The Pipeline

MAY 13, 2011

Home About The Pipeline. The Pipeline Renbor Sales Solutions Inc.s The Pipeline Guest Post – Craig Rosenberg. 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. The Pipeline [.]. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

Pointclear

MAY 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

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.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Ready to triple your sales pipeline? Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue.

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. They also work really well when it comes to identifying prospects, uncovering needs … and progressing them down the pipeline. But the opposite is true.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

FEBRUARY 8, 2017

Instead, reach out proactively and engage the prospect early on in the buying cycle. Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. So what can b-to-b companies do to get back on track? Don't wait for an inbound lead to come to you before you react.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

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

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

JUNE 16, 2015

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. Focusing on the cost per pipelined deal and/or cost per closed deal IS the point.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. 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 6, 2017

We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

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. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JUNE 5, 2015

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. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

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

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. The customer discussed installation without a hitch, and that the services were brought in under budget. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

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. I practice it every day in my role as lead salesperson for the company.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

JANUARY 20, 2015

Lead Generation Prospect Development Lead Nurturing' After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Who wouldn’t?

Lead Nurturing 100

Lead Nurturing Pipeline Lead Generation Customer 100

Pointclear

AUGUST 28, 2012

This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

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. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

OCTOBER 12, 2017

Review the existing pipeline and your closing ratio. For instance: If you have to sell 1,000 units this year and your pipeline says that you’ll close 250 units from the existing forecast, you need 750 new sales in the coming year. Because half of those sales will fall into next year (building next year’s pipeline), double it again.

Sales Forecasts 138

Sales Forecasts Forecasting Sales Qualified Lead Leads 138

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

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Check out Sales Pipeline Radio too – www.salespipelineradio.com.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked for his suggestions given recent research that shows only 40% of sales leads end in a decision to go with a new solution or provider, he comments, “I think the most painful part of that stat is that it’s not 40% of all sales leads—it’s actually 40% of qualified pipeline. Why they think they’re safe.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. A top challenge I often hear when talking to sales leaders is that there needs to be more leads and better qualified sales opportunities reported in the pipeline. Pipeliner CRM totally empowers inside sales teams.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

SEPTEMBER 12, 2018

How can you assure the best salesperson is in front of the best prospect at the best time. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who Who has a connection to that prospect’s CEO?” By vertical?

Hiring 145

Hiring Top of Funnel Compensation Territories 145

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 fact, it makes the whole sales pipeline sick. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! Good salespeople know how to build qualified pipelines.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

JANUARY 26, 2018

In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead. At the same time leads are being generated there are outcomes we call “pipelines.” This process saves money, increases revenue and helps build a valuable prospect database.

Sales Qualified Lead 100

Sales Qualified Lead Lead Generation Direct Mail Call-back 100

Pointclear

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. 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 or ready for a conversation with sales. I can help.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

JUNE 15, 2017

Starving the pipeline of new prospects. Prospects have a common trait; they lie. The pipeline jumped in value by 50%. Is there a log jam effecting revenue and pipeline growth? 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.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

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

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. 40 to 50 pipeline accounts (from which 20% to 30% will become fully qualified sales opportunities this quarter or next). 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

Pointclear

APRIL 23, 2013

Many sales pipelines include a stage labeled “qualified”. And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. , “are they likely to buy from us?” They should be pressing the sales people to justify why their deals should remain in the pipeline.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

OCTOBER 27, 2016

accompanied by pride in the fact that marketing sourced leads comprised more than 95 percent of the pipeline. Reps were cherry-picking from this seemingly endless pool of leads, especially at the beginning or end of a quarter when they felt they needed some fresh prospects in their pipeline.

Sales Qualified Lead 100

Sales Qualified Lead Pipeline Territories Compensation 100

Pointclear

MAY 15, 2013

Their pipeline is jammed full of late stage opportunities that their sales people just can’t get over the goal line. The top performers aren’t the problem—it’s the middle-of-the-road sales people who believe that by eliminating a dodgy deal they are reducing the value of their pipeline—when of course the opposite is true.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248