Pointclear

JUNE 15, 2017

All inquiries (even hot leads) were then passed along to the nurture department. The rules required that each inquiry needed a time frame for purchase, a decision maker, and a budget. They say they aren’t going to buy right away, they have no budget and they are not the decision maker. They are lying.”.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Next-year decision? Budget undefined?

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

NOVEMBER 29, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “So, How about someone in Marketing forecasting the leads we need to make quota?”. “We I need more leads; good leads.”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

JANUARY 16, 2018

And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. Jim Obermayer is the founder of the Sales Lead Management Association. To learn more about Jill, you can read about her professional background , personal insights and sales philosophy.

Decision Maker 100

Decision Maker Microsoft Face-to-face Exercises 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. If you want to read more about proverbs and their origins, click here.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

JANUARY 10, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. How soon are you going to make a decision? Are you the decision maker? You can help them by giving them an opportunity to answer questions.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

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

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. Just sayin’.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JULY 7, 2015

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. VS. I am Abe Lincoln at ACME, and I am the ultimate decision maker. I am invisible to you.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

FEBRUARY 2, 2012

This award was made possible because of our team’s ability to develop and apply marketing analytics innovations that improve operational efficiencies and deliver to clients the qualified leads they need. 4:15 min —How analytics are used in lead generation. Data tracking, aggregation and measurement.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176