Pointclear

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. Do B2B marketers not sell to the "Business Consumer?" Do B2B marketers not sell to the "Business Consumer?" They target the purchase decision-maker.

B2B 192

B2B Social Media Face-to-face Twitter 192

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

DECEMBER 22, 2016

If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

DECEMBER 14, 2016

Bob recommends using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments. ADOPTED stands for: Authority, Decision Criteria, Options, Priority, Timing, Economics and Decision Process. Decision makers and influencers identified. Decision maker engaged.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Also, while this may not seem intuitive, our experience over the years has shown that the more senior level decisions makers (C-level, Sr. VP level) are 2.5

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Decision makers and influencers identified.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

JULY 17, 2013

The average cost of an outside B2B sales call is $215-$400 per call. Scheduling an on-site meeting with the committee of decision-makers will be almost impossible—especially because the committee of decision-makers now has up to 21 people in it, and most of them telecommute.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

AUGUST 30, 2012

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. That’s just really intriguing to me.

Software 187

Software Software B2B Top of Funnel 187

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Decision makers and influencers identified.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

MAY 24, 2016

Have decision makers and influencers been identified, their authority confirmed and their agreement to engage secured? Have additional decision makers been identified? Has the decision process and timeframe been uncovered and documented? What determines that a lead will be accepted by sales?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. Few senior executives want to be treated like the human equivalent of a pinball, capturing your attention only when they have hit the right bumpers and scored enough points.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? The paucity of self-actualized decision makers is what causes so many “no decision” outcomes. “No No decision” happens when the buyer or buyers perceive there is more risk in buying something than in doing nothing. In a couple of ways.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

AUGUST 16, 2018

Long-term leads often prove to be more valuable than those slated for a short-term decision. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. So much so that many reps often ignore every lead they don’t consider hot.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

MAY 18, 2016

Inbound drives smaller deals that often involve lower-level decision makers : Marketo said it best: “It’s unlikely that CXOs are going to spend time trolling the web for blogs and other content.” For B2B companies with a complex sales process, more than half need to be outbound sourced. But obviously not enough.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

AUGUST 9, 2016

In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In many cases hot opportunities are already baked.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JANUARY 18, 2017

Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

JUNE 15, 2017

The rules required that each inquiry needed a time frame for purchase, a decision maker, and a budget. They say they aren’t going to buy right away, they have no budget and they are not the decision maker. It took weeks to get through to inquirers; there were eight attempts before inquirers were declared dead.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

SEPTEMBER 18, 2012

Over the past several weeks I have written about: How too much time and attention is being focused on inbound marketing at the expense of outbound marketing and how that focus leads to smaller deals with lower level decision-makers. If you want to read more about proverbs and their origins, click here.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Jonathan Farrington

APRIL 21, 2013

Companies like yours typically sell complex, relatively expensive B2B solutions requiring the involvement of multiple decision makers and multiple levels of evaluation. 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.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers? So why is ABM the new must-have for B2B marketers?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. My guest today is Tony Zambito.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Many previous contacts at potential strategic accounts have been replaced by new decision makers not on your radar.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Jonathan Farrington

JANUARY 5, 2013

And, a dependence on inbound marketing leads to substantially smaller deals (up to 65% smaller deals) with lower level-decision makers. 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

JUNE 10, 2016

An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. Decision maker not yet named? Are these truly leads? Not really. Anyone who expresses interest in what you sell is an inquiry , not a lead. Not the right time?

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JULY 7, 2015

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. VS. I am Abe Lincoln at ACME, and I am the ultimate decision maker. The Flawed B2B Approach. B2B buyers are committees.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

NOVEMBER 2, 2016

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. Don’t go overboard. Spending hundreds up to thousands of dollars per profiled company is not necessary.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

SEPTEMBER 20, 2012

He adds that inbound hasn’t displaced the need to be proactive, and he talks about a deeper, more important issue in play that is being driven by the new B2B buyer. Click to start video at this point — Bob talks about how top B2B companies are currently framing the evolution to RPM 2.0: “RPM is kind of in a 1.0

Inbound 145

Inbound Quota Outbound Video 145

Jonathan Farrington

NOVEMBER 2, 2012

Best case you will go through hoops to present column fodder to a decision-maker already aligned with another vendor. As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JANUARY 27, 2017

Inbound leads tend to identify lower-level decision-makers and smaller deals. Following are what I want readers to take-away from this calculator: If you don’t measure the revenue you retain from year-to-year (not by client but the overall percentage) it is a good thing to start doing now. Go to this blog to read more.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JULY 21, 2011

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales. SQLs and closed deals) at risk. Complex internal buying landscapes.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

JUNE 12, 2018

Why it Matters: “In B2B, most companies have sales cycles longer than three months. By the way, this calling process will also uncover less qualified people (longer time frame, no budget yet, or not the decision maker) which will close in the future. _.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Pointclear

APRIL 13, 2012

He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. In an upcoming report, Jeff will address the idea that B2B marketers need to think about social media in a systematic way—rather than as random acts.

Marketing 169

Marketing Social Media Scale Trade Show 169

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. So what’s the motivated B2B seller to do? Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98