Pointclear

FEBRUARY 21, 2011

The compassion and commitment to healing and education of: 13. PointClear is proud to be a sponsor of this first-ever recognition of women leaders in managing sales leads. The innovation and diligence in pioneering physical and social science discoveries of: 10. Marie Curie 11. Margaret Mead. Amelia Earhart. Mother Teresa 14.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

JULY 11, 2011

And I might add, you’ll need to use outbound to interrupt prospects earlier as many savvy self-educators can be getting 70% of the way through the buying process without talking directly with one of your sales reps.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

OCTOBER 6, 2010

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Lead Management 145

Lead Management Education Leads Marketing Qualified Lead 145

Jonathan Farrington

JANUARY 5, 2013

Monte Hamilton is an ordained minister, healing practitioner, registered hypnotherapist and holds multiple degrees in business, psychology, and education). He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. The book was published in 2011.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

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. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JULY 10, 2013

The best they can do is to make a sort of “educated guess” based on the facts they can assemble and then rely upon their past experience and knowledge to interpret them. However, in making decisions about people, their motivation and the way they act or react, the leader can never feel completely sure they are right.

Report 51

Report PointClear Loyalty ACT 51

Jonathan Farrington

APRIL 25, 2012

I discuss this fact in detail with Dan McDade of PointClear – HERE. Of equal importance, as Geoffrey suggests, we must re-educate outside sales professionals who are migrating inside in their droves. whilst the serious face-face tasks were left to the more senior and experienced outside sales team.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Few executives I’ve ever spoken to have the time or the patience to be educating your sellers in how to sell to them. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

APRIL 16, 2013

Gerhard, as usual, was a genial, entertaining and tireless host—ensuring that sponsors and attendees were educated, entertained and well-fed—service was as you would expect from The Four Seasons Hotel. Some examples: Marketing: engage, educate, excite, evangelize. As a leader: be transparent, real, human and let go (don’t control).

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

MAY 29, 2012

Marketing automation can be used to sell education and services (client buys XYZ Class 101, automatically gets offered XYZ Class 201 in four weeks). Educational and fun. Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. Well worth the fee.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

OCTOBER 10, 2011

Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell. This education centers around tactics such as is lead scoring, creating email campaigns, building landing pages and tracking new metrics.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

DECEMBER 27, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

MARCH 20, 2014

Founded in 2013, the Senator Club is designed to educate members on modern day sales strategies and technologies. Today''s guest blog is by Ian Adams. Ian is the founder of the Senator Club , a social club for entrepreneurs and sales professionals to get good at sales. Get to know Ian via Twitter and Facebook.'

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

OCTOBER 4, 2016

“… according to exhaustive research, buyers are, in fact, engaging with sellers from the very beginning through the end of their buying journey (through the three stages: ‘Education’, ‘Solution’, and ‘Selection’.”). Questions to Ask to Uncover Need.

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

Pointclear

JUNE 28, 2012

” He characterizes this shift in the following ways: The new buyer wants education from vendors, as well as connections with peers and intelligent third parties. This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. I don’t want to be sold to.’”

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

MARCH 14, 2011

Stone also graciously asked me to talk about my work as chair of the Technology Association of Georgia Education Collaborative.

Lead Generation 140

Lead Generation B2B Leads Marketing Qualified Lead 140

Pointclear

AUGUST 28, 2013

Because of the proliferation of mobile and social technologies, consumers can heavily educate themselves on potential purchases. Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

JUNE 2, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

APRIL 4, 2011

Vendors need to work much harder at collaborating to educate the market. Manufacturing, Education, CPG, Media It would appear that marketing automation vendors share a certain enmity when it comes to their competitors. Could this be part of what is holding the industry back? It certainly isn't helping.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

OCTOBER 11, 2012

Get Involved in the Dialog and Shape the Conversation from an Education Standpoint. It really truly is about what are we doing to communicate with them and really help shape the conversation and get involved in the dialog from an educational standpoint—and not always be so ready to sell.”. I think it’s being found and using inbound.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. LinkedIn is a great platform to use to develop customer advisory councils. Blogging is not about pushing out information.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

SEPTEMBER 17, 2013

Chris said he still has a lot to learn, and sitting in while a sales rep speaks to prospects is a two-way educational street. Click here to start video at this point —I asked Chris about the challenges of managing an inside sales team, and he cited three things a successful manager needs to do in support of their team.

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

SEPTEMBER 24, 2013

More buyers self-educate long before they contact a prospective seller.". The savviest sellers must create opportunities; they don’t wait for them to be fully funded.". Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I I would add timing back to the list. Think: lead nurturing. Craig Rosenberg (TOPO and Funnelholic). "I

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

SEPTEMBER 24, 2015

Marketing provides air cover by nurturing and educating their known universe of prospects. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal. From here Account-Based Marketing is about aligning with outbound sales to generate the largest revenue.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

AUGUST 8, 2011

Many of today’s digital marketing that educates and engages prospects needs measurements that reflect marketing impact on increased revenue per customer as well as increased conversion rates in order to fully capture marketing’s financial contribution.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

NOVEMBER 8, 2012

Today’s customers are self-educating, and she notes that the first thing they do when they think they have identified a need is go to the Internet to get product information for themselves. It talks about selling to the highly sophisticated, self-educated and risk-averse client and how the models and conversations have to change.

Video 174

Video Journal Up-Sell Education 174

Pointclear

JULY 20, 2016

Here is a more typical touch cycle: We dial at different times of the day (which is why we might dial twice or more in one day, but zero out and only leave one voicemail on any given day) and our voicemails and emails are educational in nature and build on one another. They are not “salesy.”. Know When to Move On.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

APRIL 28, 2015

This will provide insight that goes beyond their work history and education. Depending on the number of days between the receipt of the lead and the scheduled call or meeting, send two to three additional emails with prospect specific educational information and/or benefit information. Stay in touch. Find a relevant article.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

SEPTEMBER 17, 2013

Chris said he still has a lot to learn, and sitting in while a sales rep speaks to prospects is a two-way educational street. Click here to start video at this point —I asked Chris about the challenges of managing an inside sales team, and he cited three things a successful manager needs to do in support of their team.

Twitter 124

Twitter Inside Sales Video Motivation 124

Pointclear

JANUARY 15, 2013

Find out about the average age, education and experience of your potential partner’s staff. These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. For example, our staff averages 42.7

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

OCTOBER 30, 2012

It can be a Webinar, ebook, downloadable tip sheet, self assessment or educational video series (like my free sales training videos ) that solves a common problem or addresses a popular fear or myth. Start netting leads by creating content that is provocative—compelling enough to cause prospects to sign up for more content they’re craving.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

AUGUST 21, 2013

Among the many arguments used to relegate cold calling to the duckpins of history is that educated buyers have access to more information than ever and that 70 percent of the buying process is completed before a sales rep needs to get involved in a sale.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

JUNE 15, 2012

While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

FEBRUARY 26, 2013

But self-aware salespeople, with an education in potential cross-cultural pitfalls, are better equipped to avoid misunderstandings, win trust, and make the sale. And marketers can incorporate suggestions for those personal touches in their email templates. Cross-cultural leads are harder to close. There’s no way around it.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

APRIL 18, 2012

He describes the argument in the following way: “If social media is becoming more and more an important part in the way that buyers educate themselves about products and services they are exploring, then, frankly, a lot of companies are going to be a little flat-footed right now in terms of being able to really take full advantage of that.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JANUARY 11, 2011

Also, lead nurturing allows the prospect to self educate without the need for a constant human touch. Scoring and nurturing used to be “nice to haves” and they are now “must haves” Reps need to be able to prioritize their workloads and lead scoring helps them separate activity from real opportunity.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

MAY 30, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Besides being bright, educated, culturally diverse, sophisticated, sales winners must manage time, stay calm and competitive and be fast and fearless. Qualities of an Inside Sales Winner.

B2B 164

B2B PointClear Inside Sales Solutions Selling 164