Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

JUNE 21, 2018

Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results. Now project the revenue you expect to generate through inbound leads.

Lead Rank 100

Lead Rank Sales Qualified Lead Revenue Lead Scoring 100

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. All the time we’re having unscripted conversation with our clients’ prospects.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification?

Sales Qualified Lead 106

Sales Qualified Lead Lead Rank Lead Scoring Leads 106

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 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

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 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

JUNE 5, 2015

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

JANUARY 26, 2012

Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Direct mail Direct mail, for decades the workhorse of direct response communications for lead generation, still delivers the goods. With 18,500 business lists available for rent in the U.S.,

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

NOVEMBER 17, 2016

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. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.

Sales Methodology 100

Sales Methodology Lead Qualification Sales Qualified Lead How To 100

Pointclear

JULY 11, 2011

There is something of an irony at work here in that the MA offerings focus on generating inbound leads, and it’s a requirement that MA vendors need to supplant their own functionality with huge investments in outbound lead generation, lead qualification and lead nurturing if they want to achieve enterprise-level, complex sale success.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

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 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

NOVEMBER 2, 2016

Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Validation and calibration of lead scoring : Your scoring needs calibration. If anything here strikes a chord.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

JUNE 16, 2015

movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. These false pronouncements are having a severe negative impact on sales performance [bold added].

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

MARCH 8, 2011

While marketing automation, like CRM during its gold rush days, promises huge returns across the board, I shared with Bob my concerns about relying too heavily on marketing automation when engaging target prospects who look like your strategic accounts—the 20% of your customers who deliver 80% of your revenue.

Account 162

Account Leads Marketing Qualified Lead Lead Qualification 162

Pointclear

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. I've written many blog posts on the fact that cold calling isn't dead. Whether you call high quality cold calling Gold Calling or Cold Calling 2.0,

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

SEPTEMBER 24, 2013

Think: lead nurturing. More buyers self-educate long before they contact a prospective seller.". If you have not killed BANT in your lead qualification process, do it now. Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

MARCH 31, 2011

Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs. Of particular interest—and concern!

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Pointclear

DECEMBER 7, 2010

Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Multi-media : Use a smart mix of multiple media.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

OCTOBER 9, 2012

VP I was talking to yesterday summed up the “state of the industry” as he sees it: “Well, since we can’t seem to get sales reps to follow-up on leads, we are going to try to tele-sell a $25,000 trial with a money back guarantee. If we turn those trials over to sales instead of leads, maybe then we can get them to do their job”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

JANUARY 12, 2012

Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. And in spite of higher ad rates, we continue to keep our cost-per-lead under $100!”

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

MARCH 1, 2012

In part one , Carlos differentiates between demand generation strategies and lead management processes. Successful demand generation strategies fill the sales funnel with the right prospects and engage them correctly so they progress from marketing qualified leads (MQLs) to sales accepted leads (SALs) and sales qualified leads (SQLs).

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. 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.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

JUNE 15, 2017

Paying nurturing and qualification departments that drain budget and add little value. Driving your salespeople to create their own leads, sucking away productive selling time. Starving the pipeline of new prospects. The department manager said something like: “We only give our salespeople 100% qualified leads that will buy.”

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

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 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

FEBRUARY 2, 2012

This award was made possible because of our team’s ability to develop and apply marketing analytics innovations that improve operational efficiencies and deliver to clients the qualified leads they need. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 181

Cost per Lead Lead Rank Lead Generation Marketing Qualified Lead 181

Pointclear

MARCH 4, 2014

They can find those kinds of leads all on their own. If your company shows this kind of pattern in its sales funnel, you’d be better off focusing on finding fewer, better prospects. How to Fix It: Whether through automation, outsourcing, or good old fashioned phone call follow up, you must find a way to qualify your leads.

Inbound 250

Inbound Sales Qualified Lead Top of Funnel Lead Qualification 250

Pointclear

OCTOBER 7, 2017

Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Sending sales leads that suck is a lose-lose plan.

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

Pointclear

JUNE 27, 2011

We have collaborated with Karen and CenterBeam on lead qualification, lead generation and lead nurturing programs, and I had an opportunity recently to ask her for her take on the in-house vs. outsource question, as well as her take on success factors, challenges and benefits associated with outsourcing.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219