Pointclear

OCTOBER 8, 2013

BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. 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.

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Pointclear

JULY 16, 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 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

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

AUGUST 16, 2018

Long-term leads often prove to be more valuable than those slated for a short-term decision. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In many cases hot opportunities are already baked.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

JUNE 28, 2018

Are we marketing to IT decision makers in the Fortune 100? Is a good lead only one where a decision will be made in the next quarter? Or do you recognize the value of a longer-term lead and the opportunity there for developing a relationship? A total of 41 sales opportunities are currently under development by marketing.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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

AUGUST 29, 2017

Opportunity to improve your current situation. The hardest condition to sell into is opportunity to improve. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. The three conditions are: Fear of loss in your current situation. Many didn’t.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

DECEMBER 14, 2016

If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”. Decision makers and influencers identified.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

MAY 24, 2016

Have decision makers and influencers been identified, their authority confirmed and their agreement to engage secured? Have additional decision makers been identified? Has the decision process and timeframe been uncovered and documented? 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 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)?". One thing I like about LinkedIn is that there are lots of people who genuinely want to help!

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

AUGUST 9, 2016

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. Weigh the cost, weigh the benefit.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Over reliance on inbound marketing leads to smaller deal sizes with lower level decision makers – one client’s pipeline disappeared and their average deal size fell to 1/3 of what it was with a more blended, “allbound,” approach.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

NOVEMBER 7, 2011

Have we beat competitors in head-to-head opportunities this year? Are we sure we’re not missing opportunities? The current slow-recovery economy has companies reducing headcounts or executives leaving for other opportunities. Internal resources may be incorrectly matched to opportunity type.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

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. You already know how many inquiries or deals you get per 1,000 emails, but do you know the opportunity cost of using email only?

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

DECEMBER 22, 2016

If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Jonathan Farrington

APRIL 21, 2013

On the basis of guaranteed appointments large companies send their sales forces on expensive trips (whether across town or across the country) when as many as three out of five of those appointments are with no-opportunity prospects, and at least one out of five doesn’t remember scheduling the appointment.

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. How multi-touch, multi-media, multi-cycle processes multiply results.

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

APRIL 30, 2013

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. That means you need to be there! If you are not doing mobile, you are not reaching your C-level executives.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

DECEMBER 16, 2010

Use outbound to uncover immediate sales opportunities and assure timely coverage. Use multiple touches to connect and engage with decision makers. Focus measurement on opportunity quality, conversion ability and revenue generated. Use cost-per-opportunity and cost-per-deal as measurement indexes.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

DECEMBER 7, 2010

The initial contact cycle—the first time that you touch your market with a combination of those 12 phone calls, emails, voicemail and direct mail—will yield only 40 to 50 percent of the total opportunities.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

MAY 7, 2013

The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

OCTOBER 31, 2013

She regularly sees leads being hidden until a rep knows there is a solid opportunity. 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.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

AUGUST 17, 2011

The manager must match the rep to the opportunity. Maybe not, especially if Mary has special knowledge of the company's industry or has previous contacts with its chief decision-maker. Monitoring and Managing Ideally, a manager helps reps prioritize time so the best opportunities get disproportionately more time.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JANUARY 27, 2017

You have omitted the "qualified sales pipeline opportunities." In the example, they need to maintain a pipeline of qualified sales opportunities of 74 (or less) in many organizations there is a difference between SQL and Qualified Opportunity (fitting more rigorous criteria like closing in a certain period of time.)

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

JANUARY 10, 2012

You can help them by giving them an opportunity to answer questions. How soon are you going to make a decision? Are you the decision maker? I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

Pointclear

JANUARY 12, 2012

The true measure of successful sales lead management should be how well marketing creates opportunities that have a high potential of developing into sales. Her company has already established a relationship with the decision maker, who is expecting Carol’s call.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

JULY 7, 2015

This forces them to process leads as opposed to qualifying opportunities. 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.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

APRIL 28, 2015

That happens 50% of the time and does not mean anything at all—except that the decision-maker is busy and another priority came up. Are you going to wing it and throw the Hail Mary, or are you going to optimize each and every lead opportunity? In the end it’s up to you.

Follow-up 100

Follow-up Lead Rank Lead Scoring 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. Mostly it is because they have been conditioned to expect poor quality leads—often working 100 leads to find 3 – 7 real opportunities (the chances of good sales people doing this is between slim and none).

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

SEPTEMBER 6, 2012

If they’re aware of certain events and things that are happening that create opportunities for them, they can get their foot in the door much faster and be positioned as an expert—whereas without this intelligence they’re just another self-serving salesperson who’s contacting them trying to sell their stuff.”. Don’t come in here.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

AUGUST 30, 2012

If sales doesn’t care about marketing, but marketing understands what their job is—that they’ve got to get this amount of qualified opportunities—I think we can all live with that. And then they’re going to the decision maker and saying ‘You already have 30, let’s go do a license deal.’ That’s just really intriguing to me.

Software 187

Software Software B2B Top of Funnel 187

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

JULY 21, 2011

In the context of this discussion, there are four areas where overreliance on inbound marketing and marketing automation puts the “realization of opportunities” (i.e., Many C-level decision makers have not yet embraced—and may never—the role of self-education via social media.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

Pointclear

MARCH 19, 2013

Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Surviving Change Under Tough Market Conditions. Connections.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. This is where marketers have the biggest opportunity right now and adds that this phase could go on for many months.

Marketing 169

Marketing Social Media Scale Trade Show 169