Pointclear

MAY 23, 2017

Best case a stack of leads (virtual or otherwise) is rifled through, a few leads are cherry-picked out – and other leads are left to go into the black hole frequently called CRM. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Why don’t they follow-up?

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Pointclear

JUNE 7, 2016

At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect. Sales executive re-reviews PDF and/or CRM and audio file (where/when available).

Follow-up 154

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

Pointclear

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. This client’s B2B technology offerings included a solution engineered for one specific CRM application, and we were engaged to conduct sales lead generation on companies who had that CRM installed.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Pointclear

FEBRUARY 16, 2011

What differences in marketing and sales management would have occurred if CRM with all of its benefits had not been a part of B2B and B2C marketing? A day doesn’t pass that I don’t hear a remark (usually from salespeople), about the difficulties of using their company’s CRM system.

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

OCTOBER 4, 2016

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? What questions should a salesperson ask to uncover need?

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

Pointclear

MAY 10, 2012

” Convergence: Technology, CRM & Social Media. He adds that using firm definitions like this supports lead acceptance: “I’ve seen many examples of a Sales Qualified Lead sitting in a CRM system and just getting cold. A couple of efforts, and then it just goes by the boards.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

FEBRUARY 21, 2011

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet). PointClear is proud to be a sponsor of this first-ever recognition of women leaders in managing sales leads.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

JULY 26, 2018

She also sends the testimonials out to salespeople and adds them to the testimonial storage space in the CRM system. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. Case studies. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

MAY 10, 2012

” Convergence: Technology, CRM & Social Media. He adds that using firm definitions like this supports lead acceptance: “I’ve seen many examples of a Sales Qualified Lead sitting in a CRM system and just getting cold. A couple of efforts, and then it just goes by the boards.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. This comment was originally posted on Twitter. May 16th, 2011. This comment was originally posted on Twitter. Trackbacks.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JUNE 12, 2014

” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route. B2B Growth Strategy'

Customer 240

Customer Guarantee CRM B2B 240

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Without the proper training to help reps understand what constitutes a qualified lead, a lot of “maybes” and “never will buys” end up in the CRM pipeline. Pipeliner CRM totally empowers inside sales teams.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

DialSource

JULY 8, 2020

According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50. When you integrate your CRM and CTI solutions, for example, you can automatically record information about each sales call.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). There’s This Whole Piece That Fits in Between Marketing Automation and CRM. CRM is good at forecasting, he said.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

JANUARY 21, 2014

Salespeople don’t use the CRM system, so what can I do? It isn’t the sale that’s the issue; it’s closing out the sale in the CRM system. Don’t have a CRM System? If you don’t know where to start, start with the CRM system. You must have a CRM system to make the whole reporting process automatic and believable.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

OCTOBER 16, 2012

I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. That I had a sales manager who insisted the sales reps use the CRM system.”. I could not write fast enough.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

NOVEMBER 19, 2013

Knowledge of marketing automation and CRM system solid. What CRM system do you have, and when will the marketing automation system be on line? Market share gains of the clients under their watch, check. References, impressive and solid; with names and phone numbers. Programs, reasonably recent. In business a long time. I’m smiling).

Report 252

Report System CRM Campaigns 252

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). There’s This Whole Piece That Fits in Between Marketing Automation and CRM. CRM is good at forecasting, he said.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

NOVEMBER 29, 2012

When we look at a new CRM system (I refuse to use the one we have because it is so time consuming), can you have some of the users look at it first, and can we have some say in how it is set up, etc.? Why does Marketing or Operations get to choose the CRM but Sales has to live with it?”. The sales stages in the CRM system are nuts.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

AUGUST 27, 2018

I guarantee you, Salesforce’s Marc Benioff has fine-tuned the marketing of his flagship CRM product with killer innovation. If it doesn’t support salespeople with the latest digital tools, CRM and marketing automation programs, and provide Sales with qualified leads, resign. Have you ever tried to market and sell against Salesforce?

Company 124

Company Marketing SalesForce Maximizer 124

Pointclear

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

MAY 20, 2014

Yes, we had a CRM system, but Marketing didn’t have an automation system. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president.

Marketing 223

Marketing Hiring Sales Operations B2B 223

Pointclear

MARCH 26, 2013

CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of software. Some say that 18-20% of all B2B companies have marketing automation, and up to 80% have a CRM system. i Really, how do you argue you with this?

Software 205

Software Software Data Marketing 205

Pointclear

MAY 5, 2017

Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. About CRM Radio Guest Mike Plante, Chief Marketing Officer. At the Funnel Media Group we believe that AI is the future of sales and marketing operations.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

NOVEMBER 7, 2018

The measurement tools have existed for some time and are getting easier to use year by year since the introduction of CRM and marketing automation. In the past it wasn’t because people couldn’t prove the ROI, it was because it was inconvenient, and sometimes difficult; but neither are good excuses, and both are no longer barriers.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Pointclear

MAY 1, 2013

For marketing and sales leaders, your work stream is your CRM system. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Having real-time access to simple and easy to use performance reports can play a significant role in guiding you to greater marketing success.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

APRIL 21, 2015

In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. But with the advent of CRM systems and marketing automation, it’s time marketers solved their own problem by automating the follow-up. Sorry, sorry, sorry is just a bunch of sorry excuses.

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

APRIL 7, 2015

Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. If we allowed that some follow-up occurred without closing the leads out in the CRM system, we can expect that 25-30% real follow-up is generous; but this is only a third of what was required.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

OCTOBER 18, 2011

” “They won’t use the CRM system.” ” “The CRM system is time consuming and doesn’t help me, just them.” Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

AUGUST 21, 2012

In companies that have a lack of sales lead follow-up, they often buy CRM software products to shore up areas of non-compliance, which accomplishes very little. To stop a cascading zipper failure that victimizes the majority of companies: CRM + Marketing Automation + Marketing ROI Measurement + 100% sales follow-up = Success.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

JANUARY 27, 2015

No one likes the CRM system, so no one uses it!”. “If only I had a qualified lead!”. “I I get too many leads!”. “I I don’t get enough leads!”. Salespeople never close out the leads!”. “No

Sales Qualified Lead 100

Sales Qualified Lead Marketing Lead Generation CRM 100

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Get new CRM software: Sales doesn’t like the one we have. As Casey Stengel said, “If you don’t know where you’re going, you’ll end up someplace else.”

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

NOVEMBER 10, 2011

The best marketers count on their competitive counterparts to install a CRM system without rules or discipline, skip a marketing automation process and have no relationship with their sales counterparts. I’m giving away the secret.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pipeliner

APRIL 2, 2018

Pipeliner CRM conducts a regular Twitter chat on sales issues. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

MAY 5, 2011

The core idea of RPM naturally brings to mind other approaches like CRM and ERP, both bringing strategies, applications, and integration together into unified wholes. CRM unites areas like sales force automation, lead management, customer service, and analytics.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation 150

Pointclear

DECEMBER 2, 2010

Sales management is to blame, they don’t believe in the CRM system. Our salespeople are to blame they don’t (pick one) use, believe, or like the CRM system. Teaching sales management how to use the CRM system to their advantage (training and retraining). Marketers are Builders of Wealth.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154