Pointclear

JUNE 5, 2017

The lead close rate is way higher than average (5X). At PointClear, we facilitate accountability that translates into results. To avoid an inefficient scattershot approach to marketing and sales, figure out the ideal prospect/client profile. Determine which portion of your market you can reach and close most cost effectively.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. All the time we’re having unscripted conversation with our clients’ prospects. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

OCTOBER 19, 2017

Prospective clients often tell us “we can do what you do, in house, for less.”. 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. Costs Less. How can this be?

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

Pointclear

JANUARY 13, 2017

The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. Focus on who needs you the most to avoid wasted effort.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

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 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture. No Response.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

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

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Pointclear

JUNE 7, 2016

Michael maintains that sales reps often underestimate the time it takes to close a lead, and give up too soon. a sales rep reports, ‘I called the prospect three times. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Gain sales acceptance.

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. That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Cross-cultural leads are harder to close. That’s not the case in much of the world.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

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

JANUARY 26, 2012

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. Now, you are probably wondering why I did not include email on this list of top five media for prospecting.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. 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 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

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

MAY 18, 2016

Inbound is highly touted and readily adopted for good reason: Having prospects come to you has obvious, universal appeal. The GAP must be filled through proactive outbound activity. I developed this simple formula to illustrate the risks of overdependence on inbound marketing.

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

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. In average companies, sales reps close about one out of five leads they qualify. Close rates for these companies are close to 150% of those in average companies. Measure what matters.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Tip 2: Make a serious commitment to prospecting.

Handbook 100

Handbook Prospecting Intent Twitter 100

Pointclear

JANUARY 10, 2012

There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior. I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

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

movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Focusing on the cost per pipelined deal and/or cost per closed deal IS the point.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 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. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. Part 1: Tip #1 Believe it Works. About Mike Weinberg.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

JULY 25, 2011

Hunters are sales people with an instinct for closing deals and acquiring new customers. If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? But, man, can he close.

Hiring 177

Hiring Prospecting Inbound Journal 177

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

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . Selling to prospective customers in person can only be done one-on-one.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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. Ironically, marketing’s success in delivering large quantities of interested prospects creates a problem. Yes, a billion.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

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]. Focus on the Right Targets –.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Jonathan Farrington

JUNE 12, 2013

Engagement – are they talking to the right level in their prospects/accounts? . 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. .

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

AUGUST 17, 2018

Without this agreement a company is wasting time and money—and relying on luck to close deals. These same companies are frequently not holding their sales and marketing teams appropriately accountable for the leads they close. They’re measuring how many leads that sales qualifies are closed. Company leadership must see to it.

Sales Qualified Lead 113

Sales Qualified Lead Marketing ROI Follow-up 113

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. The true measure of sales should be how well they close these good leads from marketing. A lead farmer equips the sales rep with in-depth knowledge about the prospect.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Jonathan Farrington

APRIL 21, 2013

They are really scheduling “appearances” and creating the illusion that these appearances are with qualified prospects. The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. He can be reached at Dan.McDade@pointclear.com.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35