2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

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.

So How Do You Develop A First Class Sales Team?

Jonathan Farrington

. Pick up a typical report and what words do you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required?

Trending Sources

Identifying the Perfect Leader – Do You Report To One?

Jonathan Farrington

. Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.

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

Jonathan Farrington

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. General Dan McDade Lead Generation PointClear Top performing B2B sales organizations rarely employ just one lead generation tactic.

Guest Post: The Fallacy of Appointment Setting

Jonathan Farrington

The Truth About Leads can be purchased on Amazon: [link] McDade is President of PointClear a B2B sales prospecting company, which he founded in 1997. General Appointment Setting Dan McDade Lead Generation PointClear The Truth About Leads

Never De-Value the Importance of Post Sale Follow Up

Jonathan Farrington

General Account Development Account Management Dan McDade PointClear Post Sales Follow-Up Top Sales Article of the Week Top Sales Hardtalk . New customers have a tendency to evolve through three phases once they decide to buy from you.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads.

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

Pointclear

One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). For PointClear, a pipeline is a prospect that is just one or two additional actions away from being converted to a lead (20% to 25% of the time pipelines do become sales qualified leads). There’s plenty of mediocrity in lead generation—both in-house and outsourced.

4 Great Reasons to Take the Sales Performance Optimization Survey Today

Pointclear

Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting.

What is the Net Effect of the Migration to Inside Sales?

Jonathan Farrington

I discuss this fact in detail with Dan McDade of PointClear – HERE. General Dan McDade Geoffrey James Inside Sales Linda Richardson Mike Schultz PointClear Rain Group Sales Training Top Sales Magazine

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Pointclear

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

An Abundance of Managers, But Too Few Leaders?

Jonathan Farrington

News: Message just in from good chum and JF Associate, Dan McDade, Founder & CEO of PointClear. General Dan McDade Leadership Leadership versus Management PointClear

Vote for Kimmy Netterville, an inspired sales lead management leader

Pointclear

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. 6, 2017. The list of winners will be posted on Dec. 15, 2017.

Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

I invite you to subscribe to the PointClear blog so you never miss a post. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on).

PowerViews Interview – 2012 and all that …

Jonathan Farrington

General Dan McDade PointClear PoweViews Interviews

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher.

5 Steps to Account-based Marketing Success

Pointclear

Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare.

5 (doable) ways to drive revenue growth now

Pointclear

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.

How much does outsourced lead generation cost (vs. keeping it in house)?

Pointclear

per hour for a PointClear outsourced teleprospecting resource. Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Just as Miller Lite excels in two conflicting arenas (palatability and how full it makes you feel), outsourced teleprospecting does as well.

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

Jonathan Farrington

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. It is time to make some predictions for 2013.

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B2B Sales Lead Generation Pros Who Listen, Learn

Pointclear

How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth.

Have Our Customers and Clients Become Irreversibly Promiscuous?

Jonathan Farrington

General Dan McDade PointClear PowerView Interviews Rich VancilI suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships?

The Quest for Good Leads: Are You Asking the Right Questions?

Pointclear

Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. What’s a good lead rate? How much should a lead cost?

What Percent of Leads Should Sales Close?

Pointclear

Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication. The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

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

Pointclear

At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

Pointclear

Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question.

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

What Should the Sales Close Rate Be?

Pointclear

Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

Pointclear

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. Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault.

Sales Lead Management Association Honors

Smart Selling Tools

Dan McDade – Pointclear. Does your business success depend on leads? 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.

Good Reads for B2B Marketing - Protect Your Online Reputation

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

Pointclear

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know.

Why would a company ever outsource anything?

Pointclear

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. “… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”. These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals.

Good Reads for B2B Marketing - How to Create Newsworthy Content

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

We're entering the era of accountability in sales and marketing

Pointclear

At PointClear, we facilitate accountability that translates into results. What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue. You can listen to the webinar here.

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The Flavors That "Sales Ready" Leads Come In

Pointclear

This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor. (Cartoon courtesy to Kenny Madden). I once worked with the then SVP, Marketing of a large public company who was frustrated with sales.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Pointclear

Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program.