Pointclear

APRIL 11, 2018

The timing and number and type of touches makes up what is called a cadence, which must be carefully orchestrated. Following is how we build a cadence for a client: Execution Strategy. Following is how we build a cadence for a client: Execution Strategy. This is, in fact, the cadence designed for the client in this example.

Sales Qualified Lead 113

Sales Qualified Lead PointClear System Leads 113

Pointclear

APRIL 28, 2015

Following the prayer, the quarterback threw a quick pass over the middle to score. 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. 2) Communication.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

DECEMBER 12, 2017

Lower level workers give up their digital body language (score points in marketing automation) while more senior executives do not. However, it is much easier to navigate from the top down than it is to navigate from the bottom up. No sales rep is going to follow-up on leads where only one of 10 of them is qualified.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Leads 157

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Marketing’s accountable for delivering sales qualified leads (or should be) and Sales must be accountable for following up on those leads. You’ve come to the wrong place.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

FEBRUARY 13, 2018

Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Following is an edited transcript, or you can listen to the program in its entirety here. You're absolutely right.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism. follow up voice mail.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

JANUARY 10, 2018

One analysis documented the following: “The average cost per lead across all the companies surveyed is almost $200 ($198.44). How many leads do you think a sales rep will follow-up on to get 3 – 5 real opportunities? PointClear associates see this in action every hour of every day.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? They won’t get followed up. When a real person talks to a real person, and does it well, relationships and trust follow. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JUNE 21, 2018

PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Rank 100

Lead Rank Sales Qualified Lead Revenue Lead Scoring 100

Pointclear

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. It also helps both parties be clear on mutual responsibilities and follow-up.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

MAY 23, 2017

If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. Why don’t they follow-up? Not very efficient, right? And, guess what the reality is?

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Pointclear

JUNE 5, 2017

The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. An accountable sales organization is accountable for follow-up activity. At PointClear, we facilitate accountability that translates into results.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

JULY 10, 2012

We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pointclear

DECEMBER 1, 2016

At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). For details on how sales should follow-up on a lead click here.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

AUGUST 14, 2012

So, he killed the goose—opened her up and—well, you can guess the rest of the story…. Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Pointclear

MAY 28, 2015

I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement. And for that reason, I’d like to share those concepts with you.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

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.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 Morning sessions set-up workshops in the afternoon. Prospecting sets you up for everything else in sales.”. Don’t ask what is keeping them up at night, offer to them what should be keeping them up at night.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - If you have a 3-month plus sales cycle, don’t sign up for a “100 hour” program. Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

JUNE 5, 2015

Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. Closing Thoughts.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

JULY 26, 2018

The following is a story, really a compiled story about different real people we know, using podcasting in many ways. Jane takes the transcript and begins to mark it up for different uses. She will bump up the title for the blog, change the copy from the podcast site description, and use a few quotes from the guest and the host.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JUNE 28, 2018

While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization. What sales rep wants to sign up for that?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. I looked up the company we were competing against and found out that they paid 1099 home-based agents between $10 and $11 per hour. We are not the low-price leader.)

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

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). As info, 20-30% of opportunities or leads developed for clients are as the result of a call or email back due to our outbound voicemails messages followed by outbound emails.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Jonathan Farrington

FEBRUARY 27, 2013

Agree up-front how future problems will be handled. This is a personal touch that only takes a moment, yet leaves the customer feeling valued and special. Identify which areas in particular the customer feels is vital to the way you manage their account so that you can pay close attention to these areas.

Follow-up 40

Follow-up Lead Rank Lead Scoring Remedy 40

Pointclear

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? In our experience here at PointClear, very few companies are getting it right.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

JULY 11, 2011

It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. One answer includes applying, tracking and measuring best-practice sales lead management processes.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Inside salespeople need to be excellent at the following: Building rapport quickly. Only 31% of sellers are proficient at following a repeatable sales process however 75% of the Top 10% of sellers are strong in this competency.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

DialSource

JULY 8, 2020

The clock-speed of business has now gone up an order of magnitude. This is simply because there are so many advantages associated with inside sales vs outside sales, including the following. . Whereas inside sales teams can be easily scaled up without the associated expenses and inconvenience of relocation. .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

The Pipeline

MAY 13, 2011

Sign up for our Email Newsletter. There are simple steps you can take, such as having salespeople keep their LinkedIn profiles up-to-date (think the buyer doesn’t check it as they are talking to you or before you come if for a call? PointClear PD. PointClear PD. A Random Walk Up Sales Street. Free Resources.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. A look at how marketing and sales groups’ core competencies create a resource and functionality gap is followed by a review of how a best-practice lead farm operates and what it can deliver. . A resource and functionality gap between marketing and sales. About the Author .

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Here is a link to our entire conversation, followed by some highlights.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. Making up the “guiding commitee for the Annual Top Sales Survey.

PointClear 55

PointClear Groups Twitter Survey 55

Jonathan Farrington

APRIL 21, 2013

The biggest complaint heard from C-level executives is that they have historically had no idea whether or not leads were being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are. However, to call what these firms provide an “appointment” is a misnomer.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Jonathan Farrington

JUNE 12, 2013

. Pick up a typical report and what words do you find? Each style is appropriate in certain circumstances and they can be illustrated as follows: . Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required?

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

MARCH 25, 2014

It was in answer to my questions about lead follow-up by salespeople that he grumbled, “And people in hell also like ice water.“. “If For years, at almost every speech I have given, I blamed the salespeople for lack of follow-up, sometimes as high as 90%. That stopped him. I was wrong. Now that isn’t so hard, is it?'

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226