Pointclear

OCTOBER 24, 2011

In fact, there are advantages similar to those of Kenandy’s cloud strategy in that PointClear’s outsourced services can accelerate lead time-to-delivery and reduce the need for internal marketing and sales groups to invest in lead generation, lead qualification and lead nurturing infrastructure.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. To the ambivert’s advantage, they are assertive and enthusiastic enough to persuade and close. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. Are You Paying Enough Attention To Your Sales Teams?

PointClear 165

PointClear B2B Marketo Sales Qualified Lead 165

Pointclear

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 195

Cold Calling B2B PointClear Hiring 195

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. per hour for a PointClear outsourced teleprospecting resource. Prospective clients often tell us “we can do what you do, in house, for less.”. On the surface it might make sense.

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. You go to your prospect’s office confident that you’re going to close the sale, but then they say the words, “I’m afraid I have bad news for you…we’ve decided to go with your competitor.” Will Google Glass Revolutionize Buying and Selling?

Quota 213

Quota PointClear B2B Face-to-face 213

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. They’re not working closely with their clients, and they’re not fine-tuning the clients’ message, the program’s cadence or the market definition based on what’s working and what’s good for the client.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JUNE 5, 2017

The lead close rate is way higher than average (5X). At PointClear, we facilitate accountability that translates into results. Determine which portion of your market you can reach and close most cost effectively. Consistently poor sales execution due to a lack of qualified leads. Marketing ROI is measured and credited.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

MAY 15, 2013

For those of you unfamiliar with the movie, Blake’s philosophy of salepersonship is that, if sales people do nothing else, then they should at least Always Be Closing. I have many clients approach me believing that their problem is simply that their sales people can’t close. The alternative close. A Question of Technique?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How to Protect Your Online Reputation and Close the Deal. Online content in the sales and marketing industries is dynamic and constantly changing. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

JANUARY 13, 2017

Determine which portion of your market you can reach and close most cost effectively. The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

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. I enjoy reading and reviewing books.

Closing 260

Closing Motivation Up-Sell Sales Process 260

Pointclear

JUNE 28, 2016

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)?". Complex deals are really sold based on relationships, so the lead gets us started but is a long way from what it takes to close the deal.".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% Sales leaders who need their expensive field sales people focused on closing highly qualified leads, not sourcing them. More reasons nurturing matters.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

JUNE 7, 2016

Michael maintains that sales reps often underestimate the time it takes to close a lead, and give up too soon. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. So, we know how things break down—what do we do to fix the problem?

Follow-up 154

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

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 198

Closing Face-to-face Workbooks Conference 198

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 In his article, “ Point C: From Chaos to Kickass ,” Dan writes: In average companies, sales reps close about one out of five leads they qualify.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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). The close rate is more likely to be 6 – 30%. Closing Thoughts. Marketing and Sales Accountability.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

APRIL 19, 2017

The more you need a deal the less likely it is to close.”. A key piece of both books is my firm commitment to showing others that by targeting better prospects, it is possible to close more deals at a higher price. Here are inspiring snippets from Jeb from the conference: “The pipe is life.”. Some Additional Take-aways.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.). This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. million closed as a result of lead qualification efforts. 22% of more than 20,000 raw leads converted to qualified leads. 10% of qualified leads converted to sales opportunities. Example 2: A new predictive targeting model.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

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.

Revenue 140

Revenue Inbound Outbound Marketing 140

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

JUNE 28, 2018

In average companies, sales reps close about one out of five leads they qualify. Note that on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10%. Close rates for these companies are close to 150% of those in average companies.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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). Oh, and by the way, this opportunity closed for $1,000,000,000 in five months for our client (a global BPO company).

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

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

JUNE 16, 2015

Focusing on the cost per pipelined deal and/or cost per closed deal IS the point. Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. A very fine line makes the difference.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

JULY 14, 2015

She says that marketing is now working more closely than ever with sales teams to better deliver value. In our experience here at PointClear, very few companies are getting it right. The sales hack to share, giving credit to Chris Beall (CEO of ConnectAndSell), is to look at meetings in the new market instead of closed/won deals.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

The Pipeline

MAY 13, 2011

Focus.com CEO Scott Albro coined the saying, “ Always be helping is the new always be closing. ” Buyers want to be helped, not closed; see quote above. If you write a post on “How to Close a Mark,” you will lose 75 percent of your deals; but if you write a post on “Understanding the Buyer,” you look smart. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Jonathan Farrington

JUNE 12, 2013

Closing – are they constructing successful campaigns and closing business? . Directive behavior involves telling people what to do, how to do it, where to do it, when to do it and then closely supervising this performance. . Messaging – are they capable of delivering an appropriate message at the right level? .

PointClear 42

PointClear Forecasting Construction Loyalty 42

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. They are incented to deliver high volumes of interested names, and they don’t have the skill sets and bandwidth to nurture leads or close sales. It closed in five months for $1,000,000,000. A lead farm success story. Yes, a billion. About the Author .

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Jonathan Farrington

JULY 31, 2013

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. Over the past 16 years, his vision and innovative strategies have assured 100% of leads delivered to PointClear clients are sales-qualified … enabling them to close up to 5 times more deals.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. If you want to continue to close enterprise accounts, the type of accounts that used to require boardroom meetings and fancy dinners, then you will need to find a new way to sell. Outside sales is a high-risk, high-reward activity.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Fully qualifying (or disqualifying as the case may be) and potentially even closing the sale from an emotional standpoint before a field sales rep is even engaged. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Jonathan Farrington

AUGUST 10, 2012

Keep in mind as we discuss this step that sales has by now either ignored or rejected close to 70% of the marketing qualified leads generated. Also keep in mind that average companies close 20% of sales qualified leads while best-in-class companies close almost 30%. A lot more leakage. The Sales Process. I say baloney.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Jonathan Farrington

APRIL 21, 2013

If you are deploying your sales force by appearance only, better look under the covers as to what is going on and what is closing before the money runs out. . 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. “The

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Jonathan Farrington

JULY 10, 2013

Upon reflection, you will probably agree that your ideas are closely allied to or even a part of the six detailed here. These then are the six basic characteristics which help a person to become a successful leader. Think of others. They are not by any means a guaranteed panacea that will assure success as a leader.

Report 51

Report PointClear Loyalty ACT 51