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. million in potential revenue.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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. No testing.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Braveheart Sales

FEBRUARY 20, 2020

In the electronic security industry, as well as SaaS, telecom and other recurring revenue businesses, customer creation costs are a key component which determines the company’s ability to borrow for expansion. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Conference Panel Insights. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. It's kind of amazing, because while my prospects acknowledge that this is a good question, frequently they don't have an answer. Covey’s 7 Habits: Start with the end in mind.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

OCTOBER 24, 2011

This comment by Kleiner Perkins Caufield & Byers Managing Director Ray Lane jumped out at me: “You don’t want to be spending your own money on hiring salespeople…when you start hiring salespeople, you better have revenue flowing in the door.".

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

JUNE 5, 2017

Accountable organizations win bigger deals--and drive a whole lot more revenue. In both camps there's a transparency that hasn't always been present, characterized by a realistic measure of revenue impact of leads--and realistic forecasts. At PointClear, we facilitate accountability that translates into results.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

FEBRUARY 23, 2018

So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. Quality conversations and personal engagement with prospects. Precise management of lists, lead data, cadence and outcomes drives revenue. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. Today we’ll discuss driving revenue from all sources using something I call the RING formula: Drive revenue from all sources: inbound, nurture and proactive outbound. An average of 53.75

Revenue 140

Revenue Inbound Outbound Marketing 140

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. No Response.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. 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. Via Young Entrepreneur Council.

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. Don’t get excited, we may just be talking about a prospect here. Because the biggest opportunity with Big Data is revenue.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

Pointclear

JUNE 7, 2016

a sales rep reports, ‘I called the prospect three times. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect. Gain sales acceptance.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

Pointclear

APRIL 6, 2017

we give growing companies an unfair advantage to beat revenue goals. We’re not a lead gen or appointment setting firm, but rather a revenue focused extension (not a replacement) of your sales team. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. I've never seen the nurture revenue. I'm confused with carrying a nurturing "revenue" in a current pipeline. Download it here.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

FEBRUARY 21, 2012

As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. We, too, are committed to helping companies apply sales best practices to optimize the lead management process, increase sales performance and increase revenue.

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. About InsideSales.com.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

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. Needs what the company sells.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

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. to 6.0%, an improvement of 158%.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

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

AUGUST 20, 2015

In part one , I provided insight into the why and what of a lead-to-revenue assessment. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 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. See Revenue Marketing Radio with Debbie Qaqish, author of Rise of the Revenue Marketer as an example.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Now, you are probably wondering why I did not include email on this list of top five media for prospecting.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

MAY 29, 2012

times more revenue and 6.2 Synchronize the client/prospect/employee experience across all channels. While there, I heard that they plan for 1,500 attendees next year. Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 times the profit of average firms.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

AUGUST 18, 2015

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Treating the symptoms of poor revenue performance is not going to make it better. Treating the symptoms of poor revenue performance is not going to make it better.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

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. Ask: Are the leads I generate driving revenue? Most companies stop here.) Not bad, but could be better.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

JUNE 5, 2015

You effectively accelerate revenue by identifying better opportunities and by working them early in the cycle rather than responding to RFP’s won by a more agile competitor. 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

DECEMBER 9, 2010

Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently. In the end, it means great return on program investments and higher company revenue.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

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.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

SEPTEMBER 15, 2011

The winners are those who can put themselves in the shoes of their prospects, understand their pains or ambitions and create a compelling, interactive story using a compilation of assets and media to tell that story over the course of the marketing and sales cycle. Our initial touches with a prospect can be either proactive or reactive.

Online Lead Generation 164

Online Lead Generation Lead Generation Lead Rank Leads 164

Jonathan Farrington

JULY 31, 2013

Lead Quality Drives Increased Revenue. 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. Firmographics (revenue, #employees, # of locations). Decision makers and influencers identified.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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. website: [link].

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

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. Dan McDade – Pointclear. Bob Apollo – Inflexion Point Strategy Partners. Trish Bertuzzi – The Bridge Group.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. 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? Because we care about quality leads. It’s what we do. And that’s bad for everybody.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

JULY 16, 2013

Lead Quality Drives Increased Revenue. 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. Firmographics (revenue, #employees, # of locations). Decision makers and influencers identified.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

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