Pointclear

JUNE 7, 2016

However, it should take no more than a few minutes of sales time, and it’s the best thing an organization can do to ensure that the budget, effort and resources devoted to lead generation are not wasted.”. a sales rep reports, ‘I called the prospect three times. He didn't get back to me, so he must not have been interested’).

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

Pointclear

FEBRUARY 21, 2012

” Indeed, all Top Sales Experts work together to continually improve sales standards and share sales best practices in the form of how-to guides, articles, and webinars—every conceivable resource needed by front-line sales professionals and their managers. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

OCTOBER 31, 2011

For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Follow these guidelines to increase your email prospecting success. Research your prospect's specific company, industry or position. Be an Invaluable Resource. Provide links to resources.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

Pointclear

DECEMBER 9, 2010

Qualifying criteria are rarely met due to lack of marketing resources. By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Sales reps’ calendars are cluttered with unqualified meetings.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

Pointclear

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JULY 26, 2018

Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. They know prospects will buy from people and companies they know, and companies with applications like theirs. Resources section of the website. She has what she needs for the case study. E-books and white papers. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

SBI

NOVEMBER 13, 2012

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. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. Thank you Trish!

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 22, 2011

Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. Scoring the Prospect Experience.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. How many times have you lost a piece of business because the buyer didn’t know who you were?

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

The Pipeline

MAY 13, 2011

Free Resources. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

JULY 11, 2011

Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources. The sales cycle may grow longer as larger companies are targeted. Target market challenges. Significant market competition from established packaged and on-demand vendors.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

AUGUST 23, 2012

He continues, “That means that all this activity, all these engagements, all these resources applied—and six out of ten times, the majority of times, people say, ‘I think I’m still OK.’ Develop Messages for Prospects Grouped into Status Quo Clusters. What processes they’re using today. Why they think they’re safe.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Pointclear

SEPTEMBER 12, 2018

Deploying Sales Resources 2. Let’s take a closer look: Deploying sales resources: Should the sales team be deployed by geographical territories? How can you assure the best salesperson is in front of the best prospect at the best time. Who has a connection to that prospect’s CEO?” Coaching & Counseling. By vertical?

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Jonathan Farrington

APRIL 21, 2013

They are really scheduling “appearances” and creating the illusion that these appearances are with qualified prospects. The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. He can be reached at Dan.McDade@pointclear.com.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. You’re either cold or you’re hot—lukewarm doesn’t cut it.

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Pointclear

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. So how could it make sense to use outside resources to engage with target companies this valuable? Internal resources may be incorrectly matched to opportunity type.

Outsourcing Services 180

Outsourcing Services Account Decision Maker Lead Nurturing 180

Pointclear

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Have candid conversations with your prospects, and use the feedback to determine what questions they generally need answers to ?

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

OCTOBER 20, 2017

This post deals with the counter discussion on how our resources are not only less expensive, but better, completing the Miller Lite analogy. Just as there are prospects who say they can do sales lead generation for less (and I hope I’ve effectively debunked that argument) there are those who think no one outside could do it as well.

Outsourcing Services 124

Outsourcing Services Lead Generation Sales Qualified Lead Sales Outsourcing 124

Pointclear

JULY 24, 2012

The definition of a system requires that it be made up of elements called an assembly of resources and procedures. Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system.

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. In many cases hot opportunities are already baked. Longer-term opportunities increase marketing ROI.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

APRIL 7, 2014

Jim mentioned that it’s all a process, and that typically you need to have 8-10 touches with a prospect over time, adding value with each communication. You can connect with Jim and learn more about the Sales Lead Management Association via the following resources: Website: www.theslma.com. Stay tuned for my next PowerViews.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Pointclear

OCTOBER 29, 2013

Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs? You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. Stay Tuned.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

Pointclear

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. You can connect with Ardath and learn more about Marketing Interactions via the following resources: Website: www.marketinginteractions.com.

Retention 247

Retention Social Media Twitter Video 247

Pointclear

DECEMBER 7, 2010

Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. Multi-media : Use a smart mix of multiple media.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Rank 100

Lead Rank Lead Scoring Segment How To 100

Pointclear

APRIL 23, 2013

And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. and “will it be worth winning?” , your prospect will be wondering “why should we change at all?” It’s time to return to our prospect. Parallel Thoughts. and “what should we change to?”.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

OCTOBER 24, 2013

People want to know how you’re going to help them, Jill said, so when you’re designing a social media page, think about it from the perspective of a visitor or a buyer or a prospective partner — not as a place to simply post your resume. You can connect with Jill and learn more about Oracle via the following resources: Twitter: @jill_rowley.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

AUGUST 16, 2018

This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. Longer-term opportunities increase marketing ROI.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Pointclear

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Chris said he still has a lot to learn, and sitting in while a sales rep speaks to prospects is a two-way educational street. Guard the time of sales reps. Unorthodox?

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. The answer is clear, and may surprise you.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

AUGUST 16, 2012

People tend to position these and other kinds of prospecting or business development programs as either/or. We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. I don’t like this kind of either/or. Stay Tuned.

Outbound 154

Outbound Inbound Social Media Call-back 154