Sales Prospecting: Are You Doing It Right?

Pipeliner

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 […].

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.

Trending Sources

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?

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.

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.

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.

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.

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

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

Account-Based Marketing: Would you rather get 56 leads for $49,835 or 27 leads for $172,200?

Pipeliner

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.

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.

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.

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.

Data 106

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.

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.

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.

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?

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.

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.

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.

Insights on Outbound Conference in Atlanta

Pointclear

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.

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.

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.

Sales Lead Generation: Saving Money – Killing Performance

Pointclear

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.

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.

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.

Good Reads for B2B Sales - Cold Calling Revisited

Pointclear

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.

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

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.

Good Reads for B2B Marketing - Respect Your Competition

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.

Hoffman's Hot Seat: The Key to Generating Sales Leads - Think.

The 1to1 Media Blog

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.

B2B Lead Generation: Are You Killing the Golden Goose?

Pointclear

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.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

Pointclear

In our experience here at PointClear, very few companies are getting it right.