Pointclear

AUGUST 30, 2012

If sales doesn’t care about marketing, but marketing understands what their job is—that they’ve got to get this amount of qualified opportunities—I think we can all live with that. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

JUNE 28, 2018

Or do you recognize the value of a longer-term lead and the opportunity there for developing a relationship? While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Is a good lead only one where a c-level executive is involved?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. Staying as they are, or going for a support agreement that would reduce down-time, is the value gap opportunity. That is your opportunity to affirm the value of your products. I practice it every day in my role as lead salesperson for the company. (We Value Added Arguments.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

SBI

NOVEMBER 13, 2012

Dan McDade – Pointclear. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Bob Apollo – Inflexion Point Strategy Partners. Trish Bertuzzi – The Bridge Group. Jill Konrath – Jill Konrath.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

OCTOBER 13, 2011

As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies. It also has to include lost opportunity cost because your sales pipeline is not where you need it to be.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

DialSource

JULY 8, 2020

In the United States, inside sales grew 15 times faster than outside sales, creating jobs and immense business opportunities. . Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. In comparison, outside sales reps go out into the field to meet with clients.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Jonathan Farrington

JULY 31, 2013

An Atlanta-based software company, Joulex, increased new business sales opportunities in their pipeline by more than $2 million dollars from qualified leads generated by an outbound prospecting program. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. Wish I had thought of that.

Sales Qualified Lead 100

Sales Qualified Lead Lead Generation Direct Mail Call-back 100

Pointclear

AUGUST 20, 2018

The true measure of successful marketing should be how well marketing creates sales opportunities that have a high potential of developing into sales. When analyzing one lead source for a giant software client, we found that marketing had generated 3,117 leads at a cost of $23.15 What Can You Do About It?

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Pointclear

JANUARY 15, 2013

These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. One of the world’s largest software companies—since 2002. Global healthcare software and services company—since 2007.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

APRIL 4, 2011

This is not a problem, but an opportunity. It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc. Could this be a problem?

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Sales people are very good at sorting out short term opportunities. That’s how they survive.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. First there is an assessment of the strengths and weaknesses, opportunities and threats (SWOT). From this document companies attempt to exploit the opportunities, avoid the threats, build on their strengths, and shore up the weaknesses. Try pay-for-click.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. When Dave closed the doors of ESR, Steve saw an opportunity and seized it. How did the two of you decide to collaborate on this book?

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

JULY 16, 2013

An Atlanta-based software company, Joulex, increased new business sales opportunities in their pipeline by more than $2 million dollars from qualified leads generated by an outbound prospecting program. The more successful your prospect development program — the more successful you will be at driving revenue.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

MAY 7, 2013

The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

MAY 17, 2018

The reality is that the actual cost per qualified lead is substantially higher than the per appointment cost (because so few of the appointments are with qualified buyers) and the actual cost and opportunity cost of travel to appointments is high. 3 The margin, for most software and services offers, is low to be conservative.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. For example, they need to spot market opportunities like places where a company can expand.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

APRIL 18, 2012

Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. This might be a perfect opportunity to start influencing them. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

MARCH 22, 2011

Last year I was looking for forms software to support CustomerThink. Why not take the opportunity to turn everyone into an advocate for your business, even if they are not the right fit at this point in time? Look for opportunities to get prospect feedback. OK, this a consumer example. How does it relate to B2B marketing?

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

MAY 10, 2012

But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. ” He says the latter is not always easy because it’s tough to convince other people inside the company to do something other than their normal job.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

MAY 10, 2012

But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. ” He says the latter is not always easy because it’s tough to convince other people inside the company to do something other than their normal job.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. It’s a critical corporate function that should be integrated into everything a company does.

Revenue 113

Revenue Forecasting Commission Telecommunications 113