Pointclear

APRIL 19, 2017

For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. Mike Weinberg’s workshop offered the most important element of building a compelling story – OUTCOMES (such as pain removed, problems solved, results achieved). How could we fix it?

Conference 124

Conference Outbound Social Media PointClear 124

Jonathan Farrington

JUNE 12, 2013

Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. Do you have visibility of their numbers – year to date, forecast vs. required performance? . . Pick up a typical report and what words do you find? What set of people are required?

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

SEPTEMBER 25, 2012

Do you create a marketing plan that drives sales based on the sales forecast? Is your lead generation plan based on the forecast by product? I have some questions for you as you plan: Sales Forecast: Does your marketing plan start with the sales forecast; by product in dollars and units by sales channel, domestic vs. international?

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Jonathan Farrington

JULY 31, 2013

Adding outbound prospect development to your lead generation mix allows you to aggressively and actively beat your lead generation and sales forecasts. 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

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. This comment was originally posted on Twitter. May 16th, 2011. This comment was originally posted on Twitter. Trackbacks.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

MAY 21, 2013

But what about the sales forecast? Don’t marketers ultimately serve at the demand of the people paying their wages, the company they work for, and the sales forecast? Some people think marketers serve at the demand of potential customers. Of course they do.

Quota 191

Quota Hiring Marketing Forecasting 191

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Poorly forecasted sales opportunities and deal slippage in the pipeline can be improved with proper training, coaching and skills reinforcement. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

AUGUST 29, 2017

Look at your forecast. Reply or send me an email if you want to evaluate your current forecast. The paucity of self-actualized decision makers is what causes so many “no decision” outcomes. “No No decision” happens when the buyer or buyers perceive there is more risk in buying something than in doing nothing. But, that’s just me.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

DECEMBER 19, 2012

Include goals, objectives, strategies, tactics, a lead generation spreadsheet, and a forecast for the number of inquiries and leads you need to make the revenue forecast. Forecast the number of sales inquiries and leads Sales needs to make quota. Sales Management: Create a 100% sales lead follow-up policy for the salespeople.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

DialSource

JULY 8, 2020

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. By studying historical trends and making more accurate forecasts, sales analytics can help organizations dramatically improve their sales strategy.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

APRIL 24, 2013

Accurate Closing Forecasts. percent close rate on forecasted deals. We should definitely start analyzing the metrics so we can be more effective in closing sales and generating better leads. It''s important to look at the trends. For example, what are the trends of leads being accepted by sales?

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Jonathan Farrington

AUGUST 10, 2012

And, few sales reps want their manager and their manager’s manager calling to find out the status of a deal they made the mistake of forecasting—and then lose four out of five times. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. It just isn’t worth it.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. New quotas are immediately factored into forecasts, but the numbers may take 3-6 months to materialize, if at all. But, the changes need to be realistic.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

FEBRUARY 16, 2017

This ratio confirms that marketing is on target with delivery of qualified leads that convert to forecastable opportunities. The lead-to-pipeline conversion ratio demonstrates solid marketing and sales alignment: acceptance demonstrates sales’ confirmation that these are the qualified leads they need and expect.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Pointclear

OCTOBER 18, 2011

They must create yearly lead generation and branding plans based on a sales forecast, tune their programs to serve sales quotas (the forecast) and prove the ROI beyond a reasonable doubt. Marketing’s sole function is to create wealth for the company.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

MARCH 18, 2014

CRM is good at forecasting, he said. Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company. Sales-first platforms like SAVO can help fill the gap between marketing and sales because they tailor solutions to individual needs.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

APRIL 23, 2013

It’s no wonder that the latest studies of sales forecast accuracy have concluded that at an individual deal level, and measured in terms of “did the deal close when expected, at the value expected”, your odds of getting it right are no better than tossing a coin.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

DECEMBER 22, 2016

Focusing on the quality of the connection leads to high-value, ready-buyer opportunities, a more efficient sales process, more accurate forecasts, better sales performance, and greater revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

AUGUST 20, 2015

This would include a contact to MQL; MQL to sales accepted lead; sales accepted lead to a qualified sales opportunity; qualified sales opportunity to forecasted wins; forecasted to actual win. You should also look at lead-to-revenue conversion rates across the flow. Step 4 – Results and Report.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

JULY 12, 2017

This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. Prospects relegate latecomers to the ‘also-ran’ category.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

OCTOBER 16, 2012

I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I That they would follow up all sales leads until the prospect buys or dies.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

JANUARY 11, 2011

” Management will track demo conversion and forecasting accuracy at the group and rep levels. It won’t be as much about number of leads as it will be about number of forecast opportunities. What will change is that only those metrics that are used to make business decisions will be tracked.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

MARCH 18, 2014

CRM is good at forecasting, he said. Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company. Sales-first platforms like SAVO can help fill the gap between marketing and sales because they tailor solutions to individual needs.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

JUNE 13, 2011

I think it’s about getting off the fence and creating marketing plans that drive the sales forecast. Some would say, “ Stop cussing the mule and load the wagon.” ” But I think it’s more than that. It means getting a marketing automation system to boost your return on sales leads by 300-400%.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

AUGUST 25, 2016

In return, sales team members must follow-up on leads they receive promptly, and update forecasts in a timely and realistic manner. Reps need to trust the worth of the leads they receive, all of which, at this point, should have a relationship with the organization and be familiar with its solutions and value propositions.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

Pointclear

MAY 26, 2016

How many made it to the forecast? How many were generated? How many were accepted by sales? How many were proactively rejected by sales (vs. simply ignored or otherwise passed over)? How many are progressing? How much did you spend for the leads?

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Pointclear

NOVEMBER 29, 2012

How about someone in Marketing forecasting the leads we need to make quota?”. “We “Webinar attendees aren’t leads. Can someone qualify these before we are given hundreds of these students and competitors and maybe a few prospects?”. I need more leads; good leads.”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

JUNE 12, 2018

Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast. What's it take to generate leads that fuel your forecast? There is just one option left. Increase the Lead Generation Budget for Qualified Leads. Discounts are for weak people who don’t know how to sell. How to Shorten the Sales Cycle. [i]

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Jonathan Farrington

NOVEMBER 2, 2012

If companies measured and then managed to minimize the fall-off in leads between marketing qualification (to the extent there is any) to sales accepted and then again from sales accepted to sales qualified (forecast), “lead purgatory” problems would disappear. Lastly, sales’ does not really need more leads. I invite your comments.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JULY 16, 2013

Adding outbound prospect development to your lead generation mix allows you to aggressively and actively beat your lead generation and sales forecasts. Why wait for qualified leads to come to you? For more information on driving more revenue with prospect development programs please click here.'

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

FEBRUARY 18, 2014

It has the year’s sales forecast, changes in compensation programs, quotas, travel goals by rep, business objectives for the team, and key factors for success. “What do you mean?” he asked, as he pushed his marketing plan toward me. Isn’t this it?”. “A A sales plan is usually submitted by the sales manager.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

AUGUST 21, 2012

The structural catastrophe is Sales not following up THE SUPERMAJORITY OF SALES LEADS (60% or more) and salespeople failing to make their forecasts as a result. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

MAY 1, 2013

This will deliver insight on the trends in your pipeline and more accurately identify upward or downward forecasts. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

AUGUST 11, 2016

This ratio confirms that marketing is on target with delivery of qualified leads that convert to forecastable opportunities. The lead-to-pipeline conversion ratio demonstrates solid marketing and sales alignment: acceptance demonstrates sales’ confirmation that these are the qualified leads they need and expect.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Pointclear

MAY 3, 2012

Stronger than the previous two, this ratio confirms that marketing is on target with delivery of qualified leads that convert to forecastable opportunities. Sales Forecast Created. Lead-to-Opportunity Conversions (MQLs-to-SQLs). Cost-Per-Opportunity (Cost-Per-SQL).

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

APRIL 1, 2015

A happy day, and hopefully a smile or two are in my forecast for you today. And of course many hard-working marketing executives are consistently delivering the qualified, nurtured leads that sales needs. Then again, some aren’t. B2B Sales'

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100