SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. Trish’s company helps inside sales organizations make the big decisions. Dan McDade – Pointclear. Thank you Trish!

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 22, 2011

And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Scoring the Prospect Experience.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Braveheart Sales

FEBRUARY 20, 2020

Hearing these many business leaders discuss containing their customer creation costs, it seemed to be the squishiest of the measurements for companies that have field sales teams. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com]. Focus on the Right Targets –.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

AUGUST 23, 2012

But he adds that this positive motion is facing a continuous challenge in the form of companies opting not to move forward: “The bigger challenge I do see, though, is that the ‘no decision’ threat—the threat to not do anything even though they want to squeeze you for all the information you’ve got—is looming large and only seems to be expanding.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

DialSource

JULY 8, 2020

Although this growth was expected to continue, as more and more companies invested in inside sales, no one was anticipating the unexpected series of events ahead. 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. .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. “Social media prospecting works best when experts get involved.”

Social Media 210

Social Media Marketing Engineering Customer 210

Pipeliner

FEBRUARY 5, 2018

According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. How much more cost-effective is it for a company to leverage an inside sales team to its fullest? There is a higher turnover among the sales ranks.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Sales is sales. No one outside gets us.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. Our analytics capabilities then (1985 – 89) were more sophisticated than most B-to-B companies are today.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. So what can b-to-b companies do to get back on track? Instead, reach out proactively and engage the prospect early on in the buying cycle. Don't wait for an inbound lead to come to you before you react. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

DECEMBER 12, 2013

You may be asking yourself why I’ve listed off facts about someone or some company. Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Has had the solution for three years.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

JULY 23, 2013

If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls. If you don’t have a marketing automation tool, get one. What’s worse, sales will not incrementally increase in proportion to the marketing spend. How to qualify them?

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Why not use all the tools in your toolbox? Both are working toward different, conflicting metrics. It’s not easy, but it’s absolutely doable.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?”

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. People tend to position these and other kinds of prospecting or business development programs as either/or. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

SEPTEMBER 6, 2012

She is author of SNAP Selling and Selling to Big Companies. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. My guest today is Jill Konrath. Jill's newsletters are read by more than 80,000 sellers worldwide.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Now, from David Hubbard of Marketing Outfield: Marketing should generate more than 50% of the company's qualified leads. Are they attracting the wrong people?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

Pointclear

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Once you know which companies you’re targeting you need to map out all of the potential influencers of your deal. Don’t target too many accounts or you’ll lose focus.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

APRIL 10, 2012

Companies that are using this time to clear out the dead wood will be sharper, leaner and meaner — and much more focused on the bottom line, rather than top line growth. Sales Trends Companies Should be Looking At. Moving to cut costs, companies are using video conferencing to reduce the number of face-to-face sales encounters.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

FEBRUARY 26, 2013

ITSMA’s member companies see this every day. That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. How to do this? Nothing is written down.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. And when you engage with them they certainly expect you to know their company, their market and the competitive landscape.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. IP-based marketing may or may not make sense if you have a small market— such as several hundred total prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pipeliner

APRIL 2, 2018

#SalesChats E18: Sales Prospecting with Dan McDade. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JUNE 8, 2012

Click to start video at this point —Asked about what companies are thinking and doing about satisfying their customers in 2012, Ginger notes the combination of the current economy and customers having social media megaphones means companies can’t hide from what customers are saying anymore. Who can help me solve it?

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. Trip notes that, while email was what social media was supposed to put out of business, best-in-class companies are integrating email with social media marketing at a much higher rate than other companies.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

AUGUST 17, 2011

Sales Deployment Most companies deploy reps in traditional ways. Small and mid-sized companies typically assign by geographic territories. Ideal deployment puts the best rep with the best prospect at the best time. If Joe is your top salesperson, should he work Company A just because it’s in his territory?

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Anthony agreed with this wholeheartedly.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Jill Konrath , sales and marketing strategist, speaker, and author of SNAP Selling and Selling to Big Companies 7 Hot Email Prospecting Tips.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach. He adds that it’s a learning curve for a lot of companies.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JUNE 26, 2012

There were several large and recognized companies at the conference offering perspectives and experiences to help guide others in the profession. You can't spend the time to study your prospects and engage them in truly relevant and compelling ways when you are pressured to just smile and dial. Are we playing hunger games?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

FEBRUARY 2, 2011

It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. Social media = Lots of room for improvement.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. ” Alignment: C-Level Stepping In & Operations Mashups.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JANUARY 2, 2018

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. Read “From Chaos to Kickass” and find out how companies with optimized sales and marketing achieve kickass results by doing three things well. How is this going to get fixed? Not 50 things.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180