When we assess a new (for PointClear ) business opportunity, or evaluate the results of a current client’s program, we look at the following: Market (60%). Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. 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
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. MORE
PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. 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
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
For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor. The coffee was hot and the lunch was great. Thank you. MORE
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. MORE
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. 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
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. 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
General Dan McDade PointClear PoweViews Interviews 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
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. 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
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. 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
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. MORE
PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.” Half. 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
Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience. MORE
He founded PointClear in 1997, and for over 20 years he’s been instrumental in developing strategies that assure that 100% of the leads delivered to his company’s client sales organizations are fully qualified […]. 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
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. MORE
In our experience here at PointClear, very few companies are getting it right. 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
1to1 Medias Tom Hoffman speaks with Dan McDade, President and CEO of PointClear, about best practices for generating sales leads effectively. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. 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 received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. 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
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. 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
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 – 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. MORE
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? 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
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
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. MORE
PointClear Related Topics Pipeliner
OCTOBER 21, 2016
He founded PointClear in 1997, and for over 20 years he’s been instrumental in developing strategies that assure that 100% of the leads delivered to his company’s client sales organizations are fully qualified […].
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
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
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
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.
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.
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.
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.
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
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
Pipeliner
MARCH 15, 2017
When we assess a new (for PointClear ) business opportunity, or evaluate the results of a current client’s program, we look at the following: Market (60%). Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject.
Jonathan Farrington
APRIL 8, 2012
General Dan McDade PointClear PoweViews Interviews
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
JANUARY 13, 2017
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.
Jonathan Farrington
JANUARY 5, 2013
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.
Smart Selling Tools
NOVEMBER 13, 2012
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.
Pointclear
MAY 23, 2017
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.
Pointclear
APRIL 6, 2017
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.
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?
Pointclear
JUNE 16, 2015
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?
Pointclear
JUNE 5, 2017
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.
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
JUNE 7, 2016
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.
Pointclear
MAY 28, 2015
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.
Pointclear
AUGUST 15, 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
MAY 9, 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
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.
Pointclear
APRIL 19, 2017
For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor. The coffee was hot and the lunch was great. Thank you.
Pointclear
MAY 13, 2016
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.
Pointclear
DECEMBER 1, 2016
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.
Pointclear
MAY 11, 2017
PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.” Half.
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 5, 2015
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.
Pointclear
APRIL 4, 2013
PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space.
Pointclear
JANUARY 9, 2014
I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time.
Pointclear
MAY 23, 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.
The 1to1 Media Blog
JANUARY 4, 2012
1to1 Medias Tom Hoffman speaks with Dan McDade, President and CEO of PointClear, about best practices for generating sales leads effectively. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience.
Pointclear
AUGUST 14, 2012
Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience.
Pointclear
JULY 14, 2015
In our experience here at PointClear, very few companies are getting it right.
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