Pointclear

JUNE 5, 2015

Don’t expect your sales force’s close rate to be 50%. Your sales reps’ close rate might be 50% of what they thought would close (meaning that you have no visibility into the real won, lost and no-decision outcomes). But it is NOT 50% of the sales-qualified leads they work. The close rate is more likely to be 6 – 30%.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

AUGUST 12, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? Lead Qualification'

Sales Qualified Lead 244

Sales Qualified Lead Inbound Lead Rank Lead Scoring 244

Pointclear

AUGUST 19, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? Lead Qualification Inbound Marketing Lead Management'

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

AUGUST 26, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? Lead Qualification Inbound Marketing Lead Management'

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

JULY 11, 2011

” The short answer: intense competition and the requirement for large, ever-expanding direct sales forces to close complex mid-sized and enterprise deals. ” A solid indicator of successful sales and marketing execution is how close the percentages of MQLs to SALs, MQLs to SQLs and MQLs to closed deals get to 100%.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

NOVEMBER 7, 2017

The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

Sales Qualified Lead 133

Sales Qualified Lead Lead Management Leads Marketing Qualified Lead 133

Pointclear

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

SEPTEMBER 10, 2013

Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. This is used, he said, as a method to create qualified or sales-ready leads (as well as other marketing strategies or tactics). Eric and I talked about paying Marketing on: Total inquiries. Total Revenue. Is this good or bad?

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

NOVEMBER 2, 2016

Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Validation and calibration of lead scoring : Your scoring needs calibration.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

JUNE 16, 2015

Focusing on the number of leads and cost per lead misses the point. Focusing on the cost per pipelined deal and/or cost per closed deal IS the point. A very fine line makes the difference.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

AUGUST 21, 2013

Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced. Ask any sales rep the percent of leads they close and they will tell you they close 60 to 80 percent of qualified leads. Whether you call it Gold Calling or cold calling 2.0,

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

AUGUST 2, 2012

Linking marketers’ variable pay to sales performance increases the likelihood that marketers will make it their mission to work closely with sales teams to ensure that marketing efforts drive positive sales outcomes.

Compensation 171

Compensation Sales Qualified Lead Lead Qualification Guidelines 171

Pointclear

JANUARY 12, 2012

Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

DECEMBER 16, 2010

Use internal or external dedicated resources for lead qualification and lead nurturing. Lead and close rates will improve. Use outbound to discover complex internal buying landscapes. Use outbound for long sales cycles and high-investment solutions. Part 4: Dedicate Qualifying Resources.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

JANUARY 26, 2012

Let me go out on a limb and propose the top five media for your lead generation toolkit. These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

AUGUST 22, 2011

To define the current process, identify gaps, and create a new lead management process that fills those gaps. This process should cover areas such as data management, lead qualification, lead routing, lead nurturing, and metrics. Obtain Executive Buy-in. So now you have a newly defined process.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

JULY 20, 2016

In less than six months after we turned over this lead it closed for $1 Billion – yes, “billion”—with a “b.”. During that call we found out that this executive had saved two emails, one voicemail and the magazine we had mailed to him. Not every touch cycle is (or can cost effectively be) that long.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

FEBRUARY 2, 2012

This award was made possible because of our team’s ability to develop and apply marketing analytics innovations that improve operational efficiencies and deliver to clients the qualified leads they need. 4:15 min —How analytics are used in lead generation. Identify areas and/activities to help prospects close faster.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

MARCH 4, 2014

That’s the only way to provide your sales force with the data they need to successfully and quickly follow up on inbound leads. Let’s say your marketing efforts are generating leads and you’ve got an effective lead qualification process in place. Inbound Marketing Problem #3: The Black Hole Between Marketing and Sales.

Inbound 250

Inbound Sales Qualified Lead Top of Funnel Lead Qualification 250

Pointclear

MAY 1, 2012

While actual lead criteria could include ten to fifteen qualifying elements or more, we’ll oversimplify and reduce the number of criteria. The sales funnel stages and lead qualification criteria might look like the following: The takeaway here is pretty straightforward: all leads are not created equal.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JUNE 27, 2011

We have collaborated with Karen and CenterBeam on lead qualification, lead generation and lead nurturing programs, and I had an opportunity recently to ask her for her take on the in-house vs. outsource question, as well as her take on success factors, challenges and benefits associated with outsourcing.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219