Pointclear

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. Here’s what a cadence might look like, depending on the market and offer: Attempt Number. We call that state of completion a disposition.

Sales Qualified Lead 113

Sales Qualified Lead PointClear System Leads 113

The Pipeline

MAY 13, 2011

Home About The Pipeline. The Pipeline Renbor Sales Solutions Inc.s The Pipeline Guest Post – Craig Rosenberg. What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. Those are as much for sales as they are for marketing. Free Resources. 0 Subscribers.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 7 Biggest Misconceptions of Successful B2B Marketing.

B2B 154

B2B PointClear Top of Funnel Marketing 154

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. You need to go out and talk to your market early. It’s fine to be too early.

PointClear 150

PointClear Outbound Inbound Study 150

Pointclear

JANUARY 14, 2014

A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick. If this sounds like your sales pipeline, it’s time to take action.

Inbound 240

Inbound Pipeline Lead Generation How To 240

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Pointclear

APRIL 14, 2017

In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. The age-old problem is that: Sales has been conditioned to expect poor quality leads from marketing. You can read the blog here. What is the solution?

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism. Everything is testable.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

MAY 23, 2017

Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately. So, what happens? But they can be.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Other expressions contain useful advice that you don’t really get—because you don’t understand.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

JUNE 2, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. True Nurture Opportunities.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

JUNE 16, 2015

That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. Many of today’s inbound pundits suffer from an over-reliance on inbound marketing (what I like to call “ inbounditis ”). I beg to differ. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events).

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - There is no strategy in their market approach. When the pipeline is weak, desperation and fear take over.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

MARCH 16, 2011

Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. How can marketing/marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Two people raised their hands.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

DECEMBER 9, 2010

With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. Qualifying criteria are rarely met due to lack of marketing resources. After all, shouldn't more leads deliver more opportunities?

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” Stop interruption marketing.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Measuring marketing’s contribution to revenue. Tier 3: SMB/Channel Accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Sales Lead Management Association

APRIL 4, 2019

Hosts are: Ryan Ball - Lola.com, Dan McDade - Pointclear, John Asher - Asher Strategies, Matt Heinz - Heinz Marketing, Stacy Gentile - Goldmine CRM, Rhoan Morgan - DemandLab, Patrick Morrissey - Altify and Darryl Praill - Vanillasoft.

VanillaSoft 48

VanillaSoft PointClear GoldMine Top of Funnel 48

Pointclear

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Marketing Pipeline. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—three times higher.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

AUGUST 5, 2016

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. So how do Full Funnel Marketers measure their work?

Top of Funnel 100

Top of Funnel Funnel Lead Rank Marketing 100

Pointclear

JUNE 5, 2015

Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Part III: Expectations for ongoing success: marketing and sales accountability. Marketing and Sales Accountability.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

FEBRUARY 19, 2013

Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people. Let’s take a look at how this affects Sales and Marketing. The reason for setting monthly goals (either sales or marketing quotas) is based on the principle of the irreplaceable past.

Marketing 160

Marketing Sales Qualified Lead Quota Cancellation 160

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Each were covered in detail, and referenced thought leadership from industry leaders. Are these truly leads?

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JULY 26, 2018

Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

MAY 19, 2015

Outbound marketing is dead. Many say that even marketing as a whole is dead. The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.”) Here are a few things in sales and marketing that are not dead.

Top of Funnel 100

Top of Funnel Cost per Lead Cold Calling Marketing 100

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Marketing Automation companies! Not all proverbs (or expressions or sayings) are well understood.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Here is what you must do to fix it: Agree on market, lead definition, message. Are we marketing to IT decision makers in the Fortune 100? Not 50 things.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. Note the following question and responses: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot? Of particular interest—and concern!

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

APRIL 29, 2014

It''s a Problem for Sales and Marketing! “You have people who haven’t made quota in over a year and you’ve kept them employed, listened to their excuses, and accepted an inflated pipeline. B2B Marketing Announcements Sales & Marketing Management'

Quota 244

Quota B2B Pipeline Resources 244

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. I practice it every day in my role as lead salesperson for the company. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157