Pointclear

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. Sales lead rates decline after the fifth contact cycle.

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

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. And, it’s irritating to your prospects. 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

FEBRUARY 21, 2012

” Indeed, all Top Sales Experts work together to continually improve sales standards and share sales best practices in the form of how-to guides, articles, and webinars—every conceivable resource needed by front-line sales professionals and their managers.

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

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

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 In his article, “ Point C: From Chaos to Kickass ,” Dan writes: In average companies, sales reps close about one out of five leads they qualify.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

JULY 17, 2012

It's harder for a rep to reframe how that customer is thinking about a solution at that point in their purchase process, so reps opt to just fulfill ‘orders’ from those prospects and might end up leaving a lot of money on the table. ” “Inbound rules. Stop interruption marketing.” This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

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

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. In the next article I’ll share how to make the most of this stage of the program. It’s a great question.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 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 artwork from the podcast program will be used in the blog article. She has what she needs for the case study.

Case Study 100

Case Study PointClear Study Social Media 100

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

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

JULY 11, 2011

The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly. Frequent and rapid new competitor product introductions.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

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. You’ll find articles, book reviews, webinars, and an “ask the expert” feature. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 22, 2011

Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. article cited a statistic from CSO Insights that 60% of marketing organizations used some form of lead scoring before passing leads to sales. Scoring the Prospect Experience. Lead Scoring is Seller-Centric.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. This will help stop your salespeople from wasting time on fruitless proposal generating and spend more time with the right prospects. Containing costs is important in every business.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Jonathan Farrington

JUNE 12, 2013

Engagement – are they talking to the right level in their prospects/accounts? . Do you have visibility of their numbers – year to date, forecast vs. required performance? . Activity levels – are they working hard and smart enough? . Messaging – are they capable of delivering an appropriate message at the right level? .

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

MARCH 27, 2014

Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Jonathan Farrington

JANUARY 5, 2013

We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. 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.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

APRIL 17, 2014

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. You can read the rest of that article here. In fact, it makes the whole sales pipeline sick.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. Download our relational segmentation article here. 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

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

OCTOBER 29, 2013

Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs? Click to start video at this point —I kidded Kyle about this comment, which he’d made in a previous article.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. Prospect has multiple regions, each with their own process and nuances. Should you leave a voicemail? Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. It’s time to return to our prospect. Parallel Thoughts.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

OCTOBER 9, 2012

In a review of articles and blogs today I found answers that ranged from $20 - $1,000 plus. for proactive, outbound targeted prospecting and nurturing. Do you believe that an enterprise software solution lead, as an example, should be budgeted to cost $300 or less? as compared to $1,357.25 I would love to hear from you.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. In sports, all sorts of issues are blamed when teams suddenly stop winning.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

SEPTEMBER 26, 2012

The most common problems that confront sales and marketing organizations in the process of lead generation, qualification and prospect nurturing 2. The causes of these problems 3. The cost of not addressing the problems 4.

Leads 124

Leads Marketing Qualified Lead Lead Generation Webinar Metrics 124

Pointclear

JANUARY 15, 2013

Some of the reasons for this are: capacity, consistency, attrition, onboarding, peak staffing (such as to build pipeline for new reps…) but that is not what this article is about. This article is about how to select a partner once you decide to go in that direction. The word “partner” is critical. Disqualified (21%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Here are a few questions you might like to ask the prospect: What impact is this issue having on your operations? And you might not irritate your prospects quite as much. Who else is likely to be affected?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect. The program was an unqualified success.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

JANUARY 31, 2012

I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

APRIL 4, 2011

I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. In your article you mention the need to solve key vertical challenges. The bickering and obsessive competition is turning prospects away.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

AUGUST 11, 2015

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer. https://en.wikipedia.org/wiki/Follow_the_money.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. More buyers self-educate long before they contact a prospective seller.". BANT is an acronym for Budget, Authority, Need and Time Frame. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

FEBRUARY 16, 2011

Jim returns this month with another thought provoking article. What about customer service; current customers, new prospects? ii Wikipedia: Customer relationship management (CRM) as a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects.

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Based on the chapter, The Truth About Sales, from my new book, The Truth About Leads , this article looks at improving performance in the three “art of sales management” areas.

Sales Management 153

Sales Management Hiring Territories Compensation 153