Pointclear

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Identify high-level decision makers in prospect companies.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Precise management of lists, lead data, cadence and outcomes drives revenue. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

OCTOBER 1, 2015

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? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

DECEMBER 7, 2010

And perhaps surprisingly, the most frequent responders to voicemail and email have been the more senior-level decision makers such as C-level and senior VP-level executives as compared to lower-level managers. Senior-level executives are 2.5

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

OCTOBER 8, 2013

One must also understand that today’s lower level contacts are doing the majority of the legwork of researching possible solutions because higher level decision makers don''t have time. Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. By Dan McDade.'

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Pointclear

AUGUST 28, 2012

Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. From there marketers can understand and what contributions are required by nurturing those inbound leads, plus how much revenue must be driven by proactive outbound.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

MAY 24, 2016

So start by making sure everyone in your sales and marketing organizations know the answers to the following questions: What constitutes a marketing qualified lead? Does this lead meet your industry, organization size and additional criteria required? What determines that a lead will be accepted by sales?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

JUNE 15, 2017

One finding stood out: 85% to 90% of all inquiries and leads were in a qualification and nurture process that was out of control. The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople. Prospects have a common trait; they lie.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

MARCH 31, 2011

Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs. Of particular interest—and concern!

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Pointclear

JUNE 28, 2018

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Are we marketing to IT decision makers in the Fortune 100? Knowing the difference lets us engage the “real” leads in a meaningful and far more efficient way.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

APRIL 17, 2014

It is downright misrepresentation when companies position themselves as lead-generation experts. That’s how we get our sales funnels clogged with cold leads that waste our time and almost never pan out. They have budget—and a need. And they want to learn more about how you can help grow their businesses.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

NOVEMBER 2, 2016

The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Don’t go overboard.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

MARCH 1, 2012

In our work executing outbound lead generation programs for companies with high investment, complex offerings, we saw some trending last year whereby sales was actually taking marketing dollars and relying on marketing automation to send out emails to drive response. I would add to this discussion one other cautionary comment.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Jonathan Farrington

APRIL 21, 2013

Companies like yours typically sell complex, relatively expensive B2B solutions requiring the involvement of multiple decision makers and multiple levels of evaluation. Now in its second printing, McDade’s book is regarded as the Rosetta Stone of lead generation. “The He can be reached at Dan.McDade@pointclear.com.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

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.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

JANUARY 12, 2012

“We’re on track for a great quarter in lead generation,” she writes. “This month we generated 1,278 leads from all sources—that’s a 30 percent gain over last year! And in spite of higher ad rates, we continue to keep our cost-per-lead under $100!

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

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. The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

NOVEMBER 7, 2011

Many previous contacts at potential strategic accounts have been replaced by new decision makers not on your radar. The lack of internal alignment between marketing and sales causes the two groups to see everything from market definition to lead definition and accountability differently.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

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

JUNE 10, 2016

This needs to be documented along with the cost per sales-accepted lead, per sales-qualified lead, and closed deal. Know what you’re paying (and what you’re getting) and keep close track so you can continuously optimize your lead generation, qualification and nurturing processes. Decision maker not yet named?

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. This process results in the identification of recommended courses of action that are likely to improve sales lead generation results.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. He also is encouraged by hearing that “VPs of sales—when they were being interviewed in the Valley—were asking the CEO what his lead generation strategy was. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Jonathan Farrington

NOVEMBER 2, 2012

My argument against using BANT as criteria to qualify leads is that for most major purchases waiting until the “Budget” and “Timeframe” boxes are checked puts you in the position of entering a deal too late—or more likely not at all. Dan McDade is a recognized thought leader in lead generation, qualification and nurturing.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

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

SEPTEMBER 20, 2012

Bob adds, “I’m afraid that companies become so dependent on the technology and content management and lead generation that they’ll forget those basics. I think there’s been some history of believing that technology is going to solve all of our problems. I still think there is a critical role for sales professionals.

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

JULY 21, 2011

Many C-level decision makers have not yet embraced—and may never—the role of self-education via social media. He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional. SQLs and closed deals) at risk. Executive work styles and late adopters.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

JUNE 12, 2018

Increase the Lead Generation Budget for Qualified Leads. Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast. Because qualified leads close at 25% - 50% greater than unqualified leads, and it happens faster, you need to prime the pump from a guaranteed source.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98