Pointclear

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. Are you someone they can relate to? You are better off calling someone who actually wants to talk with you.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

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. So, we know how things break down—what do we do to fix the problem?

Follow-up 154

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

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). Leads and expected metrics are defined in carefully created and detailed program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

MAY 28, 2015

Executives must set the expectations for sales and marketing to: Provide necessary materials and related data: This can vary depending on what a particular vendor needs to be successful. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. Executives set the tone.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

SEPTEMBER 23, 2011

At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal. Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

JULY 17, 2012

This is not an anomaly. The more visibility companies have into real results the better proactive outbound into targeted accounts looks.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

JUNE 28, 2018

I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%. During the year, marketing spent a lot of money driving thousands of so-called leads—while sales reported that they got absolutely nothing of value from marketing. I asked him how much our leads cost and he said $650.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Jonathan Farrington

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.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

OCTOBER 13, 2011

As you think about your own challenges as they relate to building your sales pipeline, and whether or not outsourcing can benefit your organization, here are some top of mind things that I would consider and a few questions worth asking: Are you satisfied with your current status quo? ” I suggest you check it and others out.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Jonathan Farrington

APRIL 21, 2013

By the end of this discussion, you will understand how this comment relates to appointment setting. The Truth About Leads can be purchased on Amazon: [link] McDade is President of PointClear a B2B sales prospecting company, which he founded in 1997. Most companies have previously experienced lead traction issues.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

DialSource

JULY 8, 2020

Related : KPIs Sales Managers Should Use to Track Field Agents Right Now. 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

Jonathan Farrington

JANUARY 5, 2013

One example of a “little data” approach you can take is the power of list segmentation covered in this article: “How Relational Segmentation Techniques Help Achieve Higher Sales at Lower Cost” This article provides a simple framework for segmenting your prospect lists in order to achieve 140% of your current results – without additional cost.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

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.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

JUNE 28, 2016

Of course, lead definition (and hence, lead quality) are keys to the answer to this question. So too is the quality of the sales force. Another client is so good at following up on sales rep lead follow-up that they are closing twice the leads industry averages would have suggested. By Dan McDade.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

PandaDoc

SEPTEMBER 2, 2020

The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. The ConversionXL blog regularly publishes in-depth, practical posts about conversion-related topics. What to check out: Is it Fraudulent to Spend Money on Lead Gen Without an ROI? ConversionXL.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

FEBRUARY 14, 2017

Each in the series should be related, but different. Both times state your number slowly enough that the prospect can write it down. Use a series (three) of carefully scripted voicemails followed by emails that build on each other. Be persistent. People are busy, but if you have a quality message you will get your share of call backs.

How To 162

How To Call-back Video Follow-up 162

Pointclear

SEPTEMBER 4, 2018

Continued deployment of this predictive relational equation helps marketers: Balance return against investment and determine optimal program deployment. The PointClear Relational Segmentation approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments.

eBook 100

eBook Lead Rank PointClear Revenue 100

Pointclear

NOVEMBER 2, 2016

Download our relational segmentation article here. Bare essentials: metrics such as revenue and # of employees, decision makers, decision influencers, operating environment (as it relates to what you sell), trigger events, real and/or likely potential compelling events. You may not ever know if you go to the lost prospect directly.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

DECEMBER 21, 2017

Continued deployment of this predictive relational equation helps marketers: Balance return against investment and determine optimal program deployment. The PointClear Relational Segmentation (PCRS) approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments.

Lead Rank 100

Lead Rank PointClear Data B2B 100

Pointclear

NOVEMBER 17, 2017

John Golden with Sales Pop , an online multi-media magazine that empowers sales leaders, sales management, sales professionals and entrepreneurs, and I recently chatted about the dynamics at work here, the role of technology, i.e. inbound marketing, and what needs to happen for both sides to truly align.

Scale 100

Scale Marketing Conversion Inbound 100

Pointclear

MAY 10, 2016

Neither marketing nor sales are measured on the effectiveness of marketing investments as they relate to driving revenue. That’s because in most companies: Marketing measures itself on lead quantity rather than lead quality. Sales measures itself on revenue generated (and sometimes margin).

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

Pointclear

FEBRUARY 7, 2018

Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. The reality is that when you factor in everything—salaries, touches needed, lead rate, contacts required—good quality leads cost what they cost.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Pointclear

FEBRUARY 16, 2017

Is it possible to create high-quality, high-value and convertible leads to support a field sales force selling a $100,000-plus solution for $350 per lead? Frankly, no. Companies that reduce budgets, increase lead quotas and dump more poor quality leads on sales faster than ever before are shooting themselves in the foot.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Pointclear

MAY 24, 2016

During the year, marketing spent more than $100,000 driving thousands of so-called leads—while sales reported that they got absolutely nothing of value from marketing. So while the leads were cost effectively generated, none panned out, and all money spent was wasted.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

SEPTEMBER 28, 2018

Podcasts Reach Weekend Listeners with Work-Related Content. Weekly programs published from large companies and marketing departments are better when they can use the enormous amount of content which comes from each podcast.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

MAY 8, 2013

We can always calculate cost per lead, acquisition costs and other related metrics. Yes, the web and social media provide metrics and, that enables marketing to show results, ROI and possibly gain value with regard to the marketing mix that use these media. Yet, still, marketing budgets get cut first. Make the process connect.

Quota 201

Quota Cost per Lead Marketing Salary 201

Pointclear

MARCH 27, 2014

Allan Schoenberg is based in London and responsible for managing the international media relations, issues management and brand communications for CME Group, the world’s leading and most diverse financial marketplace. Connect with Paul on Twitter: @pgillin. Connect with Allan on Twitter: @allanschoenberg By Dan McDade.'

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

OCTOBER 30, 2012

Solve a common problem that relates to the end goal your customer is pursuing, for instance. My guest told readers/listeners how to take action on a burning problem—one that related to a specific solution I sell. Step 3: Lure prospects into taking an action that connects to your sales funnel. Create The Honey: Useful Content.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? Our most basic need is for physical survival, and this will be the first thing that motivates our behavior. Once that level is fulfilled the next level up is what motivates us, and so on. In a couple of ways. Conditions of Need.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

APRIL 17, 2014

ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.". Conclusion : Unless you are selling a relatively low-priced commodity, over-dependence on inbound leads to smaller deals with lower-level decision makers.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

OCTOBER 21, 2017

It was an expensive mailer – about $12.35 The offer was an upscale dinner in NYC followed by an NBA game – it was a big game. My first question was “have you tested the list?” The client said no. It was a relatively expensive list and the vendor guaranteed 100% deliverability. I told them we would do it at no charge.

Direct Mail 124

Direct Mail Vendor Incentives Incentive 124

Pointclear

JANUARY 31, 2012

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. In a recent article I wrote, 5 Ways New Buyer Behaviors Are Impacting B2B Sales , I highlighted buyer behaviors that relate to what buyers are now doing and how expectations are changing.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

DECEMBER 22, 2016

The truth is that in most complex selling situations, anyone who agrees to see your sales representative for any amount of time, without additional preparatory conversation, has more time to waste than most senior level executives I know.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

JUNE 30, 2015

The other 25% of the questions are product related. Ask the reps. Listen and take notes. Survey the sales reps. Do the numbers. 75% of the qualification questions will be the same. Get an agreement on a qualified lead. Now marketing and sales know what a qualified lead is versus an uqualified prospect. Standardize the qualification questions.

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Pointclear

MARCH 29, 2017

It was an expensive mailer – about $12.35 The offer was an upscale dinner in NYC followed by an NBA game – it was a big game. My first question was “have you tested the list?” The client said no. It was a relatively expensive list and the vendor guaranteed 100% deliverability. I told them we would do it at no charge.

Direct Mail 100

Direct Mail Vendor Incentives Incentive 100

Pointclear

NOVEMBER 29, 2011

The Truth About Leads , has been selected as one of ten finalists in the 2011 Top Sales & Marketing Book category. I wrote this book because I felt the truth had to be told about how the gap between marketing and sales causes a relatively poor return on marketing investments and low close rates.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

NOVEMBER 29, 2012

“We need some information about the lead: how soon are they buying, what’s the application, and are they the decision maker?”. “I I need more leads; good leads.”. Last month we ran a list of the wishes from marketers to salespeople. It was interesting and relatively a nice polite list, for the most part.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221