Industry and PointClear - Sales Pro Central

How Much Leads Cost

Pointclear

JANUARY 4, 2018

Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25.

Cost per Lead

Cost per Lead Sales Qualified Lead PointClear Lead Rank

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

JUNE 9, 2017

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”. One billion dollars. A Keep-at-It Story Close to Home.

Lead Qualification

Lead Qualification Sales Qualified Lead PointClear Leads

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

Pointclear

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear

PointClear Lead Rank Lead Scoring Scale

Who We Serve. Why it Matters.

Pointclear

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. Our associates have a range of industry expertise that comes from long experience.

PointClear

PointClear Sales Qualified Lead Transportation Lead Qualification

Who Owns the Pipeline, Marketing or Sales?

Pointclear

APRIL 16, 2018

I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.

Pipeline

Pipeline PointClear Marketing Top of Funnel

Leads are Hard

Pointclear

JANUARY 10, 2018

In 1933, Thomas Register began publishing Industry Equipment News (IEN). Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” PointClear associates see this in action every hour of every day. IEN became the first publication to include a "bingo reply card.’".

Sales Qualified Lead

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring

Why would a company ever outsource anything?

Pointclear

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Clients benefit from our proven methodology and technology platform based on 20 years of industry success. They get a cohesive team of B2B teleprospecting associates—experienced, educated and trained—who can deliver immediate results.

Telemarketing

Telemarketing Company Hiring PointClear

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Pointclear

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. It’s been a fun take on B2B sales and marketing with candid input from leaders in our industry.

Trends

Trends B2B PointClear Marketing

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

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. Smart inspires everyone around.

PointClear

PointClear Telemarketing Sales Qualified Lead Lead Rank

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Pointclear

APRIL 2, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted.

B2B

B2B LinkedIn PointClear Marketing

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

Pointclear

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. You will have a greater chance of standing out from the crowd and becoming the forerunner in your industry.

PointClear

PointClear B2B Marketing Industry

Use This Tool to Calculate Lead to Revenue

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

Lead Rank Sales Qualified Lead Revenue Lead Scoring

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Pointclear

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

PointClear

PointClear B2B Prospecting Referrals

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Via BtoBMagazine.

B2B

B2B Buyer Trade Show PointClear

What's it take to generate leads that fuel your forecast?

Pointclear

FEBRUARY 23, 2018

We’ve been agile from the start, and we’re glad the concept is gaining traction in the industry. 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. years—twice the industry standard.

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

Scheduling an Appointment With an "Uncloseable"

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.

Sales Qualified Lead

Sales Qualified Lead PointClear Lead Qualification Lead Generation

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

Pointclear

OCTOBER 24, 2011

In fact, there are advantages similar to those of Kenandy’s cloud strategy in that PointClear’s outsourced services can accelerate lead time-to-delivery and reduce the need for internal marketing and sales groups to invest in lead generation, lead qualification and lead nurturing infrastructure.

Outsourcing Services

Outsourcing Services Lead Generation Sales Qualified Lead PointClear

Good Reads for B2B Marketing - Protect Your Online Reputation

Pointclear

MAY 9, 2013

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

B2B

B2B PointClear Trade Show Marketing

Good Reads for B2B Marketing - Staple Yourself to a Lead

Pointclear

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Staple Yourself to a Lead.

B2B

B2B Lead Rank Lead Scoring PointClear

What Should the Sales Close Rate Be?

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

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing

Good Reads for B2B Marketing - Respect Your Competition

Pointclear

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago.

Competition

Competition B2B PointClear Marketing

On Becoming a Top Sales Expert at Top Sales World

Pointclear

FEBRUARY 21, 2012

As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. I’d like to extend my appreciation to Jonathan Farrington, the Top Sales Experts community, my colleagues here at PointClear, and fellow professionals in the sales community.

PointClear

PointClear Sales Outsourcing Lead Generation Webinar Metrics

Good Reads for B2B Marketing - More CMO/CIO Alliance

Pointclear

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 7 Biggest Misconceptions of Successful B2B Marketing.

B2B

B2B PointClear Top of Funnel Marketing

Internet Radio - Its Time Arrived Several Years Ago!

Pointclear

OCTOBER 15, 2013

In a recent article by Ryan Faughnder in the Sept 23 rd edition of the LA Times under the title “ Internet radio''s drumbeat is getting louder,” said that half of Americans (consumers) who go online listen to Internet radio and that the industry is becoming mainstream. SLMA Radio - Since 2010.

Aprimo

Aprimo Aprimo Marketo PointClear

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

Pointclear

APRIL 6, 2017

The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” 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. It isn’t dead.

Outsourcing Services

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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. Needs what the company sells.

Ideal Customer Profile

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker

Tell Marketing They Can Keep Their Leads

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 We know our industries, our products, and (most importantly) our clients. You can’t depend on your marketing department to generate real leads.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Pointclear

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Rank

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead

Lead Generation: A Watched Pot Never Boils

Pointclear

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Later we found out that he had saved a voice mail, two emails and an article in an industry magazine we had sent him. I want to talk to you but I have been extremely busy.

Lead Generation

Lead Generation Sales Qualified Lead Outsourcing Services Leads

Depend on Recurring Revenue? Here’s How to Contain Creation Costs

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

Revenue Hiring PointClear Inside Sales

What is Value Selling and How to Generate Leads in Companies that Buy Value

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. I am really interested in the finer points of value selling, which is why I constantly reach out to credible sources to make sure we're on top of the industry's best thinking on the topic. I practice it every day in my role as lead salesperson for the company. (We Dave Kurlan.

Lead Rank

Lead Rank Lead Scoring Sales Qualified Lead Company

Why Podcasting Has Great Reach and is the Least Expensive Content Creator

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. Jane has a database of about 28,000 industry leaders who have opted in to hear from the company. The artwork from the podcast program will be used in the blog article. Social media. Email blast.

Case Study

Case Study PointClear Study Social Media

Insights on Outbound Conference in Atlanta

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

Conference Outbound Social Media PointClear

Sales Lead Management Association Honors

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. Dan McDade – Pointclear. Listen at your leisure and learn from a wide variety of speakers. Earlier this year, they named the “ 20 Women to Watch in Sales Lead Management.”.

Lead Management

Lead Management Lead Rank Lead Scoring Sales Qualified Lead

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

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). Who are the most aggressive outbound prospectors in the industry today? Want me to prove it? Marketing Automation companies! Inbound Lead Costs Increase over Time.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Lead Management

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Pointclear

OCTOBER 13, 2011

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. ” I suggest you check it and others out.

Outsourcing Services

Outsourcing Services Lead Generation Top of Funnel Leads

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

Fill the Funnel

NOVEMBER 10, 2010

After my trip home to Seattle late last night, I came to the realization that the airline industry needs to embrace Airlines 2.0! Dan McDade/Pointclear posted a good highlight of the conference from his perspective. sorted out. Conference on November 9th. Best Sales Lead Management Program – Unisfair. Solution - Marketo.

Twitter

Twitter Conference Omniture Airlines

Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

JULY 31, 2013

Also, if you have defined your target to be C-Level executives in your industry, are they likely to search the web for solutions themselves? 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

Lead Generation Sales Qualified Lead PointClear Leads

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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. In our experience here at PointClear, very few companies are getting it right. Why did we ask? Because we care about quality leads. It’s what we do.

Lead Rank

Lead Rank Lead Scoring Top of Funnel Leads

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

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. Guess again). They will see the salesperson as someone who gets it. Should they blog? May 16th, 2011. This comment was originally posted on Twitter.

Report

Report Pipeline Top of Funnel Webinar Metrics

Identifying the Perfect Leader – Do You Report To One?

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

Report PointClear Loyalty ACT

Leveraging Inside Sales

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

Inside Sales Lead Rank Hiring Lead Scoring

What is Inside Sales (And Why Do You Need It?)

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. Back in 2017, Sales Benchmark Index conducted more than 12,500 buyer surveys, across 19 industries. The majority of customers prefer inside sales models .

Inside Sales

Inside Sales Scale Outside Sales Face-to-face

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Pointclear

AUGUST 12, 2014

That’s the overarching question I recently presented to a panel of industry experts. Is it necessary to pre-qualify inbound leads?

Sales Qualified Lead

Sales Qualified Lead Inbound Lead Rank Lead Scoring

How Much Leads Cost

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Trending Sources

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

Who We Serve. Why it Matters.

Who Owns the Pipeline, Marketing or Sales?

Leads are Hard

Why would a company ever outsource anything?

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

Use This Tool to Calculate Lead to Revenue

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

What's it take to generate leads that fuel your forecast?

Scheduling an Appointment With an "Uncloseable"

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

Good Reads for B2B Marketing - Protect Your Online Reputation

Good Reads for B2B Marketing - Staple Yourself to a Lead

What Should the Sales Close Rate Be?

Good Reads for B2B Marketing - Respect Your Competition

On Becoming a Top Sales Expert at Top Sales World

Good Reads for B2B Marketing - More CMO/CIO Alliance

Internet Radio - Its Time Arrived Several Years Ago!

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

Tell Marketing They Can Keep Their Leads

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Lead Generation: A Watched Pot Never Boils

Depend on Recurring Revenue? Here’s How to Contain Creation Costs

What is Value Selling and How to Generate Leads in Companies that Buy Value

Why Podcasting Has Great Reach and is the Least Expensive Content Creator

Insights on Outbound Conference in Atlanta

Sales Lead Management Association Honors

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

Guest Post: Successful Lead Generation – One Size Does Not Fit All

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

Identifying the Perfect Leader – Do You Report To One?

Leveraging Inside Sales

What is Inside Sales (And Why Do You Need It?)

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Stay Connected