Lead Management, PointClear and Prospecting

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects.

Lead Generation

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank

Embarking on a sales lead generation project: What could go wrong?

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”

Lead Generation

Lead Generation PointClear Leads Marketing Qualified Lead

Sales Lead Management Association Honors

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. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more.

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

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. For many, this is a remarkable takeaway.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Lead Management

Demand Generation Strategies & Lead Management Processes First

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. Nonexistent lead management processes.

Demand Generation

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management

Sales Lead Management Leads to a Lower Cost of Sales

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales. Increased sales leads to increased quota attainment.

Sales Qualified Lead

Sales Qualified Lead Lead Management Lead Rank Lead Scoring

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

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. 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.

PointClear

PointClear Telemarketing Sales Qualified Lead Lead Rank

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

Pointclear

FEBRUARY 23, 2018

More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. Quality conversations and personal engagement with prospects. Quality conversations and personal engagement with prospects. Since 1997, we’ve had 3.6

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

Lead Management: Let’s Formalize this Relationship

Pointclear

AUGUST 1, 2011

While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results.

Lead Management

Lead Management Sales Qualified Lead Lead Rank Lead Scoring

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management

Lead Management Sales Qualified Lead Lead Rank Lead Scoring

On Becoming a Top Sales Expert at Top Sales World

Pointclear

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more. Thank you!

PointClear

PointClear Sales Outsourcing Lead Generation Webinar Metrics

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

JANUARY 9, 2014

More leads are better than fewer leads. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. And, it’s irritating to your prospects.

Lead Generation

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring

Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

JUNE 7, 2016

First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads. The rates of lead acceptance and rejection reveal lead management and quality problems that can be quickly addressed. a sales rep reports, ‘I called the prospect three times.

Follow-up

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead

Lead Generation: A Watched Pot Never Boils

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. Managing “No Response” dispositions is not an art, it’s a science.

Lead Generation

Lead Generation Sales Qualified Lead Outsourcing Services Leads

Do Your Sales Prospects Have Their Own Poker “Tells”?

Pointclear

JANUARY 10, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior.

Prospecting

Prospecting Decision Maker Discount Field Sales

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

Pointclear

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company.

Lead Rank

Lead Rank Lead Scoring Sales Qualified Lead Company

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

Jonathan Farrington

JULY 31, 2013

There is an active debate about the quality difference between leads from inbound versus outbound marketing. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers.

Lead Generation

Lead Generation Sales Qualified Lead PointClear Leads

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Pointclear

JULY 11, 2011

And I might add, you’ll need to use outbound to interrupt prospects earlier as many savvy self-educators can be getting 70% of the way through the buying process without talking directly with one of your sales reps. One answer includes applying, tracking and measuring best-practice sales lead management processes.

Outsourcing Services

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite

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

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. 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.

Report

Report Pipeline Top of Funnel Webinar Metrics

Who’s Harvesting Your Lead Farm?

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential. website: [link].

Harvest

Harvest Sales Qualified Lead Lead Rank Lead Scoring

Salespeople Must Accelerate Response or Fail

Pointclear

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Proposal

Proposal Engineering Top of Funnel eBook

Looking to enhance sales lead performance? Put process before technology.

Pointclear

MAY 16, 2017

I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected. Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert.

Lead Rank

Lead Rank Lead Scoring Leads Marketing Qualified Lead

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

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . 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.

Inside Sales

Inside Sales Scale Outside Sales Face-to-face

Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon

Pointclear

JANUARY 19, 2012

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer is patient, but persistent.

Sales Qualified Lead

Sales Qualified Lead Opportunity Leads Marketing Qualified Lead

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

Pointclear

JUNE 18, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Email: jobermayer at salesleadmgmtassn dot com.

Lead Rank

Lead Rank Lead Scoring Sales Management Leads

Sales Leads: Why Your Reps Need Fewer, Rather Than More

Pointclear

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Not a senior executive?

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

The Slippery Slope Called Sales Enablement

Jonathan Farrington

AUGUST 10, 2012

We even had one sales rep follow-up on a lead by saying: “Some telemarketing company in Atlanta said you were interested in buying our solution. It seems sometimes that when the prospect does not have a purchase order in one hand and a pen in the other that the lead was not good. What is it that you want to buy?”

Top of Funnel

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank

“Tell Me Who Your Friends Are and I'll Tell You Who You Are."

Pointclear

JULY 24, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

Engineering

Engineering ROI Lead Generation System

Guest Post: Undead, Out Bound, Bloated Data and Dashing Dashboards

Jonathan Farrington

JANUARY 5, 2013

We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes.

Data

Data Sales Qualified Lead PointClear Inbound

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

Pointclear

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead

Sales Qualified Lead NetSuite Leads360 Leads

Is Anyone Leading Lead Management?

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

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. Outsourcing lead generation. Revenue performance management.

Outsourcing Services

Outsourcing Services Social Media Marketing Lead Generation

Taking away a marketing manager’s excuses!

Pointclear

JANUARY 21, 2014

It is true that "Nothing Happens until Somebody Sells Something i ," but I venture to say that in most cases in today’s sales environment, nothing happens until someone in Marketing creates a qualified prospect. When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time.

Harte Hanks

Harte Hanks Marketing ROI Sales Qualified Lead

Marketing’s Wish List to the Sales Department

Pointclear

OCTOBER 16, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. "So I asked the marketing manager. That they would follow up all sales leads until the prospect buys or dies.”.

Trade Show

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

Pointclear

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. The next PowerViews will be with James Obermayer of Sales Lead Management Association. It doesn’t develop naturally; it takes work.

Retention

Retention Social Media Twitter Video

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Pointclear

AUGUST 27, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Leads who had answered at least 50% of the profile questions on the web/exhibit/direct mail forms. Leads who said they would be making a decision by year’s end.

Telemarketing

Telemarketing Leads Marketing Qualified Lead Sales Management

Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

JUNE 30, 2015

Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing tries to qualify a greater number of prospects. Now marketing and sales know what a qualified lead is versus an uqualified prospect.

Sales Qualified Lead

Sales Qualified Lead Telemarketing Trade Show Hiring

Generating Qualified Leads is Number One Issue for New Members of the SLMA

Pointclear

AUGUST 15, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Lead

Sales Qualified Lead Leads Marketing Qualified Lead B2C

A Salesperson's Wishes from Marketing

Pointclear

NOVEMBER 29, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “So, We want qualified leads.”. Webinar attendees aren’t leads; get me leads.”. How about some leads on products I have a quota on?”.

Marketing

Marketing Sales Qualified Lead Commission Quota

Follow the Money: The Primary Responsibility for CMOs

Pointclear

AUGUST 11, 2015

Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree.

ROI

ROI Social Media GoldMine Lead Generation

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing

Account Based Marketing Sales Qualified Lead Marketing Decision Maker

Dealing with the New Customer Acquisition Challenge

Pointclear

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Formalize Lead Scoring: Only 29% of the firms surveyed have implemented a formal lead scoring process.

Lead Rank

Lead Rank Lead Scoring Customer Lead Generation

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Pointclear

APRIL 21, 2015

Without the final step and actually talking to a prospect, billions of marketing dollars are wasted every year. With these marketing tools and new ones every day, inquiries can be qualified and non-buyers weeded out so that salespeople spend their time only on qualified prospects. Out here, a man settles his own problems.".

Film

Film Marketing Sales Qualified Lead ROI

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Embarking on a sales lead generation project: What could go wrong?

Trending Sources

Sales Lead Management Association Honors

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

Demand Generation Strategies & Lead Management Processes First

Sales Lead Management Leads to a Lower Cost of Sales

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

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

Lead Management: Let’s Formalize this Relationship

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

On Becoming a Top Sales Expert at Top Sales World

Lead Generation Lies That are Wreaking Havoc with Your Sales

Does Your Sales Team Know How to Follow-Up on a Lead?

Lead Generation: A Watched Pot Never Boils

Do Your Sales Prospects Have Their Own Poker “Tells”?

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

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

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

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

Who’s Harvesting Your Lead Farm?

Salespeople Must Accelerate Response or Fail

Looking to enhance sales lead performance? Put process before technology.

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

Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

Sales Leads: Why Your Reps Need Fewer, Rather Than More

The Slippery Slope Called Sales Enablement

“Tell Me Who Your Friends Are and I'll Tell You Who You Are."

Guest Post: Undead, Out Bound, Bloated Data and Dashing Dashboards

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

Is Anyone Leading Lead Management?

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Taking away a marketing manager’s excuses!

Marketing’s Wish List to the Sales Department

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Status quo, you know, is Latin for 'the mess we're in.'

Generating Qualified Leads is Number One Issue for New Members of the SLMA

A Salesperson's Wishes from Marketing

Follow the Money: The Primary Responsibility for CMOs

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Dealing with the New Customer Acquisition Challenge

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

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