Pointclear

APRIL 16, 2018

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. 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.

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

Pointclear

OCTOBER 31, 2017

“Managers have hard evidence … in the form of the team’s performance record—revenue increased, deals notched, customers acquired, and so on — and its longevity and stability over time,” said Finkelstein, who is also the author of Superbosses: How Exceptional Leaders Master the Flow of Talent.

Telemarketing 133

Telemarketing Company Hiring PointClear 133

Pointclear

JUNE 28, 2018

million in potential revenue. I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%. A total of 41 sales opportunities are currently under development by marketing. Last month, sales received 10 fully nurtured sales opportunities representing $3.5 Attached are the details.”.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Braveheart Sales

FEBRUARY 20, 2020

In the electronic security industry, as well as SaaS, telecom and other recurring revenue businesses, customer creation costs are a key component which determines the company’s ability to borrow for expansion. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. The post Depend on Recurring Revenue?

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

SEPTEMBER 10, 2013

Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Total Revenue. Revenue just from sales leads generated by marketing. We kept coming back to total revenue. Generally, revenue for Marketing doesn’t meet those criteria.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

FEBRUARY 13, 2018

(For more information, check out this blog about the four revenue sources that most ROI calculators miss.). Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. I decided I wanted to work only with certain kinds of people. Smart inspires everyone around.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Pointclear

JUNE 4, 2018

Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful. Click here for a build vs. buy analysis—both from a cost and revenue standpoint. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Generates More.”

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism. No testing.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. Today we’ll discuss driving revenue from all sources using something I call the RING formula: Drive revenue from all sources: inbound, nurture and proactive outbound. An average of 53.75

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

OCTOBER 24, 2011

This comment by Kleiner Perkins Caufield & Byers Managing Director Ray Lane jumped out at me: “You don’t want to be spending your own money on hiring salespeople…when you start hiring salespeople, you better have revenue flowing in the door.".

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

FEBRUARY 23, 2018

So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. Precise management of lists, lead data, cadence and outcomes drives revenue. At PointClear, our average associate is 50. It’s a simple equation—and a win-win for both organizations.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JULY 10, 2012

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, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. Lead rates never dropped to zero.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pointclear

JUNE 5, 2017

Accountable organizations win bigger deals--and drive a whole lot more revenue. In both camps there's a transparency that hasn't always been present, characterized by a realistic measure of revenue impact of leads--and realistic forecasts. At PointClear, we facilitate accountability that translates into results.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. Motivate Your Sales Team with These 13 Ideas That Work. Try outbound prospecting.

Hiring 174

Hiring PointClear B2B Outbound 174

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% How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads? Why don’t they follow-up?

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Marketing Qualified Lead Closing 160

Pointclear

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. I've never seen the nurture revenue. I'm confused with carrying a nurturing "revenue" in a current pipeline. Download it here.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

FEBRUARY 21, 2012

As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. We, too, are committed to helping companies apply sales best practices to optimize the lead management process, increase sales performance and increase revenue. Thank you!

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

OCTOBER 15, 2013

That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. Should Marketing be Compensated on Revenue with Eric Lundbohm. SLMA Radio - Since 2010. Is the Traditional Sales Compensation Program for B2B Dead?

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% There are three executives within the company who should be proponents: Marketing leaders interested in delivering strong marketing ROI and making a measurable contribution to revenue.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

APRIL 6, 2017

we give growing companies an unfair advantage to beat revenue goals. We’re not a lead gen or appointment setting firm, but rather a revenue focused extension (not a replacement) of your sales team. We then loop in your closers when the lead is hot, keeping their focus on directly generating revenue. Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

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 4, 2014

Because the biggest opportunity with Big Data is revenue. Instead, consider what you can do by knowing your customers better, knowing what gets their attention, and knowing what prompts them to open their wallets. And you can’t get more simple than that.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

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. So, we know how things break down—what do we do to fix the problem?

Follow-up 154

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

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. Needs what the company sells.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

MAY 5, 2011

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation 150

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. About InsideSales.com.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. The client provided us with a purchased list comprised of target companies, and data points included the presence of the required CRM, the number of seats, as well as each company’s revenue, employee count and SIC code.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Sales Lead Management Association

APRIL 4, 2019

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.

VanillaSoft 48

VanillaSoft PointClear GoldMine Top of Funnel 48

Pointclear

AUGUST 20, 2015

In part one , I provided insight into the why and what of a lead-to-revenue assessment. Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? In my world, there are four distinct steps in conducting a lead-to-revenue assessment.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

AUGUST 18, 2015

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Treating the symptoms of poor revenue performance is not going to make it better. Treating the symptoms of poor revenue performance is not going to make it better.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

JULY 26, 2018

As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. See Revenue Marketing Radio with Debbie Qaqish, author of Rise of the Revenue Marketer as an example. You may also like: How to Measure Podcast Contributions to Revenue. Social media.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

MAY 29, 2012

times more revenue and 6.2 While there, I heard that they plan for 1,500 attendees next year. Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 times the profit of average firms.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

DECEMBER 9, 2010

In the end, it means great return on program investments and higher company revenue. For an in-depth look at the concept that sales benefits from receiving fewer, more highly-qualified leads, I encourage you to download the PointClear white paper, Why Your Sales Force Needs Fewer Marketing Leads.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

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. This leads me to the revenue Gap: The Gap, which can be determined using my RING formula, is critical to revenue generation.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

APRIL 19, 2017

She gave the example of one blog post that had tens of thousands of readers but produced no business, another post had 17 readers and resulted in revenue for her business.). For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JUNE 5, 2015

You effectively accelerate revenue by identifying better opportunities and by working them early in the cycle rather than responding to RFP’s won by a more agile competitor. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. Don’t expect your sales force’s close rate to be 50%.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173