Pointclear

OCTOBER 10, 2011

Who is teaching the CMO how to sell? While the buyer is now going online and choosing not to speak to sales early in the buy cycle, tools like marketing automation allow marketers to see this online behavior and respond to it so that marketing can now create an intimate, digital relationship with the buyer. But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. These measurements drive low-quality leads to sales. Watch this 60-second video to learn more about inbounditis. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis.

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

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. Sales Tool. Long form is different than Twitter. 4. Buyers want to be understood. Go ahead, do it , click here now! May 13th, 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. Bottom line : It’s time to invest in strategies, tools, and resources that expand your capabilities as an inside sales team. Greater scalability and flexibility.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pipeliner

FEBRUARY 5, 2018

How much more cost-effective is it for a company to leverage an inside sales team to its fullest? PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Few executives I’ve ever spoken to have the time or the patience to be educating your sellers in how to sell to them.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MARCH 19, 2018

The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. Among the findings: while 90% of companies are using some sort of content in their marketing, 40% are struggling with how to tell that story in an engaging way. Bottom Line: Tools Are Great, But Be Clear About Why You’re Using Them.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Training Tool: www.60seconduniversity.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. Blogging is not about pushing out information.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pipeliner

APRIL 2, 2018

Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. SalesChats E19: How to Create Deeper Customer Relationships with Jermaine Edwards. Twitter is a valuable tool for salespeople.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JULY 23, 2013

How to qualify them? If you don’t have a marketing automation tool, get one. Instead of getting 25 inquiries and not following up 15 of them, your salespeople will be fed 8-10 qualified leads. Suddenly you will hear back from them that the quality has improved, and sales will improve. The cost is pocket change.

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

JANUARY 27, 2017

What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Next, Dave Brock : In general, it's a very comprehensive, complete tool. In our experience, few sales executives have something this complete, or know how to leverage it well.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. There are so many companies now, and rightfully so, looking at marketing automation solutions and other tools. How to communicate and get the attention of executives.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

Pointclear

MAY 1, 2013

There are numerous advantages that result from having access to this information, delivered by tools that are easy to use and provide insights into relevant business events as they happen. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

AUGUST 11, 2015

The discussion has not been about the need to measure, but on how to go about it, and will anybody do it. I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. I find that there are two reasons why people don’t do something: They don’t know how. It isn’t that difficult anymore.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. So why is ABM the new must-have for B2B marketers?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JULY 10, 2013

The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). It is your personal blog.

Social Media 239

Social Media Media Tools InsideView 239

Pointclear

MAY 12, 2015

How to get there was more complicated. Using the complete CRM/marketing automation tool set. This conversation took us down the road that explained average buying ratio of raw leads (45% were buyers), qualified leads (20-40% higher), and then proposals (30-59%). This was why he should expect more.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

MAY 20, 2016

The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves. How do you measure marketing’s accountability?

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

JULY 19, 2012

And as marketers, we really need to look at how to have a unified conversation tying the various tactics together—from how does the conversation begin to how we progress and intensify—so that we can progress from early interest to now more of a purchase intent. There are groups that are driving ROI from social media.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. I think they role model what we’re teaching.

Video 174

Video Journal Up-Sell Education 174

Pointclear

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. How do you foster engagement on Facebook? Wiley, 2011). Why is that?

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

FEBRUARY 26, 2013

How to do this? Dan is a certified Financial Risk Manager™, the author of Tools of Risk Analysis, and the editor and co-author of three books published by McGraw-Hill: Derivatives Engineering, The Derivatives Engineering Workbook, and Active Bank Risk Management. A few suggestions: Dig deep into cultural differences to learn.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

JULY 25, 2011

The closer has a small set of tools that produce big results. So, if a closer can throw the heat and seal the deal, why not put him in the starting rotation? If he’s going to get you three outs when you need it, why not have him give you 9 good innings? Because a closer is not a starter. Magazine, Investor’s Business Daily, etc.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. This is how to generate customer inquiries using social media. He blogs at [link].

Social Media 165

Social Media Media Top of Funnel Hiring 165

Pointclear

DECEMBER 18, 2012

Click to start video at this point — The fact that most sales teams don’t even know how to use little data effectively should indicate that trying to tackle big data would be a fruitless task. Anthony agreed with this wholeheartedly.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JUNE 10, 2016

Why not use all the tools in your toolbox? Make it easy for sales with a guide titled, “What is a Lead and How to Follow-up on One.” If you send leads too soon, Sales will discard them, so you must nurture them until they fit your ULD.”. Drive revenue from all sources. Inbound, nurture and proactive outbound are all reliable sources.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 23, 2012

Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets. Tim adds that the vehicles or channels—like smart phones and tablets—that people are consuming content on are optimized for video, so demand gen tools need to be focused on video as opposed to traditional PDF types of assets.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

DECEMBER 20, 2011

Nancy Nardin , Founder and Editor, Smart Selling Tools Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates. Debbie Qaqish , Principal and Chief Revenue Marketing Officer, The Pedowitz Group Who is teaching the CMO how to sell?

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

AUGUST 17, 2011

Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. Many managers are unsure of how to counsel, but it can be completed in four clear steps: 1. It is an ongoing educational process to help achieve full potential. Identify the problem.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

APRIL 28, 2015

They simply don’t know how to follow-up a lead. In this blog we'll tackle #3: How to appropriately follow up on a lead. Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

JUNE 28, 2012

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. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

OCTOBER 14, 2011

They can tell you how to sell something, but they cannot sell it themselves. They can tell you how to create great teams, but they only manage a secretary. And value takes into account training, support, and the intrinsic joy of using the best tool that’s made. A players hire A+ players.

Harvest 171

Harvest Engineering Microsoft Face-to-face 171

Pointclear

MARCH 22, 2011

And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. So the next time you're discussing how to score prospects, think also about how they are scoring you.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185