Sales Prospecting: Are You Doing It Right?
OCTOBER 21, 2016
He founded PointClear in 1997, and for over 20 years he’s been instrumental in developing strategies that assure that 100% of the leads delivered to his company’s client sales organizations are fully qualified […]. Condensed from a Pipeliner SalesChats Interview with Dan McDade Interview by John Golden Dan McDade is certainly qualified to talk about leads.
2013 Top Sales World Contributors Team Unveiled
MARCH 16, 2013
I am also delighted that we will be working with our long-standing sponsors again in 2013: FRONT ROW Solutions, iMeet, INSIGHTSQUARED, membrain, Objective Management Group, OneSource, PointClear, Richardson, Salespod, and 22Touch. This is the group that will be … Writing articles for the Top Sales magazine. Providing articles and tips on Top Sales World site. million.
So How Do You Develop A First Class Sales Team?
JUNE 12, 2013
News: You might enjoy a very forthright and frank interview I did with Dan McDade of PointClear recently – “Sales Success – The Perfect Formula” Over at Top Sales World today, excellent tip from Jeffrey Gitomer – “What’s Your Proactive Marketing Approach to Loyalty?” . Pick up a typical report and what words do you find?
Identifying the Perfect Leader – Do You Report To One?
JULY 10, 2013
. Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history. I also took on my first “leadership” role at the tender age of eight, so you can assume that “leading from the front” has been a major feature of my commercial life. It is shown by the manner in which they go about their work.
Guest Post: Successful Lead Generation – One Size Does Not Fit All
JULY 31, 2013
Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. Over the past 16 years, his vision and innovative strategies have assured 100% of leads delivered to PointClear clients are sales-qualified … enabling them to close up to 5 times more deals. General Dan McDade Lead Generation PointClear
Quality Activity Equals Quality Results – Simple?
OCTOBER 11, 2012
If you would like to listen in, you will find the interview HERE And you might also enjoy another recent interview I did with Dan McDade of PointClear, which is also “topping the charts” HERE. General BizTalk Radio Dan McDade Dr. Tony Alessandra Michael Boyette PointClear Sales Thinker Radio St.Pancras Hotel Time Efficiency Time Management Todd SchnickSimple enough?
Never De-Value the Importance of Post Sale Follow Up
FEBRUARY 27, 2013
General Account Development Account Management Dan McDade PointClear Post Sales Follow-Up Top Sales Article of the Week Top Sales Hardtalk . New customers have a tendency to evolve through three phases once they decide to buy from you. Initially they feel very excited about their decision before going through a learning curve where they may struggle with blending in your products/services.
4 Great Reasons to Take the Sales Performance Optimization Survey Today
OCTOBER 16, 2014
Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. B2B Sales
Account-Based Marketing: Would you rather get 56 leads for $49,835 or 27 leads for $172,200?
MARCH 15, 2017
When we assess a new (for PointClear ) business opportunity, or evaluate the results of a current client’s program, we look at the following: Market (60%). Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Message (20%). Media (20%). The percentages are the weights we assign to each of the “Three M’s”. FOUR KEY PRINCIPLES.
What is the Net Effect of the Migration to Inside Sales?
APRIL 25, 2012
I discuss this fact in detail with Dan McDade of PointClear – HERE. General Dan McDade Geoffrey James Inside Sales Linda Richardson Mike Schultz PointClear Rain Group Sales Training Top Sales Magazine“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Salespeople need training in non face-to-face customer contact whether on-line or phone”.
An Abundance of Managers, But Too Few Leaders?
JUNE 20, 2012
News: Message just in from good chum and JF Associate, Dan McDade, Founder & CEO of PointClear. General Dan McDade Leadership Leadership versus Management PointClearOne of the questions I am most frequently asked is what are the key differences between a leader and a manager, and this is the best quote I have ever read. It succinctly describes those differences. Leaders are human.
5 Steps to Account-based Marketing Success
JANUARY 13, 2017
Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. Focus on who needs you the most to avoid wasted effort. Segment and Stratify. Analyze, Analyze, Analyze.
PowerViews Interview – 2012 and all that …
APRIL 8, 2012
General Dan McDade PointClear PoweViews InterviewsI was delighted to be Dan McDade’s first guest on his new PowerViews series: Dan and I discussed a number of topical issues, including the current state of play within the sales and marketing space, and the likeliehood of an imminent marriage between sales and marketing. I think you’ll find it interesting – HERE.
Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
AUGUST 29, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, Via DemandGen Report. Via Radius.
Guest Post: Undead, Out Bound, Bloated Data and Dashing Dashboards
JANUARY 5, 2013
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. It is time to make some predictions for 2013. Answers: Not so much.
Sales Lead Management Association Honors
Smart Selling Tools
NOVEMBER 13, 2012
Dan McDade – Pointclear. Does your business success depend on leads? 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. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more.
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. Just google them.) I beg to differ. Absolutely right, Mike! Bottom line?
Have Our Customers and Clients Become Irreversibly Promiscuous?
JULY 1, 2012
General Dan McDade PointClear PowerView Interviews Rich VancilI suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Lots of foreplay until the initial conquest, and then a combination of coldness, indifference and arrogance). So how does that work? Create and maintain a positive image of the sales organization.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. If no response, the lead goes back to PointClear or the internal business development team for rescheduling. 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. SAL lead distributed.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. Running A Successful Business Blog: Why It Pays to Post. Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs. Via Social Media Examiner. Enjoy!
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
MAY 28, 2015
Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. Those kinds of relationships really suck.).
Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement
AUGUST 15, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process? Via Sales & Marketing Management. The Rise of Social Selling.
The Flavors That "Sales Ready" Leads Come In
DECEMBER 1, 2016
This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor. (Cartoon courtesy to Kenny Madden). I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. Big surprise. Guess which one they chose? None of the above. They did not even respond.
Good Reads for B2B Marketing - Protect Your Online Reputation
MAY 9, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. Via Marketing Land. How to Protect Your Online Reputation and Close the Deal. Via ClickZ. Via ComputerWorld.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. How to define a lead and gain agreement is the first 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. For whatever reason (was it beneath him?)
Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
APRIL 2, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn. Don't confuse this with only pushing your own agenda, but rather contributing a distinct point of view," Mitchell writes.
Good Reads for B2B Marketing - How to Create Newsworthy Content
AUGUST 8, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. The 6-Step Path to Creating Inherently Useful Marketing. Are you helping your customers by being as useful as possible? Via Convince & Convert. Via Eloqua. Via Biznology.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
JUNE 5, 2015
Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Part III: Expectations for ongoing success: marketing and sales accountability. The Right Expectations. Guess what?
Good Reads for B2B Sales - Cold Calling Revisited
APRIL 4, 2013
PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Sales Coaching - The Use and Abuse of Modeling. Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Give up after 1 – 2 calls. Hogwash! Period.
Good Reads for B2B Marketing - Respect Your Competition
MAY 23, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago. Via RepCapitalMedia.com. B2B Email Marketers Focus on Targeting Content. Via emarketer.com.
Hoffman's Hot Seat: The Key to Generating Sales Leads - Think.
The 1to1 Media Blog
JANUARY 4, 2012
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
In our experience here at PointClear, very few companies are getting it right. This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because we care about quality leads. It’s what we do. Part 1.
B2B Lead Generation: Are You Killing the Golden Goose?
AUGUST 14, 2012
Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience. This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs.
The “Winners in Life” Know All About Influencing!
APRIL 26, 2012
Linda Richardson interviews Geoffrey James, the most prolific and successful blogger ever in the sales space: Dan McDade from PointClear is in the spotlight, and I will be trying to persuade you to come to London in June! Sales Leaders who use their influencing skills well are exciting to be around and they exude a positive energy that attracts people towards them. Probably.
Tell Marketing They Can Keep Their Leads
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 You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. One Hour Without Technology.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
MAY 7, 2015
Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear! It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This is part two of a two-part blog. Click here to catch up on part one. ).
Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity
JANUARY 18, 2017
Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish. Calls were split between five to decision-maker/influencers and five to executive assistants. You are my conscience.
Good Reads for B2B Sales - Do You Have What It Takes to Succeed?
AUGUST 1, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Inside Sales Power Tip 125 – Grit. What is the distinguishing factor that sets some people apart from others? Via Score More Sales. Via Dealmaker 365. Via Inc.
Good Reads for B2B Sales - Sales Intelligence with Google
MAY 16, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers.