INDUSTRY INSIGHTS YOUR PEERS ARE READING
a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”. “What could derail this project?” MORE
. 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. MORE
The PointClear Relational Segmentation (PCRS) approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent. With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. MORE
Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. MORE
PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items. PointClear’s Lead/Revenue calculator factors in metrics frequently ignored by others’. MORE
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. MORE
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. MORE
Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. MORE
PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads. At your desk and can’t make that physical change in latitude to get a change in attitude? MORE
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. MORE
General Dan McDade PointClear PoweViews Interviews MORE
As president and CEO of PointClear , the author of the book The Truth About Leads , a contributor to numerous publications, and a frequent speaker and blogger, he’s spent the past 20+ years helping B2B companies optimize sales and marketing processes. MORE
Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads. This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. MORE
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. MORE
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 MORE
Linda Richardson interviews Geoffrey James, the most prolific and successful blogger ever in the sales space: Dan McDade from PointClear is in the spotlight, and I will be trying to persuade you to come to London in June! MORE
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). MORE
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. MORE
I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. MORE
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. MORE
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 MORE
News: Message just in from good chum and JF Associate, Dan McDade, Founder & CEO of PointClear. General Dan McDade Leadership Leadership versus Management PointClear MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. MORE
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. MORE
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. MORE
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. MORE
The PointClear Relational Segmentation approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments. B2B marketers are certainly aware that business marketing data degrades quickly. MORE
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. MORE
I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. MORE
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. MORE
. 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? MORE
One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. As an example, PointClear targets two contacts within each account location. While the table above shows the cadence used to disposition a particular contact, the table below shows the production estimation of a PointClear business development associate. MORE
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. MORE
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. MORE
What we’re doing seems to be working: The clients we’ve served (some for most of that time period) and the CMOs we’ve worked with (90% of our business is with marketing leaders who’ve done business with us before) will tell you that it’s PointClear’s combination of three things we do well that make a difference: An agile approach that includes adaptable lead management processes, testing and continuous improvement. At PointClear, our average associate is 50. MORE
If you would like to listen in, you will find the interview HERE And you might also enjoy another recent interview I did with Dan McDade of PointClear, which is also “topping the charts” HERE. MORE
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. General Dan McDade PointClear Guest Post by Dan McDade. MORE
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? MORE
PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event. Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. Mobile will eclipse standard browsers by 2013. MORE
PointClear Related Topics 
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.
Jonathan Farrington
JULY 31, 2013
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.
Jonathan Farrington
JULY 10, 2013
. 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.
Jonathan Farrington
APRIL 8, 2012
General Dan McDade PointClear PoweViews Interviews
Jonathan Farrington
JUNE 12, 2013
. 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?
Jonathan Farrington
APRIL 25, 2012
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
Jonathan Farrington
APRIL 21, 2013
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
|
Jonathan Farrington
OCTOBER 11, 2012
If you would like to listen in, you will find the interview HERE And you might also enjoy another recent interview I did with Dan McDade of PointClear, which is also “topping the charts” HERE.
Jonathan Farrington
FEBRUARY 27, 2013
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.
Jonathan Farrington
JUNE 20, 2012
News: Message just in from good chum and JF Associate, Dan McDade, Founder & CEO of PointClear. General Dan McDade Leadership Leadership versus Management PointClear
Jonathan Farrington
NOVEMBER 2, 2012
As president and CEO of PointClear , the author of the book The Truth About Leads , a contributor to numerous publications, and a frequent speaker and blogger, he’s spent the past 20+ years helping B2B companies optimize sales and marketing processes.
Jonathan Farrington
APRIL 26, 2012
Linda Richardson interviews Geoffrey James, the most prolific and successful blogger ever in the sales space: Dan McDade from PointClear is in the spotlight, and I will be trying to persuade you to come to London in June!
Jonathan Farrington
JULY 1, 2012
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?
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Pointclear
NOVEMBER 7, 2017
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.
Pointclear
JULY 19, 2017
a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”. “What could derail this project?”
Pointclear
OCTOBER 16, 2014
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.
Pointclear
SEPTEMBER 4, 2018
The PointClear Relational Segmentation approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments. B2B marketers are certainly aware that business marketing data degrades quickly.
Pointclear
JANUARY 4, 2018
Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads. This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads.
Pointclear
JUNE 9, 2017
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.
Pointclear
NOVEMBER 13, 2017
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.
Pointclear
NOVEMBER 8, 2017
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.
Pointclear
JUNE 21, 2018
PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items. PointClear’s Lead/Revenue calculator factors in metrics frequently ignored by others’.
Sales 2.0
JULY 25, 2016
Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy.
Pointclear
OCTOBER 24, 2017
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).
Pointclear
APRIL 11, 2018
One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. As an example, PointClear targets two contacts within each account location. While the table above shows the cadence used to disposition a particular contact, the table below shows the production estimation of a PointClear business development associate.
Pointclear
FEBRUARY 28, 2018
I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.
Pointclear
DECEMBER 21, 2017
The PointClear Relational Segmentation (PCRS) approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent. With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly.
Pointclear
NOVEMBER 16, 2017
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.
Pointclear
OCTOBER 31, 2017
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.
Pointclear
APRIL 18, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation.
Pointclear
APRIL 16, 2018
I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.
Pointclear
FEBRUARY 13, 2018
Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel.
Pointclear
APRIL 12, 2011
PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads. At your desk and can’t make that physical change in latitude to get a change in attitude?
Pointclear
AUGUST 29, 2013
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.
Pointclear
AUGUST 8, 2013
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.
Pointclear
JUNE 20, 2013
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.
Pointclear
AUGUST 1, 2013
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.
Pointclear
JULY 25, 2013
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.
Pointclear
OCTOBER 14, 2011
PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event. Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. Mobile will eclipse standard browsers by 2013.
Pointclear
FEBRUARY 23, 2018
What we’re doing seems to be working: The clients we’ve served (some for most of that time period) and the CMOs we’ve worked with (90% of our business is with marketing leaders who’ve done business with us before) will tell you that it’s PointClear’s combination of three things we do well that make a difference: An agile approach that includes adaptable lead management processes, testing and continuous improvement. At PointClear, our average associate is 50.
Pointclear
JUNE 29, 2017
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.
Pointclear
FEBRUARY 7, 2018
Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal.
Pointclear
APRIL 2, 2013
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.
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