Pointclear

AUGUST 28, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). As info, 20-30% of opportunities or leads developed for clients are as the result of a call or email back due to our outbound voicemails messages followed by outbound emails.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

JUNE 28, 2018

Are we marketing to IT decision makers in the Fortune 100? While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

APRIL 24, 2018

Whether or not they have assigned junior staff to do research, it pays to reach out directly to your decision maker—in the way he or she prefers. These include renewals, consumable purchases, webinar reminders and follow-up, and automated follow-up after a prospect downloads content.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

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)?". Just don't beat yourself up because you have a low close rate if you knowingly go after low probability business.". "I

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

DECEMBER 22, 2016

The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. I like to call it appearance setting.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

AUGUST 16, 2018

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Here’s an example: Marketing spends $60,000 to generate 80 leads.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

DECEMBER 14, 2016

Decision makers and influencers identified. Decision maker engaged. Decision-making process documented. The ten attributes of a well-qualified lead are: Targeted SIC or NAICS code. Firmographics (revenue, # of employees, # of locations…). Business pain(s) uncovered and validated.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

APRIL 17, 2014

High-performing reps avoiding inbound lead follow-up; and 3. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! Joanne Black , No More Cold Calling AND Pick Up the Damn Phone : "You Call That a Lead? they''ve lost their hunting skills and wind up going hungry.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

NOVEMBER 2, 2016

Data validation and enhancement: Have you ever been in the position where you have so much data that you are tempted to either clean it all up or throw it all out? Avoid the missed potential that traditional database clean-ups miss. Audience acquisition: HIMSS is coming up (as are lots of other big shows.) Don’t go overboard.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends. Not the right time?

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MAY 18, 2016

Inbound drives smaller deals that often involve lower-level decision makers : Marketo said it best: “It’s unlikely that CXOs are going to spend time trolling the web for blogs and other content.” But obviously not enough. This number is proof that it will take outreach to engage your entire target market.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

AUGUST 9, 2016

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Here’s an example: Marketing spends $60,000 to generate 80 leads.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

SEPTEMBER 18, 2012

Over the past several weeks I have written about: How too much time and attention is being focused on inbound marketing at the expense of outbound marketing and how that focus leads to smaller deals with lower level decision-makers. That is looking a gift horse in the mouth.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Jonathan Farrington

APRIL 21, 2013

The biggest complaint heard from C-level executives is that they have historically had no idea whether or not leads were being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are. However, to call what these firms provide an “appointment” is a misnomer.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

APRIL 30, 2013

We started our discussion talking about the economy and as Jamie shares things are looking up. Fortunately, he is seeing the reverse of that right now as they aniticipate the economy warming up, budgets are starting to loosen up. In his experience sales and marketing typically leads the economy. 60secondmarketer.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. As background, we delivered a report to a client this month that, among other statistics, showed that it takes 9.82 touches to engage with a prospect. What Is a Multi-Touch Cycle?

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

JANUARY 12, 2012

In his rookie year, he wasted enormous amounts of time following up on so-called “A+" sales leads from marketing. ” Jennifer’s report says nothing about the core processes that make up sales lead management: lead qualification, lead nurturing, or what the sales force has done with previous leads.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

MARCH 1, 2012

It’s a good read partly because of the follow-up comments from vendors, industry consultants and marketing professionals. The expectation was that sales could depend on this activity to drive qualified leads, but the reality was that most responses came from lower-level decision makers and resulted in smaller deal sizes.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

AUGUST 17, 2011

Maybe not, especially if Mary has special knowledge of the company's industry or has previous contacts with its chief decision-maker. Four to six of these may require up to 50 percent of a rep’s time, and four to six accounts may require another 25 percent. There is good coaching and bad coaching. Identify the problem.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? What are sales and marketing leaders saying about it?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JANUARY 27, 2017

What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Wrap-up from Dan McDade. Inbound leads tend to identify lower-level decision-makers and smaller deals. The logic behind this calculator makes tons of sense.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

JULY 7, 2015

According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. Part 2 (coming up). Part 3 (coming up). VS. I am Abe Lincoln at ACME, and I am the ultimate decision maker. Trish Bertuzzi.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Jonathan Farrington

NOVEMBER 2, 2012

Neil Rackham delivered the keynote address at this year’s national US Business Marketing Association meeting and is quoted in “BtoB Magazine” as follows: “ Sales and marketing are two functions with an identical mission, so how can they be like ships passing in the night?”. 3 Steps to Align Sales and Marketing. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

AUGUST 30, 2012

He also is impressed with the proliferation among start-ups in theSilicon Valleyof growth hacks: “You could define it as this sort of hack or feature that you do from a marketing perspective or from a sales perspective—whatever it is that drives growth. They’re building up an install base. There are all these things we’ve got to do.’

Software 187

Software Software B2B Top of Funnel 187

Pointclear

SEPTEMBER 6, 2012

She notes a second factor is the challenge gaining access to corporations and creating movement, a difficulty grounded in the workstyle and responsibilities of today’s executives: “When we’re dealing with today’s frazzled, crazy-busy decision makers, the truth of the matter is the only thing that they can do is protect their own time.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Data tracking, aggregation and measurement.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

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. Let’s take lead scoring for example: the more senior the executive the less likely they are to give up their “digital body language.” I don’t place all the blame on marketing.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Pointclear

MARCH 19, 2013

We came up with these philosophies that have a profound impact when applied practically.”. Dan believes that learning from failure requires the discipline to test ideas, to measure what worked, to avoid repeating mistakes, and to deny the immediate gratification of giving up or settling for less than true success. Extreme Behavior.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

JUNE 12, 2018

It doesn’t involve pumping up quotas (really now, if they didn’t make it under the old quota, what makes you think…?). Also, getting a new sales manager at mid-year won’t have an impact until the following year. Start driving up qualified leads now, from July through the end of the year, and sales will jump.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Pointclear

APRIL 13, 2012

Reps can then leverage reports of activity and information on potential needs to engage in intelligent outbound to build a broader base of support with the decision maker team. You can connect with Jeff and learn more about his marketing and sales leadership work by visiting the following resources: Jeff Ernst on Twitter: @JeffErnst.

Marketing 169

Marketing Social Media Scale Trade Show 169

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98