Jonathan Farrington

JULY 31, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

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

MARCH 31, 2011

Of Those that Fit your Sweet Spot, What Percentage are Decision Makers or Strong Influencers? Taken together, these two sets of responses are summarized with the observation that an average 11% of marketing-generated leads fit the sweet spot and reflect activity from decision makers or strong influencers.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Pointclear

NOVEMBER 2, 2016

Bare essentials: metrics such as revenue and # of employees, decision makers, decision influencers, operating environment (as it relates to what you sell), trigger events, real and/or likely potential compelling events. Don’t go overboard. Spending hundreds up to thousands of dollars per profiled company is not necessary.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

MAY 7, 2013

The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. "You need to understand the bigger picture of how buyers today are networked," Tony says. Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

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. We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Sales managers are looking for help.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Jonathan Farrington

JANUARY 5, 2013

And, a dependence on inbound marketing leads to substantially smaller deals (up to 65% smaller deals) with lower level-decision makers. 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.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

OCTOBER 1, 2015

Marketers must fully integrate with their sales colleagues combining data and processes to: Profile and prospect the right companies and the right decision makers (beyond personas—the actual people) within those companies. You have to bear hug sales. Develop and deliver an integrated, cross-channel communications plan.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Jonathan Farrington

NOVEMBER 2, 2012

Best case you will go through hoops to present column fodder to a decision-maker already aligned with another vendor. Authority (can be decision influencer or coach). Decision making PROCESS identified (not specific to timeframe). Just sayin’. Environment. Pain or need identified AND validated.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

MARCH 19, 2013

Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. Dan uses Zappos.com as an example of a company that uses an EDGY strategy.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

MAY 1, 2012

A $250,000 software solution may require connecting with a CEO, a chief line-of-business officer, and a number of influencers. Contrasted with a lower-value, more transactional product, complex sale lead generation requires greater levels of personal engagement to do the following: Identify and navigate the decision maker/influencer network.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JULY 21, 2011

Many C-level decision makers have not yet embraced—and may never—the role of self-education via social media. Outbound marketing and its emphasis on personal, direct and regular contact with prospects assures correct assessment of decision maker roles and influence early on.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

APRIL 13, 2012

” He notes senior executives are involved at project start when they ask resources lower in the company to do research and then again at the end when it’s time to narrow down choices, make a decision and commit the budget. Marketing: Be provocative and make social media systematic.

Marketing 169

Marketing Social Media Scale Trade Show 169