Pointclear

FEBRUARY 23, 2018

Intimate customer tribes over impersonal mass markets. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. Small experiments, testing and data, intimate customer tribes, engagement and transparency? At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Via Partners in Excellence Blog.

Google 178

Google B2B PointClear Marketo 178

Pointclear

JUNE 21, 2018

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. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Rank 100

Lead Rank Sales Qualified Lead Revenue Lead Scoring 100

Pointclear

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson.

B2B 203

B2B LinkedIn PointClear Marketing 203

Pointclear

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Customers need strong business justified solutions, he exclaims. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Going Beyond Cost-Benefit Analysis.

Cold Calling 195

Cold Calling B2B PointClear Hiring 195

Pointclear

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

JUNE 12, 2014

Driving customer advocacy is hard work. If you''re looking for some magic metric or a quick and easy fix to guaranteed success, Bob Thompson’s latest book, Hooked on Customers , is not for you. B2B Growth Strategy'

Customer 240

Customer Guarantee CRM B2B 240

Pointclear

MAY 23, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. billion two years ago. Via RepCapitalMedia.com.

Competition 190

Competition B2B PointClear Marketing 190

Pointclear

JANUARY 9, 2014

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. You are better off calling someone who actually wants to talk with you. More leads are better than fewer leads. The nail stuck.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics.

B2B 154

B2B PointClear Top of Funnel Marketing 154

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. If no response, the lead goes back to PointClear or the internal business development team for rescheduling. 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

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

MAY 14, 2013

At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. The Battle for Customer Attention. Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.”

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Companies need to be more customer- and solution-centric. Analysis of Buying Cycles and Stakeholders.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

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. Needs what the company sells.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

JULY 26, 2018

Because a customer was on this program, she looks for direct quotes that can be used for testimonials. There is a clear and present problem, the customer is willing to state the problem, and there is a clear and present pathway to solving the issue using their services. Testimonials. Jane will take the percentage statement as a win.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. These include custom content, nurturing emails, landing pages, SEO, webinars and podcasts.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. Having uncovered the needs, we must probe and find out as much as we can about those needs and the implications to the customer if they are not met or fulfilled. What we are trying to establish is the difference between what the customer used to do and how he does it now.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Sales is NOT customer service.”. Themes from last week’s presentation: “Sales is all about one-to-one connections.”.

Conference 124

Conference Outbound Social Media PointClear 124

The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. Part of the Customer 2.0 PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Social Megaphones, Trustability and Great Customer Experiences.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

JULY 11, 2011

Sales and marketing headcounts have increased to generate new customers. Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources. Customer needs can shift quickly. Target market challenges.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Topping the list of priorities for the next 12 months for marketing is increasing new customer acquisition.

Lead Rank 162

Lead Rank Lead Scoring Customer Lead Generation 162

Braveheart Sales

FEBRUARY 20, 2020

But for businesses where the costs of creating new customers are measured by lenders to determine the health of that business, they are especially important to manage. The session, which featured a group of senior and sub-debt lenders, discussed recurring monthly revenue, customer attrition rates and the cost to create new customers.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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. Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JULY 14, 2015

In our experience here at PointClear, very few companies are getting it right. A salesperson's view of the customer is often one of someone in the later stages of the buying process. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see. Sales must collaborate with marketing.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. LinkedIn is a great platform to use to develop customer advisory councils. First, I like the format.

Social Media 210

Social Media Marketing Engineering Customer 210

Fill the Funnel

NOVEMBER 10, 2010

Best Customer Experience/Collaboration Program - Green Grass One. Dan McDade/Pointclear posted a good highlight of the conference from his perspective. Note that you can download as either a PDF or Spreadsheet by clicking on the icons at the top left of the tweets-handy for future reference. Best Sales 2.0 Best Sales & Marketing 2.0

Twitter 74

Twitter Conference Omniture Airlines 74

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. Selling to prospective customers in person can only be done one-on-one. The majority of customers prefer inside sales models . It’s Time to Welcome the New Norm.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

OCTOBER 13, 2011

Less than six months later they had lost 50% of their customers and most of their profits. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” After all, there really is little or no magic in making sales calls. Or, at least that is what they thought. They came back.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Jonathan Farrington

JULY 10, 2013

Part of this loyalty is a sense of stewardship – a feeling of responsibility for the welfare, progress and security of the industry as a whole, and that includes everybody who ethically runs a business, everyone in their organisation, their customers and their family.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

JANUARY 20, 2015

You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air.

Lead Nurturing 100

Lead Nurturing Pipeline Lead Generation Customer 100

Jonathan Farrington

APRIL 25, 2012

Salespeople need training in non face-to-face customer contact whether on-line or phone”. The drive must come from the customer, who can no longer abdicate responsibilities to training providers. I discuss this fact in detail with Dan McDade of PointClear – HERE. Never has a diagnostic approach been more critical.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Jonathan Farrington

AUGUST 10, 2012

Agree on a customized solution. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. First here are the universal steps in most sales processes: Find a pain or need. Agree on a generic solution.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JULY 1, 2012

I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Equally, the customer, once convinced of our integrity, is able to enjoy consistent and continuous levels of customer service – well that’s the theory. So how does that work? Deliver on promises.

Customer 38

Customer Buying Cycle Outbound Inbound 38

Jonathan Farrington

OCTOBER 11, 2012

In this scenario, the customer has complete control. Generally, since 80% of sales are generated from 20% of customers, 80% of salespeople’s time should be focused on those 20%. They end up “dancing around” with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale. Simple enough?

PointClear 38

PointClear Hotels Channels Prospecting 38

Pipeliner

APRIL 2, 2018

Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. SalesChats E19: How to Create Deeper Customer Relationships with Jermaine Edwards. In fact, excellent customer relationship tactics can trim off as much as 50% from the sales cycle.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14