Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Pointclear

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads. Calls were split: 5 were make to decision-makers/influencers and 5 were made to executive assistants.

Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

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. Decision makers and influencers identified. Decision-maker engaged.

Guest Post: The Fallacy of Appointment Setting

Jonathan Farrington

Companies like yours typically sell complex, relatively expensive B2B solutions requiring the involvement of multiple decision makers and multiple levels of evaluation. General Appointment Setting Dan McDade Lead Generation PointClear The Truth About Leads

Sales Lead Generation: Saving Money – Killing Performance

Pointclear

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. How successful do you think someone being paid $11 to $12 per hour will be in navigating to, and having conversations with, senior decision-makers at organizations that will spend five to six digits or more for solutions? He liked us. Trusted us. Told us we had the deal.

Guest Post: Yikes! We have met the enemy and it is us!

Jonathan Farrington

Best case you will go through hoops to present column fodder to a decision-maker already aligned with another vendor. Authority (can be decision influencer or coach). Decision making PROCESS identified (not specific to timeframe).

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What's it take to generate leads that fuel your forecast?

Pointclear

Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

Pointclear

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. Has interest from a decision maker. Plans to make a purchase decision in six months or less. Identification of decision makers and influencers.

Get 3X B2B Marketing ROI by Nurturing Leads

Pointclear

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% Address each account and decision-maker uniquely, meeting their specific needs with specific information in a consultative way to help them progress toward the right solution for them. Lead nurture can triple the return on most marketing campaigns.

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An Allbound Marketing Approach Closes Your Revenue Gaps

Pointclear

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.” To learn more about RING, download PointClear’s whitepaper, (no registration required).

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Value is important, but B2B buyers are often deeply invested at a personal level in the decisions they make. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

Pointclear

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.

Lead Generation: A Watched Pot Never Boils

Pointclear

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

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

Pointclear

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). However, exclusive use of marketing automation to qualify leads will end up driving smaller deals with lower level decision makers; and will leave the larger, more strategic deals on the table—open to the competition—while you wait for those prospects to score more points.

Dear CEO: Fix these three things and increase revenue

Pointclear

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? Once you make decisions (about market, lead definition and messaging), stick with them. It’s also your responsibility to enforce the decisions. Next-year decision? I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%.

Guest Post: Undead, Out Bound, Bloated Data and Dashing Dashboards

Jonathan Farrington

And, a dependence on inbound marketing leads to substantially smaller deals (up to 65% smaller deals) with lower level-decision makers. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.