Pointclear

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. Needs what the company sells.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. Our group is capable of navigating a prospect organization to find the right decision-makers. Testing and data over opinions and conventions.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Also, while this may not seem intuitive, our experience over the years has shown that the more senior level decisions makers (C-level, Sr. VP level) are 2.5

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Marketing Qualified Lead 167

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 Marketing Qualified Lead 51

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

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). 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.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

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. Enterprise companies can’t assign authority for a purchase when the solution has not yet been imagined.

Lead Rank 230

Lead Rank Lead Scoring Marketing Qualified Lead Leads 230

Pointclear

JULY 17, 2013

Scheduling an on-site meeting with the committee of decision-makers will be almost impossible—especially because the committee of decision-makers now has up to 21 people in it, and most of them telecommute. As many as 100 million people are expected to telecommute to work by the year 2013.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

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

JANUARY 18, 2017

Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

JUNE 15, 2017

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. It took weeks to get through to inquirers; there were eight attempts before inquirers were declared dead.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

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

JUNE 28, 2018

Are we marketing to IT decision makers in the Fortune 100? I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%. While this may seem like an extreme example, it is not so extreme that you should ignore it. I asked him how much our leads cost and he said $650.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

SEPTEMBER 9, 2015

Marketing decision makers, rest assured. Amidst this overwhelming landscape of marketing technology, what’s a marketer to do? In response to this dilemma, I wrote an article for TMCnet’s Customer Magazine entitled, “How to Get Your Head Around Data-Driven Marketing.”

Data 100

Data Marketing Decision Maker Vendor 100

Pointclear

MARCH 20, 2014

Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. You know when you get excited about new inbound leads. And you soon realize you are completely wasting your time. Well, I called 185 inbound leads like that, in one week.

Inbound 262

Inbound Marketing Qualified Lead Leads Social Media 262

Pointclear

AUGUST 16, 2018

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 113

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. The Truth About Leads can be purchased on Amazon: [link] McDade is President of PointClear a B2B sales prospecting company, which he founded in 1997.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

MARCH 27, 2014

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

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

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

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. More importantly, these high-ranking executives are about 2.5

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

AUGUST 29, 2017

The paucity of self-actualized decision makers is what causes so many “no decision” outcomes. “No No decision” happens when the buyer or buyers perceive there is more risk in buying something than in doing nothing. See how closely these personal goals tie to Maslow’s hierarchy of needs? Look at your forecast.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

APRIL 17, 2014

Conclusion : Unless you are selling a relatively low-priced commodity, over-dependence on inbound leads to smaller deals with lower-level decision makers. An optimized balance of inbound and outbound marketing techniques, i.e. “allbound marketing,” consistently generates high quality leads that ultimately produce revenue.

Inbound 257

Inbound Marketing Sales Qualified Lead Scale 257

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

Pointclear

FEBRUARY 2, 2017

Are we marketing to IT decision makers in the F100? Watch this brief video to learn how to establish a lead definition. Generally speaking, companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Or are we looking for IT security execs at enterprise-level healthcare organizations?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

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 18, 2016

Inbound drives smaller deals that often involve lower-level decision makers : Marketo said it best: “It’s unlikely that CXOs are going to spend time trolling the web for blogs and other content.” But obviously not enough. This number is proof that it will take outreach to engage your entire target market.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

NOVEMBER 29, 2012

We need some information about the lead: how soon are they buying, what’s the application, and are they the decision maker?”. “I “How about someone in Marketing forecasting the leads we need to make quota?”. “We I need more leads; good leads.”. Last month we ran a list of the wishes from marketers to salespeople.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

AUGUST 9, 2016

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing 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. As it turned out, we identified and connected with a number of new decision makers at the customer’s business and delivered a multi-million dollar opportunity that the account manager was not aware of.

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

JANUARY 16, 2018

And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. 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

JANUARY 24, 2012

They target the purchase decision-maker. We don't pitch our services to GE or Boeing. We pitch them to Gloria or Bob. B2B marketers don't target Monolithic Company X or Big Conglomerate Y. And that person has a name, a face and probably a LinkedIn account.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. Few senior executives want to be treated like the human equivalent of a pinball, capturing your attention only when they have hit the right bumpers and scored enough points.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

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.

Lead Rank 248

Lead Rank Lead Scoring Marketing Qualified Lead Leads 248

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

Pointclear

OCTOBER 31, 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.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207