Pointclear

FEBRUARY 21, 2012

Becoming a member of the Top Sales Expert team is an exceptional honor for me as the group is comprised of 31 sales professionals who have joined this exclusive group over the past five years, and a maximum of four new members are elected each year. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Why don’t they follow-up?

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Braveheart Sales

FEBRUARY 20, 2020

In the electronic security industry, as well as SaaS, telecom and other recurring revenue businesses, customer creation costs are a key component which determines the company’s ability to borrow for expansion. I also had the privilege of hosting a breakfast where we discussed the state of sales in the security industry. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

SBI

NOVEMBER 13, 2012

The initiative I’m most grateful for is the SLMAs commitment to recognizing people who have made significant contributions to the industry. This year Trish Bertuzzi and founder of The Bridge Group, nominated yours truly for consideration. Trish Bertuzzi – The Bridge Group. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

APRIL 19, 2017

Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

AUGUST 19, 2014

That’s the overarching question I recently presented to a panel of industry experts. Is it necessary to pre-qualify inbound leads? In the first part of the series, we heard from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

OCTOBER 13, 2011

It was a big win for both groups. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” They have the power of scale and metrics on their side and the good ones understand and deploy the absolute best practices available for the industry they are targeting. Sales skyrocketed.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Pointclear

JULY 14, 2015

We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). In our experience here at PointClear, very few companies are getting it right. Why did we ask?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

AUGUST 26, 2014

That’s the overarching question I recently presented to a panel of industry experts. Is it necessary to pre-qualify inbound leads? We started the first series hearing from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Today’s buyers expect to work with salespeople who understand their business, industry trends and competitive challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

PandaDoc

SEPTEMBER 2, 2020

Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? Staying on top of industry best practices and trends, the CCS® Sales Blog is a trusted resource for actionable sales tips and insights that both sales professionals and sales management can execute and apply. Rain Group Sales Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

The Pipeline

MAY 13, 2011

Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD. PointClear PD. Join the Renbor Sales Solutions LinkedIn Group. Guess again). They will see the salesperson as someone who gets it. Should they blog?

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., Click to start video at this point — Are you a sales rep in the high-tech industry? Blog: www.esresearch.com/blog.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Using an industry personality’s name may help, but you have to use a giant name such as Marc Benioff in the title to benefit from it.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Jonathan Farrington

JULY 10, 2013

Also they must have loyalty to their products and to their associates and loyalty to their industry. They should never allow themselves or others in their group to ridicule, or down grade other leaders or people in the industry, as it is a sign of jealousy and this is one trait that cannot exist in a true leader.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. This is based on 100,000 raw leads, across about 50 companies in various segments from the tech industry from the last 10 years.". One thing I like about LinkedIn is that there are lots of people who genuinely want to help! "A

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

MARCH 13, 2014

Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Click to start video at this point —Are you a sales rep in the high-tech industry? Dave Stein, CEO and Founder of ES Research Group Inc. If so, you should probably be doing a lot of social selling.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. the HIMMS Media Group, and the Business Information Industry Association. Ruth serves as a director of Edmund Optics, Inc. ,

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

APRIL 16, 2013

Conference billed itself as “the number one industry event devoted to excellence in leveraging SaaS technologies.” In addition to the SaaS sponsors there were four list/database providers, a few services companies, two talent assessment companies, two training companies and one web/mobile agency rounding out the group. The Sales 2.0

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

JULY 7, 2015

My question to you and top industry experts is this: 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? Let's take a look now at what our first group of experts had to say. Three flaws: B2B lead scoring focuses on individuals vs. groups.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

DECEMBER 8, 2016

From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. The industry has been down so they need to grant more credit, and (most importantly). What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

MARCH 6, 2012

As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric. for Industry Average firms and a 6.7% Andrew Briney, Senior VP and Group Publisher at TechTarget. This is where CMOs can make a noticeable impact.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. Finally, the past few years have been tough on many industries and when revenue slows down, it is typical for companies to explore new and better ways to drive revenue.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

FEBRUARY 26, 2013

Remember the group. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

AUGUST 17, 2011

Larger organizations may deploy salespeople based on vertical industries. Maybe not, especially if Mary has special knowledge of the company's industry or has previous contacts with its chief decision-maker. Visualize the sales team distributed into three unequal groups. The manager must match the rep to the opportunity.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JANUARY 24, 2012

Because it's true: Manufacturing firms don't watch YouTube. Logistics companies aren't on Twitter. But people do. And people are. And some of them are your buyers.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

APRIL 28, 2011

48% followed industry conversations on topic. 44% conducted anonymous research of a select group of vendors. DemandGen tells us buyers make up a short list of who to contact through these activities: 78% started with informal info gathering. 59% engaged with peers who addressed the challenge.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. I could not agree more!].

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JUNE 10, 2016

I maintain, as do many of my peers in the industry, that the age old misalignment of marketing and sales is something that the CEO needs to address. Each were covered in detail, and referenced thought leadership from industry leaders.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Lack of clarity about marketing automation objectives.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

OCTOBER 3, 2011

Angela DeFinis is an industry expert in professional public speaking. They give presentations to small and large groups alike, and therefore face the same challenges that public speakers face. All salespeople are public speakers, whether they embrace that identity or not.

Face-to-face 187

Face-to-face Energy Coaching Groups 187

Pointclear

MARCH 24, 2015

They tend to fall into one of two groups: Peers and Experts. Peers are colleagues or people in the same industry that secretly do not want you to succeed for fear that they will be forced to do what you’re doing. These are the folks who conspire to tell you that prospecting doesn’t work. Their approach is subtle.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. We find that many companies try to prospect too broadly and in his example a 500-bed for-profit hospital (most likely part of a hospital group) buys much differently than a Federal Government Hospital.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

NOVEMBER 27, 2017

In many industries it will take a full 12 months to recover or 36 months of lost sales time out of 120 months available to you. Also, older leads that are 6-12 months old who have not bought can add up to 12-15 leads in every group of 100. It hurts productivity in the current year and the following year. More on nurture here.).

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

SEPTEMBER 21, 2016

In late August I asked industry experts that same question and asked them to substantiate their response. There are many reasons for this, but also just as many opportunities for these groups to finally get on the same page and operate more efficiently, productively and successfully moving forward.” Marketing and sales are aligned.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100