Pointclear

JUNE 7, 2016

Rejected leads should be automatically rerouted back to marketing or teleprospecting for further attention and resubmission if necessary. a sales rep reports, ‘I called the prospect three times. He didn't get back to me, so he must not have been interested’). The day of the call. Reduction of lead waste.

Follow-up 154

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

Pointclear

JULY 24, 2017

At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from. 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. no email just vm.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

JUNE 5, 2017

Sales execs focus on deal making, not sorting through dubious (so-called) leads. These marketers accept responsibility for leads--including taking them back to nurture when needed. At PointClear, we facilitate accountability that translates into results. Or give me a call at 770-262-9021.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

JANUARY 9, 2014

Outbound calling is interruption marketing. Give up after 1 – 2 calls. You are better off calling someone who actually wants to talk with you. Actually I take that back, it’s not okay if you pass those 10 leads to quota-carrying sales reps. Voicemails are a waste of time. Write it and they will come.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

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). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

DECEMBER 1, 2016

81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor. Guess which one they chose? None of the above.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

APRIL 6, 2017

Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. The sender is taking a scattershot approach, blasting this un-personalized message to large quantities of so-called prospects, qualified or not.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

SEPTEMBER 23, 2011

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. Immediate back-and-forth dialog. A live call leads to an atmosphere of spontaneous and spirited dialog.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

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). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JUNE 5, 2015

If a company promises more, chances are the quality of those so-called leads will fall short of what you’re looking for. To circle back to Part I , here’s where executive involvement plays a key role. Or did sales drop the ball, claiming, “I called twice, but they never called back so they must not have been interested”?

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

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.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. 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. However, it is one thing to uncover the need, it is another thing to prove that there is adequate pay back and value in fulfilling the needs. Proving Value.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

AUGUST 28, 2012

The origins of this proverb may date back to the Bible (Ecclesiastes 9: “A living dog is better than a dead lion”). Or, it might date back to a book published in 1530 called “The Book of Nurture or Schoole of Good Maners” (“A byrd in hand – is worth ten flye at large”).

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

OCTOBER 13, 2011

All of those years, all of those calls and all of those clients taught us a thing or two about why outsourcing lead generation or appointment setting is perfect for some companies and a disaster for others. After all, there really is little or no magic in making sales calls. They came back. Back, and gone again.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Pointclear

FEBRUARY 14, 2017

Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail? Be persistent.

How To 162

How To Call-back Video Follow-up 162

Pointclear

JUNE 28, 2018

Here’s a real-life case that illustrates why this point is important: Over the past year marketing has generated thousands of “leads” from many sources with the most preferred source called Downloads from Content Syndicator—see table Lead Source Analysis. Call me at 678-533-2722 or email me: dan.mcdade@pointclear.com.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

DialSource

JULY 8, 2020

The differences between inside and outside sales were always fairly black and white, and upon recent reflection, we don’t really need field sales to come back. With inside sales, on the other hand, sales reps can make dozens of calls per day without leaving their seat. Inside Sales Is Here to Stay — Here’s Why .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Braveheart Sales

FEBRUARY 20, 2020

Consider Utilizing an Inside Sales Team – Pat yourself on the back if you are already implementing this, but be sure you are doing it as efficiently and as effectively as possible. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com]. They are not one and the same.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. It doesn’t take long for sales to realize these so called “leads” are a waste of time and turn attention back to deals they feel are likely to close within one or two sales cycles. . Call me back in two weeks on Tuesday at 10:00 AM, and I will take that call.”

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

The Pipeline

MAY 13, 2011

Tibor called me a week later and asked if I believe the role of the salesperson is diminished. Don’t hold it back, give it away. There are simple steps you can take, such as having salespeople keep their LinkedIn profiles up-to-date (think the buyer doesn’t check it as they are talking to you or before you come if for a call?

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pipeliner

FEBRUARY 5, 2018

Just from an efficiency standpoint, phone calls, video or web conferencing options are preferable to buyers so that waste is minimized on their already overfilled calendars. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MAY 26, 2016

Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch. In many, if not most, companies, raw, unfiltered so-called “leads” are dumped on sales and fall into a black hole. Even “warm” leads typically require multiple attempts to earn a reply or call back.

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Jonathan Farrington

APRIL 25, 2012

Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. I discuss this fact in detail with Dan McDade of PointClear – HERE. “The growth in sales jobs, and therefore one would think, in sales training is in inside sales.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

JANUARY 26, 2018

We think that’s great, because it’s a lot easier to say than what we used to call it. Many of the leads we generate for clients are the result of a call back or email reply. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead.

Sales Qualified Lead 100

Sales Qualified Lead Lead Generation Direct Mail Call-back 100

Pointclear

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. That success did not even include one “win” that I will call an outlier. You are my conscience.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

NOVEMBER 8, 2016

I've written many blog posts on the fact that cold calling isn't dead. Using these gold calling techniques will help you have faith in the cold calling process. Whether you call high quality cold calling Gold Calling or Cold Calling 2.0, Cold calling is about quantity, not quality.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

APRIL 7, 2014

He said it varies per case, but in general he demands at least three phone calls and two to three emails. Click to start video at this point — I mentioned to Jim how many emails and phone calls it takes to set up a dinner date among friendly couples. More importantly, these touches need to be spread out over more than a week.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. So what can b-to-b companies do to get back on track? The combination of inbound and outbound marketing, call it all-bound marketing, is a proven formula for creating a healthier sales pipeline.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

AUGUST 20, 2018

Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. 2) Designate a group to nurture leads until they are sales-ready; and to take opportunities back if sales cannot gain traction for one reason or another.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training. JF: Leadership.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

AUGUST 21, 2013

One of the biggest and most damaging is that cold calling is dead. One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. The reality is that cold calling is alive and well.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Jonathan Farrington

JANUARY 5, 2013

Judy was also called in to work at the O.J. And, so few inbound leads were qualified that the company was better off identifying and qualifying “cold” list targets than paying for raw, low-level, so-called leads. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

AUGUST 27, 2013

So, you’ve had about 9,600 inquiries…were they called?” They tell me they’ve been called,” he said through clenched teeth. I can’t ask the salespeople to call all 9,600 inquirers again; we only have 30 salespeople.”. The results were hot prospects (call me, talk to me, contact me ASAP) in 10% of those called and spoken with.

Telemarketing 184

Telemarketing Leads Marketing Qualified Lead Sales Management 184

Pointclear

JUNE 11, 2013

With nurturing phone calls and emails to warm-up potential buyers, marketing continues down the informational track providing more content that addresses the buyers’ problems and needs. If the baton is dropped and the potential for a win ends, shake it off and get back to practice. Then back to practice and execution.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

DECEMBER 7, 2017

I called someone I know, but had not spoken to in some months. They leave contact information on their website (but often not the phone number, except in some hidden nook, screened back). And then one day you call the direct secret number given to you and the number is no good. The result pushed me over the edge in frustration.

Company 140

Company Hiring Call-back Lead Management 140

Pointclear

DECEMBER 12, 2013

And we’ve all received sales calls where we’ve been addressed by the wrong name – possibly the wrong company – and pitched a product we’ve never heard of, let alone considered purchasing. Back to Big Data. Back to Big Data. Analyze-repeat-improve – Take a step back and look at your system holistically.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

DECEMBER 8, 2016

The DRM asked for a call back on a specific date at a specific time. This was a “Gold Call” that has led to a huge opportunity for our client. He has been reaching out to the regions, collecting information on their needs and pain points. Some areas are more automated than other, but it is mostly manual.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100