Pointclear

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 195

Cold Calling B2B PointClear Hiring 195

Pointclear

AUGUST 15, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Like great teachers, sales leaders should do the same.

B2B 189

B2B PointClear Buyer Social Selling 189

Pointclear

JANUARY 10, 2018

I recently wrote a blog called How Much Does a Lead Cost. One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. There are two charts in that blog that show how much a high quality, sales qualified lead should (or at least probably will) cost, and why. Guess what.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

Pointclear

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post. The Five Cs of a Successful Blog.

Trends 200

Trends B2B PointClear Marketing 200

Pointclear

JUNE 7, 2016

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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

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

Pointclear

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? The Five Greatest Inhibitors to Sales Effectiveness.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

Pointclear

MAY 2, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. Ready to triple your sales pipeline?

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

JANUARY 9, 2014

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. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Leads suck.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

OCTOBER 19, 2017

Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. How can this be? We’ve done the math.

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

Pointclear

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right?

PointClear 183

PointClear B2B Marketing Industry 183

Pointclear

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming.

Lead Rank 100

Lead Rank Sales Qualified Lead Revenue Lead Scoring 100

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.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. Pay attention. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. 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. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

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. It takes about 1.6

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

Pointclear

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions. Supporting our commitment to increased marketing automation success, PointClear recently became a charter member of the newly-founded Marketing Automation Institute.

PointClear 167

PointClear Lead Nurturing Outbound Sales Qualified Lead 167

Pointclear

JANUARY 22, 2018

Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. This blog , by Frederik Jonsson, is interesting as well as entertaining.

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Leads 106

Pointclear

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Any interest in a short chat? Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Document, for each source, the percent of leads actually accepted and qualified by sales.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

MAY 13, 2016

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. A couple of years ago I wrote a blog for Salesforce.com about lead definition.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

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

JULY 26, 2018

While the customer did not state anything about a lack of sales before the services were implemented, he did state that sales increased 15% within six months of the installation. With the final edited version of the podcast replay and the transcript, Jane can push the content to the blog writer to use in an upcoming blog entry.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. Simply driving large numbers of respondents and dumping them on sales does not work. This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

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 probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck. But by how much?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

MAY 28, 2015

I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement. Part III: Expectations for ongoing success: marketing and sales accountability. They set the pace.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

SBI

NOVEMBER 13, 2012

The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. It was founded 4 years ago by James Oberhausen, Susan Campanale and Mark Friedman who had a vision for serving the sales lead management community with valuable information and resources. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. See this blog for a build vs. buy analysis that takes that argument off the table.). A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. Today, in this blog, I share some recent findings: Jonathan Farrington.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. In the last blog we talked about qualified rates. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

JUNE 16, 2015

Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance [bold added]. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events). I beg to differ.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 124

Conference Outbound Social Media PointClear 124