Pointclear

JUNE 7, 2016

In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process. a sales rep reports, ‘I called the prospect three times.

Follow-up 154

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

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

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

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

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. This year Trish Bertuzzi and founder of The Bridge Group, nominated yours truly for consideration. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

AUGUST 23, 2012

Develop Messages for Prospects Grouped into Status Quo Clusters. Click to start video at this point — Asked about a suggestion from SiriusDecisions’ Tony Jaros in an earlier PowerViews interview that prospects should be clustered into like groups and approached with highly targeted messaging, Tim replies, “Absolutely.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

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.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

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?” Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly. Frequent and rapid new competitor product introductions.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

AUGUST 20, 2018

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. In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead development function.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

The Pipeline

MAY 13, 2011

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. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

Pointclear

JULY 14, 2015

Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). In our experience here at PointClear, very few companies are getting it right. You can’t afford to ignore or mistreat any prospect. But what if the message is wrong? What if the target audience is wrong?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. From this group, you will drive 18 to 22 fully qualified sales opportunities over the next two quarters (ending in March 2018). My answer to that question is not based on self-interest.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

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

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. I can help.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

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

OCTOBER 30, 2012

Contrary to what “the experts” say, knowing how to be engaging within LinkedIn groups or telling compelling stories on your blog is not the key to generating leads and sales. 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.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. 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. True Nurture Opportunities.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

AUGUST 25, 2016

To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development. 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

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Trish Bertuzzi , President and Chief Strategist, The Bridge Group Laurie Page , Managing Partner, The Bridge Group 10 Inside Sales Predictions for 2011.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

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). This group was more likely to use ROI metrics to assess and improve effectiveness and also more likely to forecast the quantity of opportunities and sales.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

MARCH 31, 2011

Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

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

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 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

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

DECEMBER 8, 2016

From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. Prospect has multiple regions, each with their own process and nuances. What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship. from “The Sales Development Playbook” ).

Account Based Marketing 100

Account Based Marketing B2B Call-back 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

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. 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

JANUARY 24, 2012

Is it challenging to find the prospects? Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? And what does top-of-mind get you? And what does top-of-mind get you? Is it worth it to find them? Should you be trying?

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

JANUARY 17, 2012

Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. 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

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. The lack of internal alignment between marketing and sales causes the two groups to see everything from market definition to lead definition and accountability differently.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

FEBRUARY 26, 2013

That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. Remember the group. How to do this? Nothing is written down. Make them see you.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

JANUARY 5, 2017

You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. 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. It takes just three steps to get there.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

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