No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. Do you really think marketing can qualify your leads?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

MARCH 22, 2011

And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Scoring the Prospect Experience.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Implement a Repeatable Predictive Sales Process – Whether an inside seller or field seller, following a repeatable predictive sales process is one of the easiest tools to implement and requires the least amount of true sales skill to master.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

AUGUST 23, 2012

Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets. Tim adds that the vehicles or channels—like smart phones and tablets—that people are consuming content on are optimized for video, so demand gen tools need to be focused on video as opposed to traditional PDF types of assets. Why they think they’re safe.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

The Pipeline

MAY 13, 2011

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. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JULY 25, 2011

If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? The closer has a small set of tools that produce big results. Instinct cannot be taught so few salespeople become great hunters.

Hiring 177

Hiring Prospecting Inbound Journal 177

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

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job. People do business with people, not with technology.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

It seems sometimes that when the prospect does not have a purchase order in one hand and a pen in the other that the lead was not good. Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. What is it that you want to buy?”

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Others will be asked to move on, which hardly seems fair if they haven’t been given the training, coaching and tools they need to succeed in their role. Growth Carries Challenges. There is a higher turnover among the sales ranks.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Dell’s clients and prospects win because Scott creates rich content. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. This is a win-win-win situation.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

JULY 23, 2013

If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls. If you don’t have a marketing automation tool, get one. What’s worse, sales will not incrementally increase in proportion to the marketing spend. How to qualify them?

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). A poor “script”: Prospects don’t want to be tricked. They don’t want to hear a rote message either.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. People tend to position these and other kinds of prospecting or business development programs as either/or. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. Instead, reach out proactively and engage the prospect early on in the buying cycle. Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

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

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JANUARY 11, 2011

” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pipeliner

APRIL 2, 2018

#SalesChats E18: Sales Prospecting with Dan McDade. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

Pointclear

JUNE 10, 2016

Why not use all the tools in your toolbox? Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media. This small effort, which is often overlooked, can mean the difference between being ignored or welcomed by the prospect.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today. It’s not about pitching your stuff.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 22, 2015

Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs. Raab Associates provides consulting to help select the right tools and deploy them effectively.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

APRIL 21, 2015

Without the final step and actually talking to a prospect, billions of marketing dollars are wasted every year. With these marketing tools and new ones every day, inquiries can be qualified and non-buyers weeded out so that salespeople spend their time only on qualified prospects. Out here, a man settles his own problems.".

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Are they unable to validate need and propensity for change for the prospects they pursue? Are they attracting the wrong people? Do they drop the ball?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. A visit to the prospects’ Facebook page will provide a glimpse into their personality. 2) Communication.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. So why is ABM the new must-have for B2B marketers? You can’t just “align marketing and sales.”

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects. Anthony agreed with this wholeheartedly. There is no such thing.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

AUGUST 11, 2015

I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

FEBRUARY 26, 2013

That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. How to do this? A few suggestions: Dig deep into cultural differences to learn.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

SEPTEMBER 24, 2015

Marketing provides air cover by nurturing and educating their known universe of prospects. While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects. Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

APRIL 10, 2012

Sales teams need to critically assess tools, as well as social media participation, to make sure they are appropriate for supporting direct engagement with their prospects and customers. He notes tougher competition and more level playing fields require reps to embrace them—with a caveat.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Jill Konrath , sales and marketing strategist, speaker, and author of SNAP Selling and Selling to Big Companies 7 Hot Email Prospecting Tips.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169