Pointclear

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. The exchange of questions and answers by voice accelerates the sales cycle by addressing concerns and objections in real time.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

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). Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

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. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: Objective Management Group]. Source: Objective Management Group]. Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Jonathan Farrington

JUNE 12, 2013

But I believe we need to go beyond – we need to be inspired, motivated, creators, who are enthusiastic and able to consistently deliver against our key objectives. The primary objective of a professional Sales Manager has to be: “ To achieve consistently superior results through the performance of every key individual.”.

PointClear 42

PointClear Forecasting Construction Loyalty 42

Jonathan Farrington

MARCH 16, 2013

I am also delighted that we will be working with our long-standing sponsors again in 2013: FRONT ROW Solutions, iMeet, INSIGHTSQUARED, membrain, Objective Management Group, OneSource, PointClear, Richardson, Salespod, and 22Touch. Plus our Partners: SellingPower, Sales Gravy, Rain Today, Salesopedia and Changing Minds.

PointClear 55

PointClear Groups Twitter Survey 55

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Objection Handling. 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

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. With the rapid growth in inside sales comes challenges faced by inside sales leaders for achievement of sales objectives. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

FEBRUARY 18, 2014

What about objectives, strategies and tactics, and a budget for marketing?” Objectives are often focused on revenue targets, new product introductions, etc. Strategies are plans to accomplish the objectives, and the tactics are the specific action items to accomplish the strategies and objectives.”. “Do I inquired.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

SEPTEMBER 23, 2014

Do you like shiny objects or results? A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability?

Sage 229

Sage B2B Objections Account 229

Pointclear

JUNE 4, 2018

What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team. The misconception that building an internal team gives you more control and costs less is widespread. They account for labor, commissions and benefits, certainly.

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Jonathan Farrington

OCTOBER 11, 2012

Without an objective way to prioritize which prospects to contact first and/or an efficient strategy for contacting them, salespeople are doomed to waste a large percentage of their time – and in today’s competitive environment, we cannot waste a minute.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

OCTOBER 31, 2011

Align With Their Objectives. Make sure your email mentions an important business objective, strategic imperative, issue or challenge. Stick with common black fonts (no colors) and never include more than one link or attachment. Research your prospect's specific company, industry or position. Relevance is essential.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

Pointclear

MARCH 1, 2012

Lack of clarity about marketing automation objectives. And the consensus is clear: marketing automation will succeed as an enabler only after hard work is completed on underlying marketing and sales objectives, strategies and processes. Nonexistent lead management processes. Lack of alignment between marketing and sales.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

DECEMBER 10, 2013

Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. Click to start video at this point — There are so many sales tools available today.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Pointclear

MARCH 20, 2014

My objective was to book a 15 minute call with them (not a tough sell with a warm inbound lead). After making that many calls, you start to recognize behavioral patterns in the leads. You start to see unique trends based on the specific source of the leads. Both good and bad trends. In my case, it was a bad trend.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

NOVEMBER 12, 2013

Matt told me that consistent objectives are really important. Click to start at this point — When you talk about alignment between marketing and sales, how do you reach that state and how do you get companies to stick with it? You have to have sales and marketing leaders that actually believe in this — that aren’t just giving it lip service.

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

Pointclear

MARCH 27, 2015

1) Be clear about your objective: Your first and most important objective is to secure the next step, which is a discovery conversation. Genuinely acknowledge their objections. This will require laser focus, as the temptation can be to start over-qualifying the prospect in the heat of the moment. Let them see you understand.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

SEPTEMBER 10, 2013

Eric brought up MBOs (management by objectives) as a common tactic in use to compensate marketers for their efforts. Granted, compensating marketers on revenue may attract a different type of risk taker than the type now working in Marketing. Is this good or bad?

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

OCTOBER 20, 2017

Usually that objection has to do with the belief that only their own employees can represent their company. We’ve done the analysis that shows that PointClear’s outsourced lead generation approach generates 92.35% more revenue.

Outsourcing Services 124

Outsourcing Services Lead Generation Sales Qualified Lead Sales Outsourcing 124

Pointclear

AUGUST 6, 2018

What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team. They account for labor, commissions and benefits, certainly. But usually they aren’t considering the bigger picture, one that’s chock full of hidden expenses.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Pointclear

JANUARY 5, 2017

Before we get into the details let me address a possible objection by readers. Three things: Agree on your market, media and message. Measure what matters. Deliver fewer, but better, leads to sales.

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Pointclear

DECEMBER 19, 2012

Include goals, objectives, strategies, tactics, a lead generation spreadsheet, and a forecast for the number of inquiries and leads you need to make the revenue forecast. My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

JULY 12, 2017

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. Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

NOVEMBER 8, 2016

Cold calling is all about generating a list of people to call, a script for what you'll say, and spending money with the objective to produce a bunch of leads. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

MAY 26, 2016

The objective is to determine if the rejected lead was not in fact a lead, or if the sales follow-up was insufficient. Here is my recommendation: Marketing, sales and C-level executives agree on the definition of a lead—at every level, including Sales Accepted Lead and Sales Qualified Lead.

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Pointclear

AUGUST 30, 2016

You would not dream of building an electric plant outside your office building to generate your own power, you probably should not invest in an inside sales function to support your revenue objectives. Maintaining productivity, keeping turnover down as well as training and managing this function is a job that few people can, or want to do.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

MARCH 16, 2011

75% are creating programs and spending money without basing their objectives on quota. I asked the same question last year (I do this at almost every speech) and this time 25% raised their hands. 25% is a common response. 75% didn’t know the quotas! How can they create a marketing plan?

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

OCTOBER 11, 2012

That also includes common metrics and objectives.”. Marketing, too, is tied in on some of their bonus objectives. He describes an engagement with a current client in which they jointly built the SLAs and the business rules.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

SEPTEMBER 26, 2011

There’s a lot of gold to mine on Facebook, however, if you know your objectives and how the community works. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. After all, 750 million people can't be all wrong.

Facebook 216

Facebook B2B Marketing Airlines 216

Pointclear

OCTOBER 5, 2018

For example, if you provide an outsourced solution, and the prospect is dead set against outsourcing, then regardless of the other qualifying criteria you are probably better off going to the next prospect, or at least get them over this objection before trying to sell to them. The Verdict. So, which option did the CRO select?

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

JUNE 10, 2016

The folks at Wheelhouse Advisors concur : “In spite of the fact that sales and marketing have a vast number of common goals and objectives, the two have always found it tough to work together. The Judicial Branch, which should include the CEO, is there to align the efforts of sales and marketing. And this is really bad news for businesses.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 22, 2011

If you can’t find an internal objective source, consider bringing in an outside consultant. So, the first phase in lead management process development is to do a deep review and discovery of your existing processes (you may even call it an audit). What is the goal of this review and audit?

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

SEPTEMBER 24, 2015

It supposes that your core objective is to continually reach a broader and broader audience. However ABM is the Holy Grail for those doing it right. Lead generation is at its core a numbers game. You are trying to get the most, qualified leads, for the cheapest price. To do that you have to generate a lot of leads to get there.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

NOVEMBER 7, 2011

But as right as the above objection may initially feel, it’s also important to ask the following questions about your strategic account management program: Are we closing the number of deals we’ve targeted?

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Static data about prospects.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

JANUARY 27, 2017

It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. This isn’t about boundaries or who gets credit. The logic behind this calculator makes tons of sense.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100