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 24, 2016

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

JULY 16, 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. Lead Quality Drives Increased Revenue.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. 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. VP level) are 2.5

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

OCTOBER 8, 2013

If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! 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. By Dan McDade.'

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. Starving the pipeline of new prospects. A 100% True Story.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. Long-term leads often prove to be more valuable than those slated for a short-term decision. In many cases hot opportunities are already baked.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

MARCH 20, 2014

You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. Well, I called 185 inbound leads like that, in one week. After making that many calls, you start to recognize behavioral patterns in the leads.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

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)?". Here is a distillation of the scores of responses I received: "To what extent are the leads qualified to begin with?".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. All because the CEO did not insist on a common definition of a lead. Define what a lead is. A couple of years ago I wrote a blog for Salesforce.com about lead definition. Who are we selling it to?

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

FEBRUARY 2, 2017

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? With technology it is now possible to get more poor quality leads to sales faster than ever before. Watch this brief video to learn how to establish a lead definition.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. Forty are short term, and 40 are long term.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. In the last blog we talked about lead rates. 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

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. I feel that marketing automation can be a good thing and we use it ourselves, however, the reality is that the more senior decision makers are more averse to giving up their digital body language.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

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. Lead Quality Drives Increased Revenue.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

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

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

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. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Next-year decision? Take Steve, for example.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting. I was surprised at the level of detailed feedback I received.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

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

DECEMBER 7, 2010

Results multiply when lead nurturing strategies multiply. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. 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.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

JUNE 28, 2018

Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. What constitutes a good lead? This is all because the company did not agree internally on its market, the definition of a lead or what they sold. It’s also your responsibility to enforce the decisions.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 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

JANUARY 18, 2017

When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. We spoke with three decision-maker/influencers and two executive assistants.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

APRIL 17, 2014

Deal sizes gradually decreasing as inbound leads increase; 2. High-performing reps avoiding inbound lead follow-up; and 3. The percent of sales accepted leads decreasing while lead quotas increase.”. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! But you need both!

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

MARCH 27, 2014

After the news portion of the program, Paul and Allan invited me to the microphone where I weighed in on the following topics: Marketers are still too focused on lead quantity and not focused enough on lead quality. Use voicemails and emails with compelling content to generate and follow-up on leads. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

SEPTEMBER 9, 2015

Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. Marketing decision makers, rest assured.

Data 100

Data Marketing Decision Maker Vendor 100

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. In most companies, leads are sent to the sales force too soon. Marketing automation has made it possible to get more poor-quality leads to sales faster than ever.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

MAY 18, 2016

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. 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.

Revenue 140

Revenue Inbound Outbound Marketing 140

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, We want qualified leads.”. Webinar attendees aren’t leads; get me leads.”. If they want me to sell more, give me more leads.”. What gives?

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

AUGUST 29, 2017

Instead of leading with how many gigabytes of storage the device had, Apple led with “1,000 songs in your pocket.”. However, when marketing or selling, you can’t simply lead with the ultimate benefit. The paucity of self-actualized decision makers is what causes so many “no decision” outcomes. “No

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

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. What Is a Multi-Touch Cycle?

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100