Pointclear

JUNE 28, 2018

Or do you recognize the value of a longer-term lead and the opportunity there for developing a relationship? While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Right now, these opportunities are disappearing into a black hole.

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. 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

SEPTEMBER 27, 2017

For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). Solid opportunities will be closed this quarter or next by a more agile competitor.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

Pointclear

AUGUST 20, 2018

The true measure of successful marketing should be how well marketing creates sales opportunities that have a high potential of developing into sales. 2) Designate 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.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

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.

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Two areas of opportunity and competitive advantage are training and coaching. Poorly forecasted sales opportunities and deal slippage in the pipeline can be improved with proper training, coaching and skills reinforcement.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

OCTOBER 13, 2011

It was a big win for both groups. It also has to include lost opportunity cost because your sales pipeline is not where you need it to be. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” They hired us, and we took over their sales from soup to nuts. Sales skyrocketed.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

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). These marketing organizations must rely on performance metrics such as Number of Marketing Qualified Leads, Percent of Leads Converting to Opportunities, and Number of Opportunities.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

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

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

JANUARY 5, 2017

A judicial branch (that is, the c-level executive) that provides the checks and balances needed to keep the other branches (sales and marketing) honest by evaluating opportunities that are not worked by sales to see if there is a quality or an effectiveness problem. Right now these opportunities are disappearing into a black hole.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. True Nurture Opportunities. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—three times higher. Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

DECEMBER 8, 2016

What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship. From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. This was a “Gold Call” that has led to a huge opportunity for our client. Multiple voicemails, in fact.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

NOVEMBER 7, 2011

Have we beat competitors in head-to-head opportunities this year? Are we sure we’re not missing opportunities? The current slow-recovery economy has companies reducing headcounts or executives leaving for other opportunities. Internal resources may be incorrectly matched to opportunity type.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Allan Schoenberg is based in London and responsible for managing the international media relations, issues management and brand communications for CME Group, the world’s leading and most diverse financial marketplace.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

MAY 3, 2012

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. Lead-to-Opportunity Conversions (MQLs-to-SQLs). Cost-Per-Opportunity (Cost-Per-SQL). Cell B4: SQL KPIs. Sales Forecast Created.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

SEPTEMBER 24, 2013

The savviest sellers must create opportunities; they don’t wait for them to be fully funded.". Carlos Hidalgo (Annuitas Group). "If First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity. BANT has always been BUNK for salespeople. Think: lead nurturing.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. Some reps will focus on converting inbound inquiries to opportunities while others will be proactive and target specific accounts. ” Management will track demo conversion and forecasting accuracy at the group and rep levels.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

AUGUST 17, 2011

The manager must match the rep to the opportunity. Monitoring and Managing Ideally, a manager helps reps prioritize time so the best opportunities get disproportionately more time. Note: I’m not suggesting working only the hottest opportunities! Visualize the sales team distributed into three unequal groups.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. True Nurture Opportunities. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—a whopping three times higher. No Response.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

JANUARY 31, 2012

The stated goal is to improve sales reps understanding of buyers and have enabling tools that give them the opportunity to align with buyers. Re-evaluate Product Sales : my guess here is that many organizations are still structured around product groups that essentially operate as their own profit and loss entity.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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.

Top of Funnel 100

Top of Funnel Funnel Lead Rank Marketing 100

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

JANUARY 15, 2013

These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. 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

SEPTEMBER 29, 2016

In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company. Still, if you're a seasoned marketing or sales professional, your gut tells you there is opportunity hidden in these databases. Correct decision making team and buying process.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 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

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. 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.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JANUARY 17, 2012

No one engages with long-term suspects via lead nurturing to convert them to short-term, qualified sales opportunities. Short-term leads, also called qualified sales opportunities, are ready buyers that have the potential to close within one or two sales cycles. No one augments the leads with demographic and firmographic data.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

APRIL 10, 2012

The inside sales rep's role has also shifted—from being an entry-level and training position to one that requires expanded skill sets to handle far more sophisticated opportunities. He immediately emphasizes the importance of the word, "focus," and the risk of losing perspective given the plethora of tools, solutions and opportunities.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

FEBRUARY 26, 2013

Salespeople should be encouraged to turn discomfort into an opportunity to learn and connect in order to build a sustainable relationship. Remember the group. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms.

Closing 198

Closing Face-to-face Workbooks Conference 198

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. There are too many moving parts to think it can be simplified.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. When Dave closed the doors of ESR, Steve saw an opportunity and seized it. Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. This might be a perfect opportunity to start influencing them. Stay Tuned.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

DECEMBER 16, 2010

Following is a summary of these best practices grouped by blog article. Use outbound to uncover immediate sales opportunities and assure timely coverage. Focus measurement on opportunity quality, conversion ability and revenue generated. Use cost-per-opportunity and cost-per-deal as measurement indexes.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

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

DECEMBER 17, 2013

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. the HIMMS Media Group, and the Business Information Industry Association. Ruth serves as a director of Edmund Optics, Inc. ,

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232