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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

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. There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

Pointclear

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Build it and they will come.” But can you build enough content and who will come?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

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. Something else not well understood in marketing and sales circles is the importance of certain metrics. If just one out of four suspects is actually a prospect, treat the prospects like gold.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

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. Decision maker engaged.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Build it and they will come.” But can you build enough content and who will come?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

NOVEMBER 2, 2016

There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Download our relational segmentation article here.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

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. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

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

MAY 24, 2016

Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. What determines that a lead will be accepted by sales? Have additional decision makers been identified?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

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. The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) direct mail and personalized tele-prospecting outreach).”.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. Walk out of your office and ask the first three marketers and the first three sales executives you see these three questions: How do you define our market? Not 50 things.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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. Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. 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)?".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? So, you can’t wait for that condition to occur to begin selling to the prospect. Ultimate benefits resonate with your prospects’ or customers’ professional desires. Once that level is fulfilled the next level up is what motivates us, and so on. Save lives.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. Long-term leads often prove to be more valuable than those slated for a short-term decision. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. A survey Of 175 B2B buyers reveals what they want to see on vendor websites. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

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. Are we marketing to IT decision makers in the F100?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Next-year decision?

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

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, I keep hearing that I have to increase sales activity to increase sales. Can you qualify the unqualified sales leads before you give them to me?”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Many previous contacts at potential strategic accounts have been replaced by new decision makers not on your radar. This will result in inefficiencies and lost deals.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. Often hot leads are really prospective buyers that have already been sold by another vendor.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 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. This time we are going to talk about how sales reps look a gift horse in the mouth, why and what to do about it. Agreeing on a generic solution (a critical step mostly skipped by sales reps).

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

JANUARY 24, 2012

They target the purchase decision-maker. Is it challenging to find the prospects? Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? We don't pitch our services to GE or Boeing. We pitch them to Gloria or Bob. Is it worth it to find them?

B2B 192

B2B Social Media Face-to-face Twitter 192

Jonathan Farrington

APRIL 21, 2013

They are really scheduling “appearances” and creating the illusion that these appearances are with qualified prospects. The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. The reason?

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For B2B companies with a complex sales process, more than half need to be outbound sourced.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. Identify the problem.

Sales Management 153

Sales Management Hiring Territories Compensation 153

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

JANUARY 16, 2018

I turn problems into challenges, and it's a fascinating exercise to do, but if your body perceives something as a problem, for example, being in sales and your boss comes to you and says, 'Jill, you're having a terrible month. You've got a real problem there with your prospect. What are you going to do about it?'

Decision Maker 100

Decision Maker Microsoft Face-to-face Exercises 100

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect. What Is a Multi-Touch Cycle?

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

DECEMBER 7, 2010

Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints. Results multiply when lead nurturing strategies multiply.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

MARCH 1, 2012

Successful demand generation strategies fill the sales funnel with the right prospects and engage them correctly so they progress from marketing qualified leads (MQLs) to sales accepted leads (SALs) and sales qualified leads (SQLs). Lack of alignment between marketing and sales. Not enough of the right content.

Demand Generation Targets 165

Demand Generation Targets Demand Generation Sales Qualified Lead Lead Management 165