Pointclear

SEPTEMBER 22, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Sangram Vajre, Terminus : Think of ABM as revenue generating—NOT lead generating.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

OCTOBER 1, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? 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

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI

NOVEMBER 13, 2012

They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Dan McDade – Pointclear. You’ll need to be a member, but it is free to join and worth the time and effort if your business success depends on leads. Bob Apollo – Inflexion Point Strategy Partners.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. You may have considered the following challenges when evaluating the choice to improve results by outsourcing your teleprospecting lead generation: Our business is different. Sales is sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Direct mail Direct mail, for decades the workhorse of direct response communications for lead generation, still delivers the goods.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

MARCH 26, 2013

Tools without leadership are just tools in the hands of fools.”. Tools without leadership are just tools in the hands of fools. The manager who picks up the tool has to have the drive, the desire, the curiosity and the chutzpah to prove the return on marketing lead generation investment with the tools at hand.

Software 205

Software Software Data Marketing 205

Pointclear

MARCH 13, 2012

Undoubtedly, part of the hesitation comes from not having control over the entire process from lead generation to sales closure. If salespeople don’t or won’t close out the records and report on the disposition of a lead, what’s a marketing manager to do? To take a larger bite, you need larger tools!

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Sales Tool. B2B Lead Generation Blog. 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.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

AUGUST 21, 2012

The “unzipping” is catastrophic simply because salespeople didn’t follow up on the inquiries (45% of which will lead to a purchase from someone else). No business rule which mandates measuring the ROI for lead generation. No lead management system. All marketing lead generation programs will be measured for ROI.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Jonathan Farrington

AUGUST 10, 2012

Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads. On average sales reps qualify less than one-third of the leads they are given. The result is leakage between marketing and sales on marketing qualified leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

OCTOBER 9, 2013

In other words, falling short of sales goals due to a lack of follow-up is caused by the attitude of managers and an increased reliance on automated inside sales platforms, which are great at generating tons of unqualified leads that won’t lead to sales. Marketing automation in the hands of a fool is still a fool’s tool.”.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

AUGUST 11, 2015

In this case I make an argument that without following the money, Marketing acts with good intention, but can’t prove that its actions have measureable results for every dollar spent on lead generation. I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

NOVEMBER 7, 2018

The Tools are Available, but the Flesh is Weak. The tools are available to prove marketing’s return on investment, but the flesh is weak, except perhaps for those who believe measuring marketing’s ROI is worth the effort. Even with the tools available today, ROI is still not a consistent or common measurement of marketing’s abilities.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Pointclear

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Jonathan Farrington

JANUARY 5, 2013

Bloodsucking, vampire inbound marketers would love for you to believe otherwise, but if your plan is to depend on inbound lead flow to satisfy sales needs in 2013 you will more than likely not last until 2014. New tools such as marketing automation are great – we use it. The book was published in 2011.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

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. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

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. Lead Management Rules: A one page list of rules holding both departments accountable to each other. No direct sales cooperation necessary.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

JULY 12, 2012

Click to start video at this point — Recent research reports high social media use by senior execs for staying in touch but low use for buying, and Ann comments, “I think people have really tried to shoehorn lead generation tactics into social media. That’s pure lead generation.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. target="_blank">. target="_blank">.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pipeliner

APRIL 2, 2018

Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. Twitter is a valuable tool for salespeople. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. While marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JUNE 10, 2016

If you send leads too soon, Sales will discard them, so you must nurture them until they fit your ULD.”. Why not use all the tools in your toolbox? This needs to be documented along with the cost per sales-accepted lead, per sales-qualified lead, and closed deal. Drive revenue from all sources.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. It’s a very impressive tool.” It’s going to be interesting to see what they do with this venerable tool to advance it.” He comments, “Salesforce.com is a good example. And you can show demos.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach. And Andrew says that getting better measurement is a real competitive differentiator.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

MAY 10, 2012

That is, continuing to add features: social features, lead generation features and analytics. It’s a very impressive tool.” It’s going to be interesting to see what they do with this venerable tool to advance it.” He comments, “Salesforce.com is a good example. And you can show demos.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

APRIL 18, 2012

Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle. Along with this trend, media integration is becoming more prominent. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. But to get the right mix of strategy and tools, we need better integration. It can’t develop value propositions.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

AUGUST 6, 2013

It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Connections.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

AUGUST 15, 2017

To understand the revenue failure issue, as a consultant I had to start with the people closest to the issue and then spread out to policies, procedures, tool use, and marketing lead generation. Quotas can be by dollar, by product, and by sales activity; often by all three.

Quota 113

Quota Forecasting Policies Pipeline 113

Pointclear

MAY 5, 2015

The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. They provided us approximately 50% of their leads generated that year, about 1,500. These leads had not engaged with the organization for at least 90 days. Personal nurturing.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. brings you written content, video, slideshares and infographics, e-publications and even free tools. Smart Selling Tools. Partners in Excellence Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98