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. Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

APRIL 15, 2014

What he did talk about was an eye-opening presentation about how to bring the “startup mentality” to enterprise companies. All of us in the enterprise can embrace the same entrepreneurial spirit.”. Enterprises marshal the weight of expertise and success to deliver value to the market and themselves. It’s all about the mindset.

SAP 214

SAP Enterprise Enterprise Conference 214

Pointclear

AUGUST 27, 2018

Peter Drucker is more widely quoted as saying "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and innovation. Do not waste your creativity and talents on a backward enterprise that’s bound to fail.

Company 124

Company Marketing SalesForce Maximizer 124

DialSource

JULY 8, 2020

If you want to continue to close enterprise accounts, the type of accounts that used to require boardroom meetings and fancy dinners, then you will need to find a new way to sell. According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

OCTOBER 8, 2013

Enterprise companies can’t assign authority for a purchase when the solution has not yet been imagined. BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. Truth is, many companies buy solutions that have never been budgeted.

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Pointclear

NOVEMBER 7, 2018

Certainly no other enterprise with comparable possibilities need involve so little risk. We know what is most effective, and we act on basic law. Advertising, once a gamble, has thus become, under able direction, one of the safest business ventures. It is written as a text book for students and a safe guide for advertisers.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Pointclear

APRIL 4, 2011

For marketing automation to truly take hold in the enterprise, more departments like IT and Finance need to weigh in. It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. This is not a problem, but an opportunity.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

MAY 5, 2017

InsideSales.com enterprise customers include ADP, Microsoft and Groupon. InsideSales.com has received numerous accolades for its technology, including being named to the CNBC Disruptor 50 and Forbes Cloud 100 lists and earning recognition as one of the fastest growing companies, according to Inc.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JANUARY 23, 2017

It’s the enterprise deals that count. Otherwise all the leads are wasted. Satisfied Customers vs. Raving Fans. ABM is not about one-off deals, but forging the strong relationships that last past the close. Small Deals vs. Big Deals. Smaller accounts can be a distraction both before and after the sale. Silos vs. Alignment.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

FEBRUARY 2, 2017

Or are we looking for IT security execs at enterprise-level healthcare organizations? Generally speaking, companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Are we marketing to IT decision makers in the F100? In one case recently a client sent us 4,200 prospects.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

OCTOBER 10, 2011

” The short answer is they seem to be learning this “on-the-job” and this can be quite a challenge especially in the enterprise organization. The typical CMO in a larger enterprise has been in marketing most, if not all, of their professional career.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

NOVEMBER 29, 2016

We had a client a number of years ago that blew through over $100,000,000 in venture capital because the marketing department was marketing $10,000 point solutions and the sales department only wanted to sell $1,000,000 enterprise solutions. It does not really matter who was right and who was wrong.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

DECEMBER 16, 2016

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. On average, inbound leads drive smaller deals with lower level decision makers.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

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. Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

APRIL 30, 2013

In years past it’s been primarily large enterprise level companies who were in mobile, and now these small and mid-size companies are jumping in as they realize if they don’t then their competitors will. For five years we’ve been saying this is the year of mobile, and all of a sudden we’re saying, ‘oh, this really is the year of mobile.’

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

OCTOBER 9, 2012

Do you believe that an enterprise software solution lead, as an example, should be budgeted to cost $300 or less? B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

SEPTEMBER 26, 2011

” That's not the kind of message you’d usually associate with enterprise computer maker Hewlett-Packard , but HP knows the Facebook audience. “We're hanging with Marchesa this week in NYC for one of the most buzzed about events around—Fashion Week!” “It's a three-day weekend in the US for Labor Day.woohoo!

Facebook 216

Facebook B2B Marketing Airlines 216

Pointclear

FEBRUARY 26, 2013

He developed thought leadership content based on surveys and qualitative research for Deloitte Growth Enterprises Services, Forbes Insights, and Ernst & Young, and did research projects on behalf of the Gates Foundation and the Nuclear Threat Initiative.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

JULY 26, 2012

Click to start video at this point — In response to a question about how the demand waterfall addresses different target tiers like enterprise and named accounts, Tony comments, “What’s the role of marketing going to be vis-à-vis a global account vs. a territory account vs. an SMB account, and for your channel?

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

JUNE 26, 2012

I am beginning to think much more about sales force design and how smart approaches to this issue might pay off for enterprises in the coming years. Anyway, these are some of the questions that have stuck with me in the weeks since that conference.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

JANUARY 31, 2012

Buyers are relating differently with the use of Enterprise 2.0 Buying cycles are getting longer with more touches happening before sales engagement. Buying processes are changing and involve unique decision models. and social technologies. Recent IDC research is very telling in terms of how sales reps are performing and what buyers think.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MAY 30, 2012

He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

AUGUST 30, 2012

He again mentions Box and Zendesk that are creating essentially consumerized enterprise software by first building an install base of individual users, and then bringing in the sales team. Click to start video at this point — Craig says he is really intrigued by a lot of what’s happening with tech start-ups getting huge VC valuations.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

SEPTEMBER 12, 2011

Here are some big ideas that I took away from the show… The Social Enterprise The central focus of the show was leveraging the power of social media to reach and help more customers. ” Salesforce believes that enterprises will bridge the social divide through… Creation of a social customer profile.

Jigsaw 150

Jigsaw SalesForce Ideal Customer Profile Scale 150

Pointclear

MAY 1, 2012

Let’s look at lead definition criteria that are aligned with funnel stages in an example based on a provider offering a $250K cloud-based, enterprise solution. If they are in an early exploratory sales funnel stage, they may also require ongoing contact via a proven lead nurturing process.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

JULY 21, 2011

But a proven outbound approach is needed when selling a six- or seven-digit enterprise solution with a long sales cycle to a multi-disciplined executive group. Technical specifications are to the point, and the buying process may include ordering online or rep engagement with a single contact in a purchasing group.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184