Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Lori Richardson shares valuable advice on how to re-start the conversation with a prospect that has gone cold. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

Quota 213

Quota PointClear B2B Face-to-face 213

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. They know how to drive peer-to-peer engagement with executives. Here’s Scott’s Agile Marketing Manifesto: Many small experiments over a few large bets.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JUNE 5, 2015

Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. *Disposition - noun : the classification of a prospect account as determined after a cycle of lead qualification activity; verb : to classify prospect accounts using a cycle of lead qualification activity.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How to Protect Your Online Reputation and Close the Deal. Online content in the sales and marketing industries is dynamic and constantly changing. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Watch to learn her advice on a common sales challenge and how to potentially overcome it and influence the buying decision. Can Fewer Leads Mean More Sales? Does this sound familiar? Video] Why Prospects Avoid Making Buying Decisions.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

Pointclear

JANUARY 13, 2017

Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

Pointclear

FEBRUARY 21, 2012

” Indeed, all Top Sales Experts work together to continually improve sales standards and share sales best practices in the form of how-to guides, articles, and webinars—every conceivable resource needed by front-line sales professionals and their managers. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Here’s How to Contain Creation Costs appeared first on Braveheart Sales Performance. Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

FEBRUARY 14, 2017

A wise person once asked: How many return calls do you get when you don’t leave a voicemail? Watch the video and note the advice below regarding how to leave a voicemail: A quality voicemail will never hurt you. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply.

How To 162

How To Call-back Video Follow-up 162

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. The next blog in this series covers how to drive revenue from all sources: inbound, nurture and proactive outbound.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

APRIL 6, 2017

Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. We use call flows—and hire professionals who know how to use them. In some cases, the junior level person has their own ideas about how to run the program.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 They know it hurts, but they’re often unclear about exactly why and how to correct the problem. Do you really think marketing can qualify your leads?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

NOVEMBER 27, 2017

Experienced sales managers, however, know how to deal with it. Experienced sales managers, however, know how to deal with it.”. _. It’s been irritating, surprising and very difficult to over-come.”. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. The Situation.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

SEPTEMBER 16, 2013

In today''s PowerMinute you will hear why it is important to leave voicemail messages when prospecting and how to do it successfully to generate a positive response. In fact, our experience shows 20% - 30% of all sales opportunities we generate for clients result from leaving a carefully crafted voice message.

How To 250

How To Lead Generation Video Positioning 250

Pointclear

OCTOBER 8, 2013

Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. If you''re ignoring these key lower level influencers based on their lack of authority you are doing your organization a real disservice. It’s time to get with the program!

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Pointclear

APRIL 24, 2018

How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

APRIL 19, 2017

Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Educate, add value, provide clarity, show ‘how to.’”. Be relevant.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JANUARY 7, 2014

In the same way that forensic units use state-of-the-art techniques to solve criminal cold cases, companies can use “business forensic techniques” to get to the bottom of their very own sales cold cases. In other words, every company with a pulse has mounds of cold cases in the form of lightly-worked and unworked leads.

ROI 230

ROI SalesForce How To Marketing 230

Pointclear

FEBRUARY 2, 2017

Watch this brief video to learn how to establish a lead definition. Before technology came into play things were bad enough. With technology it is now possible to get more poor quality leads to sales faster than ever before. Most of them are a waste or wasted. Are we marketing to IT decision makers in the F100?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JULY 26, 2018

As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. You may also like: How to Measure Podcast Contributions to Revenue. How Thought Leadership can be Shaped by Streaming Internet Radio. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

OCTOBER 10, 2011

Who is teaching the CMO how to sell? 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. They are assuming that the CMO is already on board and knows how to lead a revenue marketing team.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

FEBRUARY 25, 2014

In “ Wampeters, Foma & Granfalloons ”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and sales in many companies today? If someone agrees to see your sales representative, don’t they have to be more qualified than a forwarded lead? Not necessarily.

Sales Qualified Lead 244

Sales Qualified Lead Lead Generation How To Video 244

Pointclear

DECEMBER 17, 2014

Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads'

Study 235

Study How To Report Course 235

Pointclear

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses).

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. Dan McDade – Pointclear. Does your business success depend on leads? Matt Heinz – Heinz Marketing.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

NOVEMBER 17, 2016

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out.

Sales Methodology 100

Sales Methodology Lead Qualification Sales Qualified Lead How To 100

Pointclear

JANUARY 14, 2014

A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.

Inbound 240

Inbound Pipeline Lead Generation How To 240

Jonathan Farrington

JULY 31, 2013

For more information on qualified leads please download our White Paper— How to Build a Funnel Full of Solid Gold Leads. Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

AUGUST 14, 2013

Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know. Have you reviewed a new book for The New York Times ? Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house.

Social Media 203

Social Media Media Twitter Social Selling 203

The Pipeline

MAY 13, 2011

If you write a post on “How to Close a Mark,” you will lose 75 percent of your deals; but if you write a post on “Understanding the Buyer,” you look smart. PointClear PD. PointClear PD. Long form is different than Twitter. 4. Buyers want to be understood. At Focus.com , we have been polling buyers for the past six years.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JULY 14, 2015

In our experience here at PointClear, very few companies are getting it right. Some companies will tell you that the weather and some other unusual things can predict when and how to approach a lead, not so sure that's ready for prime time yet! We think our view is shared and clearly expressed by the majority of the panel.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Jonathan Farrington

JUNE 12, 2013

Directive behavior involves telling people what to do, how to do it, where to do it, when to do it and then closely supervising this performance. . CM is a way of describing and analyzing leadership styles. It is a combination of directive and supportive behaviors. .

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. With so little follow-up, they’re reaching, on average, only 25% of available buyers. This means that 75% of the marketing dollars spent on lead generation are wasted. Why it’s Important. “If

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. At risk of my wife divorcing me, I decided to take a year off and find out how those brands who were succeeding with social media were doing it.

Social Selling 167

Social Selling Social Media Real Estate How To 167

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. Here’s how to crush your quote and escape the sales productivity trap. . When combined with greater efficiency and higher productivity, the cost savings can be immense. .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69