Pointclear

OCTOBER 19, 2017

We’ll show you using compiled, aggregate data from a variety third-party sources that it costs $66.34 per hour for a PointClear outsourced teleprospecting resource. How do your well-compensated sales reps perform (and stay motivated) while you’re filling a vacant set and getting the new hire up to full productivity?

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

Pointclear

FEBRUARY 4, 2014

But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Data flows like a river through the world, regardless of what problem it is asked to solve.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

Pointclear

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Marketing Automation Software That Delivers the Most Data Wins. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn.

B2B 203

B2B LinkedIn PointClear Marketing 203

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 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Report: Data, content drive email marketing. Online content in the sales and marketing industries is dynamic and constantly changing. Staple Yourself to a Lead. Via B2B Marketing Insider.

B2B 185

B2B Lead Rank Lead Scoring PointClear 185

Pointclear

SEPTEMBER 9, 2015

In response to this dilemma, I wrote an article for TMCnet’s Customer Magazine entitled, “How to Get Your Head Around Data-Driven Marketing.” It all boils down to this: Use the return on little-data-driven marketing activities to pave the way to big data projects—if and when it makes sense. Click here to read the article.

Data 100

Data Marketing Decision Maker Vendor 100

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

OCTOBER 14, 2011

PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event.

PointClear 154

PointClear Twitter Facebook LinkedIn 154

Pointclear

MARCH 26, 2013

Software programs that explain the most data, verified by the most evidence, are better than those that do not. 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. Those with the most data will win.

Software 205

Software Software Data Marketing 205

Pointclear

JANUARY 13, 2017

It is about all data sources. -It Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. It is a strategy. -It

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

Pointclear

MAY 23, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Mark Emon of Marketing Profs advises that incorporating marketing analytics is vital in a time when "most marketing organizations are drowning in data and starving for information." billion two years ago.

Competition 190

Competition B2B PointClear Marketing 190

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

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% ITSMA’s data says that for high-consideration technology solutions, this is a myth. That’s more than triple the number of leads generated without a built-in nurturing process.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

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. Dirty data doesn’t help and is costly to clean up. More leads are better than fewer leads. Leads suck.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

JUNE 7, 2016

The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Set sales straight—it’s a win win.

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. The client provided us with a purchased list comprised of target companies, and data points included the presence of the required CRM, the number of seats, as well as each company’s revenue, employee count and SIC code.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Pointclear

MAY 28, 2015

Executives must set the expectations for sales and marketing to: Provide necessary materials and related data: This can vary depending on what a particular vendor needs to be successful. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. Executives set the tone.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

JULY 17, 2012

” The table below is live data from a real client (large software company owned by an even larger software company) though the names have been changed to protect the guilty: In essence, what this table says is that for this software company (relatively expensive solution—a considered sale, if you will), the least expensive source for leads (..)

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Jonathan Farrington

JANUARY 5, 2013

The Big Data buffet will lead to bloated databases and inaction rather than action! Big Data has the potential to “complexify” rather than simplify decision making and that could lead you to acting yourself into thinking and worse results rather than better results. I have been a data guy for over thirty years.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

JULY 14, 2015

Of course there are still the laggards—those companies whose marketing and sales do not agree on basic parameters of what a good lead is; however, in my opinion, this segment is shrinking due to better data and higher visibility of this issue. In our experience here at PointClear, very few companies are getting it right.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

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. As Frank Slootman, CEO of Snowflake said, “COVID-19 has catalyzed the importance of data as everyone is looking for real-time analytics to make sense of what’s happening to them.”

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

The Pipeline

MAY 13, 2011

Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. PointClear PD. PointClear PD. Don’t hold it back, give it away. That is how you build trust. Also, train the sales team on the buyer funnel, not just the sales funnel.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 21, 2017

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. The process doesn’t end with a single round of data cleanup, segmentation and prioritization. Ongoing testing to differentiate characteristics reveals the most valuable segments.

Lead Rank 100

Lead Rank PointClear Data B2B 100

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. The CSO Insights and ClearSlide data showed that 70 percent of reps don’t validate prospect interest during the sales cycle. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

FEBRUARY 11, 2014

The amount of data available to marketers today can be overwhelming. The amount of data we can get from marketers these days is remarkable. In the past she had studied the breadth and the accuracy of marketing data, but with this study she focused on the depth. Some marketers had thousands of records pertaining to one account.

Trade Show 221

Trade Show Scale Marketing Direct Mail 221

Pointclear

DECEMBER 12, 2013

Just like listening to a conversation in a language you don’t know, without context, information is simply various data points – which means the silos of Big Data you’ve purchased or harvested, waiting to be leveraged by some brave salesperson or marketer, are just silos full of noise. Back to Big Data. to sell the solution).

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

OCTOBER 20, 2017

I also included a link to the data that show you how this is so. We’ve done the analysis that shows that PointClear’s outsourced lead generation approach generates 92.35% more revenue. More Effective. Usually that objection has to do with the belief that only their own employees can represent their company.

Outsourcing Services 124

Outsourcing Services Lead Generation Sales Qualified Lead Sales Outsourcing 124

Pointclear

MAY 1, 2013

Although it seems as though everyone is talking about big data and the need to overcome the challenges of managing data, the key is to not focus on all of the data, just the right data. For marketing and sales leaders, your work stream is your CRM system.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

MARCH 19, 2018

D igital analytics , as stated in the glossary of AT Internet , “…encompasses the collection, measurement, analysis, visualisation and interpretation of digital data illustrating user behaviour on websites, mobile sites and mobile applications.”. “An

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

DECEMBER 18, 2012

2013 Predictions—Why Big Data Shouldn’t Be the Focus. While he said Big Data would be a major focus, it wasn’t the area that he thought sales should be focusing on. What About Little Data and Social Media? Technology and data are driving a fundamental change in these models. Anthony agreed with this wholeheartedly.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JUNE 10, 2014

The data gave him “ammunition that the problem really needed fixing.” Sure, agents can note in their records that customers were calling about a benefit, claim, or other issue, but according to customer service director Bob McDonald, those notes didn’t give him “actionable items to work on.”

Analytics 202

Analytics Customer Service System Benefit 202

Pointclear

OCTOBER 2, 2012

He notes that when they survey sellers on a hundred things marketing produces—like a data sheet, a webcast, a white paper, an event, etc.—sellers Ginger Conlon, DM News, talked about harnessing big data and embracing “social”: Click to start video at this point —On the marketing side, Ginger notes there is a lot of talk about big data.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. 4) Customer data standardization is critical for ABM. So why is ABM the new must-have for B2B marketers?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. Keeping data clean is critical to lead generation success. The process doesn’t end with a single round of data cleanup, segmentation and prioritization. Most know that there is no such thing as a “good list”. Yet, it is frequently done wrong.

eBook 100

eBook Lead Rank PointClear Revenue 100

Pointclear

MAY 23, 2011

Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. Is the data correct? Over the last two years, we published reports on the data coming from compiled data vendors.

Resources 160

Resources Marketing B2B Study 160

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. 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.

Marketing 247

Marketing Outbound Inbound Vendor 247