Closing, Marketing and PointClear

What Should the Sales Close Rate Be?

Pointclear

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. So, what happens? Why don’t they follow-up?

Sales Qualified Lead

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing

Who Owns the Pipeline, Marketing or Sales?

Pointclear

APRIL 16, 2018

With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.

Pipeline

Pipeline PointClear Marketing Top of Funnel

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

JUNE 9, 2017

PointClear is known for its perseverance. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later. Here’s What PointClear Persistence Looks Like. A Keep-at-It Story Close to Home. I have been extremely busy but I’ll be ready to talk to you soon.”. We didn’t stop.

Lead Qualification

Lead Qualification Sales Qualified Lead PointClear Leads

Webinars

Cracking the Code: Turning Intent Data into Go-to-Market Success

MORE WEBINARS

We're entering the era of accountability in sales and marketing

Pointclear

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. You can listen to the webinar here.

Account

Account Sales Qualified Lead Top of Funnel PointClear

5 Steps to Account-based Marketing Success

Pointclear

JANUARY 13, 2017

Most marketing and sales folks I talk to agree … in theory. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. Determine which portion of your market you can reach and close most cost effectively.

Account Based Marketing

Account Based Marketing Account PointClear Cost per Lead

Embarking on a sales lead generation project: What could go wrong?

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. My answer to his question?

Lead Generation

Lead Generation PointClear Leads Marketing Qualified Lead

Get 3X B2B Marketing ROI by Nurturing Leads

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. True Nurture.

Sales Qualified Lead

Sales Qualified Lead ROI Lead Rank Lead Scoring

Good Reads for B2B Marketing - Protect Your Online Reputation

Pointclear

MAY 9, 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. Via Marketing Land. How to Protect Your Online Reputation and Close the Deal.

B2B

B2B PointClear Trade Show Marketing

Tell Marketing They Can Keep Their Leads

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? 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

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

5 (doable) ways to drive revenue growth now

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Marketing measurement. That’s marketing’s job.

Revenue

Revenue Sales Qualified Lead PointClear Forecasting

An Allbound Marketing Approach Closes Your Revenue Gaps

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second 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. I developed this simple formula to illustrate the risks of overdependence on inbound marketing.

Revenue

Revenue Inbound Outbound Marketing

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Pointclear

FEBRUARY 13, 2018

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. In my work the first question I ask marketing leaders is “what does success look like to you?”

PointClear

PointClear Telemarketing Sales Qualified Lead Lead Rank

Use This Tool to Calculate Lead to Revenue

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

Lead Rank Sales Qualified Lead Revenue Lead Scoring

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services

Outsourcing Services Lead Generation Sales Qualified Lead PointClear

Good Reads for B2B Sales - Selling at Every Level

Pointclear

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. Via Funnelholic.

PointClear

PointClear B2B Marketo Sales Qualified Lead

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

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

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead

What's it take to generate leads that fuel your forecast?

Pointclear

FEBRUARY 23, 2018

Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in.

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

It’s All About the People: A Review of "Never Be Closing"

Pointclear

AUGUST 21, 2014

Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Sales Process Sales & Marketing Management' I enjoy reading and reviewing books.

Closing

Closing Motivation Up-Sell Sales Process

How much does outsourced lead generation cost (vs. keeping it in house)?

Pointclear

OCTOBER 19, 2017

But when you dig deeper and factor in all the costs, in-house teleprospecting runs close to 10% more than outsourcing the same (or superior) services. Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. per hour for a PointClear outsourced teleprospecting resource.

Outsourcing Services

Outsourcing Services Lead Generation PointClear Leads

The Real Reason Sales People Struggle to Close Opportunities

Pointclear

MAY 15, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. The alternative close.

Top of Funnel

Top of Funnel Opportunity Closing Film

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Sales and marketing headcounts have increased to generate new customers.

Outsourcing Services

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite

Does Your Sales Team Know How to Follow-Up on a Lead?

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. Lower rates typically indicate a breakdown between marketing and sales.

Follow-up

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead

What is the Minimum Acceptable Close Rate on Leads?

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?".

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Closing

Sales and Marketing, Stop Blaming, Start Partnering

Pointclear

APRIL 23, 2014

Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused?

Marketing

Marketing Collateral B2B Sales

Taking away a marketing manager’s excuses!

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts.

Harte Hanks

Harte Hanks Marketing ROI Sales Qualified Lead

From Chaos to Kickass - Three steps to optimize sales and marketing results.

Pointclear

AUGUST 17, 2018

Organizations that optimize sales and marketing achieve kickass results by doing just three things well. Agree on their market, media and message. Often sales and marketing haven’t collaborated on such fundamental issues as who their audiences are, how to best reach them and once they do, what to say. Measure what matters.

Sales Qualified Lead

Sales Qualified Lead Marketing ROI Follow-up

Culture Always Wins: Closing the Cross-Cultural Sale

Pointclear

FEBRUARY 26, 2013

The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. Unfortunately, leads from other cultures probably won’t close as quickly as those in the same country. Cross-cultural leads are harder to close. Focus on commonalities.

Closing

Closing Face-to-face Workbooks Conference

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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. Spell out the responsibilities and accountabilities of Sales and Marketing.

Ideal Customer Profile

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Pointclear

JUNE 5, 2015

Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Part III: Expectations for ongoing success: marketing and sales accountability. Don’t expect your sales force’s close rate to be 50%.

Outsourcing Services

Outsourcing Services Sales Qualified Lead Lead Generation Leads

Should Marketing Be Compensated On Revenue?

Pointclear

SEPTEMBER 10, 2013

Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Recently (Aug 29th) on SLMA radio I interviewed Eric Lundbohm about the different ways to compensate marketers (other than salary) for their efforts in creating wealth for their company.

Compensation

Compensation Revenue Marketing Sales Qualified Lead

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

Pointclear

NOVEMBER 12, 2013

The marketing team? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Aligning Sales and Marketing. Is it the salesperson?

Leads

Leads Marketing Qualified Lead Marketing Twitter

Marketing Needs to Put Skin in the Game

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third 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. Measuring marketing’s contribution to revenue. Tier 3: SMB/Channel Accounts.

Marketing

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets

What Does “Full Funnel Marketing” Really Mean?

Pointclear

AUGUST 5, 2016

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. So how do Full Funnel Marketers measure their work?

Top of Funnel

Top of Funnel Funnel Lead Rank Marketing

Insights on Outbound Conference in Atlanta

Pointclear

APRIL 19, 2017

The more you need a deal the less likely it is to close.”. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. Our dedicated, degreed, and seasoned associates follow a super-targeted account-specific marketing plan.”

Conference

Conference Outbound Social Media PointClear

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

Pointclear

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. Whether you are the CEO, or aspire to be, there’s some chance that in your opinion marketing and/or the sales organizations in your company are far from operating efficiently or effectively.

Sales Qualified Lead

Sales Qualified Lead Cost per Lead Marketing Lead Rank

Proof that Account-based Marketing Works

Pointclear

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Vanity Metrics vs. ABM is not about one-off deals, but forging the strong relationships that last past the close.

Account Based Marketing

Account Based Marketing Account Sales Qualified Lead Marketing

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research

Research B2B Sales Qualified Lead Lead Rank

A Salesperson's Wishes from Marketing

Pointclear

NOVEMBER 29, 2012

So, what do you want from Marketing?” It’s interesting…ask salespeople their opinions about a marketing campaign, copy, creative, or any number of marketing’s creative options and you’ll hear very little. How about the marketing department putting a little skin in the game to help us increase sales activity? What gives?

Marketing

Marketing Sales Qualified Lead Commission Quota

Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?

Pointclear

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” Stop interruption marketing.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. This is not an anomaly.

Inbound

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound

Dear CEO: Fix these three things and increase revenue

Pointclear

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Here is what you must do to fix it: Agree on market, lead definition, message. Are we marketing to IT decision makers in the Fortune 100? Not 50 things.

Sales Qualified Lead

Sales Qualified Lead Revenue Lead Rank Cost per Lead

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Each were covered in detail, and referenced thought leadership from industry leaders. Are these truly leads?

Sales Qualified Lead

Sales Qualified Lead Marketing Face-to-face Inbound

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

Pointclear

DECEMBER 16, 2016

Should your company be all in on inbound marketing. Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights. Short answer: no. Read more here.

Inbound

Inbound Account Based Marketing Scale Marketing

Make Marketing More Efficient by Embedding Analytics on Top KPIs

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Analytics

Analytics Marketing Sales Qualified Lead Negotiation

What Percentage of Marketing Leads Should Be Accepted by Sales?

Pointclear

OCTOBER 10, 2016

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. closed/won deals per 1,000 inquiries, while organizations without a formal SAL stage generate only 4.6 closed/won deals per 1,000 inquiries.

Marketing Qualified Lead

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads

What Should the Sales Close Rate Be?

Who Owns the Pipeline, Marketing or Sales?

Webinars

Trending Sources

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Webinars

We're entering the era of accountability in sales and marketing

5 Steps to Account-based Marketing Success

Embarking on a sales lead generation project: What could go wrong?

Get 3X B2B Marketing ROI by Nurturing Leads

Good Reads for B2B Marketing - Protect Your Online Reputation

Tell Marketing They Can Keep Their Leads

5 (doable) ways to drive revenue growth now

An Allbound Marketing Approach Closes Your Revenue Gaps

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Use This Tool to Calculate Lead to Revenue

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

Good Reads for B2B Sales - Selling at Every Level

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

What's it take to generate leads that fuel your forecast?

It’s All About the People: A Review of "Never Be Closing"

How much does outsourced lead generation cost (vs. keeping it in house)?

The Real Reason Sales People Struggle to Close Opportunities

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Does Your Sales Team Know How to Follow-Up on a Lead?

What is the Minimum Acceptable Close Rate on Leads?

Sales and Marketing, Stop Blaming, Start Partnering

Taking away a marketing manager’s excuses!

From Chaos to Kickass - Three steps to optimize sales and marketing results.

Culture Always Wins: Closing the Cross-Cultural Sale

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Should Marketing Be Compensated On Revenue?

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

Marketing Needs to Put Skin in the Game

What Does “Full Funnel Marketing” Really Mean?

Insights on Outbound Conference in Atlanta

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

Proof that Account-based Marketing Works

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

A Salesperson's Wishes from Marketing

Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?

Dear CEO: Fix these three things and increase revenue

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

Make Marketing More Efficient by Embedding Analytics on Top KPIs

What Percentage of Marketing Leads Should Be Accepted by Sales?

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