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. The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc.

4 Great Reasons to Take the Sales Performance Optimization Survey Today


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.

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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. Over the past 16 years, his vision and innovative strategies have assured 100% of leads delivered to PointClear clients are sales-qualified … enabling them to close up to 5 times more deals. General Dan McDade Lead Generation PointClear Top performing B2B sales organizations rarely employ just one lead generation tactic.

Embarking on a sales lead generation project: What could go wrong?


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?”

Vote for Kimmy Netterville, an inspired sales lead management leader


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.

Identifying the Perfect Leader – Do You Report To One?

Jonathan Farrington

Away from “the World” for a moment, I think you will enjoy this post from good chum Dan McDade and his team over at PointClear - “Power Opinions – Experts Select Top Three Social Media Tools” and whilst you are over there, have a listen in to Dan’s brand new interview with another good chum, Lori Richardson – “Small Sales Improvements Make a Profound Impact” General Dan McDade Leadership Leadership Traits Leading Lori Richardson PointClear

PowerViews Interview – 2012 and all that …

Jonathan Farrington

General Dan McDade PointClear PoweViews InterviewsI was delighted to be Dan McDade’s first guest on his new PowerViews series: Dan and I discussed a number of topical issues, including the current state of play within the sales and marketing space, and the likeliehood of an imminent marriage between sales and marketing. I think you’ll find it interesting – HERE. I do hope you are enjoying your Easter break – if indeed you are celebrating this holiday.

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


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.

So How Do You Develop A First Class Sales Team?

Jonathan Farrington

News: You might enjoy a very forthright and frank interview I did with Dan McDade of PointClear recently – “Sales Success – The Perfect Formula” Over at Top Sales World today, excellent tip from Jeffrey Gitomer – “What’s Your Proactive Marketing Approach to Loyalty?” . Pick up a typical report and what words do you find?

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“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face.

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


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.

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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 It has been written that the best scams are ones in which the victim does not know he or she has been taken. By the end of this discussion, you will understand how this comment relates to appointment setting.

The Slippery Slope Called Sales Enablement

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. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. General Dan McDade PointClear Guest Post by Dan McDade. If your “help” is hurting someone, it is enabling them.

Quality Activity Equals Quality Results – Simple?

Jonathan Farrington

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. General BizTalk Radio Dan McDade Dr. Tony Alessandra Michael Boyette PointClear Sales Thinker Radio St.Pancras Hotel Time Efficiency Time Management Todd Schnick

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. Initially they feel very excited about their decision before going through a learning curve where they may struggle with blending in your products/services.

Funnel Radio Line-up April 4

Sales Lead Management Association

Hosts are: Ryan Ball - Lola.com, Dan McDade - Pointclear, John Asher - Asher Strategies, Matt Heinz - Heinz Marketing, Stacy Gentile - Goldmine CRM, Rhoan Morgan - DemandLab, Patrick Morrissey - Altify and Darryl Praill - Vanillasoft. Guests today include: Daniel Disney, Lance Walter, CMO Neo4j, Joseph Jaffe, Rebecca Kaufman, Chad Pollitt, Chris Finneral, CEO & Co-Founder of SketchDeck, Chuck Reaves, Karen Hayward and Cheryl Horner McDonnough.

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 PointClearOne of the questions I am most frequently asked is what are the key differences between a leader and a manager, and this is the best quote I have ever read. It succinctly describes those differences. There is a difference between leadership and management. Leadership is of the spirit management is of the mind.

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


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.

Guest Post: Yikes! We have met the enemy and it is us!

Jonathan Farrington

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. General BANT Dan McDade Neil Rackham PointClear Sales vs Marketing SLMA

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The “Winners in Life” Know All About Influencing!

Jonathan Farrington

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! General Dan McDade Dave Kurlan Jeffrey Gitomer Linda Richardson Linda Richardson's Sales Rescue PointClear Samara Pope Tamara Schenk Top 50 Sales & Marketing Influencers Top Sales Article of the Month Top Sales Magazine

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? Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick of hearing that, but it’s true.

Use This Tool to Calculate Lead to Revenue


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’.

Chairs are Dead—and Other B2B Marketing Hogwash


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).

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Lies, damned lies, and statistics

Sales 2.0

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. I agree. We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people.

Increase Revenue, Decrease Costs - Download the Free eBook!


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. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent. B2B marketers are certainly aware that business marketing data degrades quickly. Most know that there is no such thing as a “good list”.

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Who We Serve. Why it Matters.


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.

The Right Cadence Creates a New Lead with a $1 Billion Healthcare System


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.

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For Higher B2B Sales Don’t Just Scrub Your Data


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.

B2B Sales Lead Generation Pros Who Listen, Learn


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.

Takeaways from BtoB's NetMarketing Breakfast in Boston


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.

Why would a company ever outsource anything?


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 Sales - Selling at Every Level


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Are You Paying Enough Attention To Your Sales Teams? Sales teams are expensive, complex and powerful, so they should be made as productive as possible.

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life


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.

A Good Laugh from a New Sales Lead Management Cartoon Series


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? There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series.

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


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. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, by using the data, metrics and predictability that inside sales has always been known for,” says Anneke Seley, CEO of Reality Works Group.

Who Owns the Pipeline, Marketing or Sales?


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.

5 Steps to Account-based Marketing Success


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 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.

Good Reads for B2B Sales - Are You Drowning in Sales Quota?


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. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Will it bring another evolution in the ever-changing buying and sales processes?

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Bulls, Bears, Bernanke and BtoB Lead Generation


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. So those companies capable of accurate segmentation, with savvy media strategies, on-target messaging and spot-on execution (including those companies that are clients of PointClear), can expect to stay ahead of the pack over the next six months.