Pointclear

AUGUST 14, 2013

Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. Companies have been a bit slower than individuals in realizing the power of social media. Sales Managers Didn’t Want Their People on Social Media All Day.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

JANUARY 26, 2012

Let me go out on a limb and propose the top five media for your lead generation toolkit. Now, you are probably wondering why I did not include email on this list of top five media for prospecting. B-to-B marketers often find lower cost-per-inquiry results from direct mail and other media, despite the temptingly low cost of email.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. After all, content is the “fuel” that drives the social media engine, right? But things can get murky when marketers are asked to rate social media in terms of contributing to business goals.

Paid Content 252

Paid Content Social Media Survey ROI 252

Pointclear

FEBRUARY 12, 2015

On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing organizations today are using social media for business purposes—more now than ever before.

Social Media 100

Social Media Media ROI Revenue 100

Pointclear

JULY 10, 2012

We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur).

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pointclear

MAY 9, 2013

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

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. SLMA Radio - Since 2010.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads. It takes about 1.6 It takes about 1.6

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

Pointclear

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. These sales professionals accept responsibility for working all leads to the finish, win or lose. So how do you get from here to there?

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

JANUARY 13, 2017

Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. Use Dynamic Engagement, including Triggers. Analyze, Analyze, Analyze.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

Pointclear

MAY 23, 2018

Making additional contact using the right cadence (multiple touches and multiple media including phone, voicemail and email across multiple cycles) is worth the time and money it takes. Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4%

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. You should experiment with touch cycles and media mix for your solution or service. However, persistence and a mix of media pays off. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

JANUARY 9, 2014

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. Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. Consistency is essential.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

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 But investing in more lead-sourcing technology is not the answer, nor is inbound marketing or social media. percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. The answer to selling more with social media is found: Starting conversations that are worth having.

Social Media 165

Social Media Media Top of Funnel Hiring 165

Pointclear

SEPTEMBER 23, 2011

Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them. At the same time, we wholeheartedly apply a variety of media both in client programs and in our own marketing and sales initiatives.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

APRIL 19, 2017

Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Social media is NOT a popularity contest – vanity metrics don’t count.”

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

DECEMBER 7, 2010

Multi-media : Use a smart mix of multiple media. Vary and integrate media—outbound calls, voice mail messages, personalized email, direct mail and landing pages—to deliver messages in consistently fresh formats and in accordance with prospect preferences.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

AUGUST 14, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

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). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. VP level) are 2.5

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

JULY 17, 2012

This would include everything from the cost of the media (in the case of inbound sources) and the cost to qualify the lead (assuming that your company is not making the mistake of sending raw, unfiltered, unqualified leads directly to the sales force). This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

APRIL 6, 2017

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. Your list/database is 60% of the reason why programs succeed (the other 40% is the message and media). Any interest in a short chat? I get at least one like this every day.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

DECEMBER 9, 2010

For an in-depth look at the concept that sales benefits from receiving fewer, more highly-qualified leads, I encourage you to download the PointClear white paper, Why Your Sales Force Needs Fewer Marketing Leads. In the end, it means great return on program investments and higher company revenue.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

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. Social media. She will bump up the title for the blog, change the copy from the podcast site description, and use a few quotes from the guest and the host.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

FEBRUARY 18, 2015

Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.

Lead Management 100

Lead Management Leads Marketing Qualified Lead Media 100

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). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

Pointclear

JUNE 28, 2018

Just three: Agree on your market, media and message. If you have defined your market, media and message and if you are inspecting outcomes and conducting in-depth analysis at every step, you can substantially improve results. I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Fill the Funnel

NOVEMBER 10, 2010

Best Use of Social Media for Sales or Marketin g - Adobe Omniture Business Unit. Dan McDade/Pointclear posted a good highlight of the conference from his perspective. Best Sales Enablement Program – Big Machines. Best Sales Lead Management Program – Unisfair. Best Sales & Marketing 2.0 Solution - Marketo.

Twitter 74

Twitter Conference Omniture Airlines 74

Pointclear

JULY 14, 2015

Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). In our experience here at PointClear, very few companies are getting it right. But what if the message is wrong? What if the target audience is wrong? These are bigger, fundamental problems that require broader shifts.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Social media. 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. Trackbacks. Trigger Events.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. Lead farmers employ a proven multi-touch/multi-media/multi-cycle contact process over a period of weeks and months. They are exceptionally skilled in engaging C-level executives in high-level conversations and probing to uncover and understand their business challenges. .

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

MARCH 20, 2014

The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

MAY 16, 2017

We had a conversation about the importance of process surrounding Market, Media, Message and Metrics. Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. More about this.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Pointclear

APRIL 30, 2013

He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Mobile Marketing Boom.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Jonathan Farrington

JULY 10, 2013

News: Over at Top Sales World we have announced last week’s Top Sales Article , together with this week’s Top 10 choices.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

JANUARY 24, 2012

Jason Falls is an author, speaker and CEO of Social Media Explorer. He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Social media is a different marketing channel than all those that came before it.

B2B 192

B2B Social Media Face-to-face Twitter 192