY 26, 2018

Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. They know prospects will buy from people and companies they know, and companies with applications like theirs. See Revenue Marketing Radio with Debbie Qaqish, author of Rise of the Revenue Marketer as an example. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JUNE 5, 2015

The best example of this is an appointment setting company that charges by the appointment. Disposition - noun : the classification of a prospect account as determined after a cycle of lead qualification activity; verb : to classify prospect accounts using a cycle of lead qualification activity.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

MARCH 22, 2011

OK, this a consumer example. Well, let me share another example—and this one is not hypothetical. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. The problem with this "left-brained" approach is that it doesn't consider the prospect experience.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. 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. . Selling to prospective customers in person can only be done one-on-one.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

JUNE 28, 2018

While this may seem like an extreme example, it is not so extreme that you should ignore it. Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Here is what marketing should be reporting: “This month, marketing added 14 new prospects to the pipeline.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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. Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

The Pipeline

MAY 13, 2011

If you take the website I represent, Focus.com , for example, buyers can ask for information they want/need and get it from third-party sources or peers. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

AUGUST 29, 2017

A good example of fear of loss is when compliance laws are enacted and your company is not compliant. So, you can’t wait for that condition to occur to begin selling to the prospect. A good example of this is that many “big box” retailers are in a fear of loss condition. A great example of this is when the iPod first came out.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Jonathan Farrington

JUNE 12, 2013

Engagement – are they talking to the right level in their prospects/accounts? . Compare for example, the styles of leadership displayed by say, Montgomery at El Alamein, Pope Jean-Paul II and the Roman Catholic Church or Bob Geldof and Live Aid. Activity levels – are they working hard and smart enough? .

PointClear 42

PointClear Forecasting Construction Loyalty 42

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

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

Jonathan Farrington

JANUARY 5, 2013

We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

OCTOBER 27, 2011

Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). Dell’s clients and prospects win because Scott creates rich content. “Social media prospecting works best when experts get involved.”

Social Media 210

Social Media Marketing Engineering Customer 210

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. For example, companies are now building what they call “sales accelerators” to help sales in the mid-to-late stages of an evaluation. What is it that you want to buy?” That is God’s truth!

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

AUGUST 16, 2018

They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. Here’s an example: Marketing spends $60,000 to generate 80 leads. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

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. Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. Here’s an example: Marketing spends $60,000 to generate 80 leads. In many cases hot opportunities are already baked.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. I have a perfect example from my own experience. Simplified.:

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

JANUARY 23, 2017

Here’s a specific example for you. This account-based marketing effort was laser focused on ideal prospects (right size and right criteria); and the right role (targets with the right titles). One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

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

SEPTEMBER 29, 2015

Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. Jim uses marketing automation as an example, and he knows I feel that inbound marketing has been used at the exclusion of outbound marketing.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

JANUARY 12, 2012

Take Steve, for example. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. ” As indicated by the highlighted rows in Jennifer’s Prospect Development report (see above), sales representative Carol Barrett received two qualified leads this month.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. There may be so many strategic accounts assigned to individuals that they can’t possibly focus on the best prospects.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

JANUARY 15, 2013

For example, our staff averages 42.7 For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. years of age, all with four-year college degrees and the average tenure is 4.7

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. An example is transferring one rep to fill another open or new territory. It can be a temporary time suck for the entire territory, disrupting sales for 3-6 months.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

JANUARY 27, 2017

Implicit in your example is a sales cycle of a year or less. In the example, they need to maintain a pipeline of qualified sales opportunities of 74 (or less) in many organizations there is a difference between SQL and Qualified Opportunity (fitting more rigorous criteria like closing in a certain period of time.)

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

JUNE 15, 2017

Starving the pipeline of new prospects. Prospects have a common trait; they lie. For the example company and sales manager above, the pipeline surged, sales surged and a big sigh of relief was heard from the C-Suite. Paying nurturing and qualification departments that drain budget and add little value. A 100% True Story.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140