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

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

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly.

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

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

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

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

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

AUGUST 25, 2016

Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. 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

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. 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. Why did we ask?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

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

Pointclear

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Drive revenue from all sources. Only with an allbound approach will you be able to effectively meet your revenue goals.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

DECEMBER 20, 2011

Revenue performance management. 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. Jay Hidalgo , President, The Annuitas Group 4 Things to Consider Before You Buy Marketing Automation. Inside sales.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

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. For insight on how many leads you'll need to achieve your revenue goals, click this link or on the image below. from “The Sales Development Playbook” ).

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

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

NOVEMBER 27, 2017

It only took two months after the first rep’s retirement to start seeing an impact on the forecast and on revenue. Yes, it can cost to hire a recruiter, but when you compare the cost to lost territory revenue by doing it yourself, you’ll find recruiters always pay for themselves. Increase qualified leads for existing territories.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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

SEPTEMBER 4, 2018

For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. Next, extract contacts from your marketing database with the matching three SICs into separate test groups in addition to one or two other groups that seem like they should perform well.

eBook 100

eBook Lead Rank PointClear Revenue 100

Pointclear

AUGUST 17, 2011

Manage on the basis of both the art and science, and you’ll drive more revenue. Ideal deployment puts the best rep with the best prospect at the best time. While Mary may not be the best rep, she is the best rep for this prospect. Visualize the sales team distributed into three unequal groups.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. average year-over-year growth in corporate revenue, versus 18.7% Andrew Briney, Senior VP and Group Publisher at TechTarget. decline among Laggards.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

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. For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. Disqualified (21%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

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. ” Sales & Marketing Need a Mindshift to Revenue-Driven Marketing.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” ” 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

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. So why is ABM the new must-have for B2B marketers? You can’t just “align marketing and sales.”

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

AUGUST 16, 2012

People tend to position these and other kinds of prospecting or business development programs as either/or. We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. 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

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

MARCH 19, 2015

Rather than the obliteration of all things print, Ginger explains that as publishing companies have become more targeted and extended to multiple channels (such as digital), the resulting revenue shift has changed the business model accordingly. 3) Email: There’s a notable resurgence in email marketing. Marketing is no longer sequential.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Pointclear

DECEMBER 21, 2017

Holding on to prospect information that’s incorrect, poorly segmented and lacking prioritization can obstruct marketing efforts and conceal sales opportunities. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range.

Lead Rank 100

Lead Rank PointClear Data B2B 100

Jonathan Farrington

NOVEMBER 2, 2012

While BANT may sound like a great way to qualify leads, the reality is that if you wait until 70% of the buying process is completed before you engage a prospect—you’re toast. Firmographics (such as revenue, number of employees, number of locations). Authority (can be decision influencer or coach). Environment. I invite your comments.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

OCTOBER 6, 2015

The responses I received were from Megan Heuer, Vice President & Group Director, and Matt Senatore, Research Director. They will buy technology and depend on the black box to spit out relationships leading to leads and to revenue. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

SEPTEMBER 20, 2012

The Role of Revenue Performance Management in Marketing and Sales Alignment. He notes the importance of the two groups sharing a common focus, and RPM is a good fit for this role. How Sales Professionals Can Add Value to Marketing. I think all that’s to the good. But I think there’s an RPM 2.0

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JUNE 15, 2018

We’ll take a deep dive into each in just a minute but first let me make a couple of observations: Revenue is driven by coordinated and focused sales and marketing activities that can be measured and continuously improved. Of all the keys to revenue growth, the single most important one is rethinking the prospect database.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

JUNE 12, 2018

Most salespeople haven’t forgotten how to sell, so they don’t need retraining, they just need more qualified prospects. Offering discounts in the last quarter savages the margin and seldom solves the revenue shortfall. The outside group will always, always be more productive. But there might be ways to save the year.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Pointclear

JUNE 27, 2011

We viewed lead generation in a similar way: instead of funding and creating an internal group, we wanted to partner with a proven provider and leverage its expertise, processes and infrastructure for delivering quality leads.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

APRIL 13, 2012

Click to start video at this point —In providing advisory services to CMO and marketing leadership professionals, Jeff receives inquiries from clients trying to figure out how can they be more relevant to sales and be recognized as contributors to the revenue engine of the company.

Marketing 169

Marketing Social Media Scale Trade Show 169

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. What to check out: The Battles of Starting Your First Prospecting Role. Predictable Revenue. Heinz Marketing.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98