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. Next, Dave Brock : In general, it's a very comprehensive, complete tool. I've never seen the nurture revenue. Download it here.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MARCH 19, 2018

Her time is now spent wallowing in superficial spreadsheets, managing the conflicting software results from media and a budget with a requirement for a direct correlation to revenue. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

SBI

NOVEMBER 13, 2012

They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Dan McDade – Pointclear. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

DialSource

JULY 8, 2020

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. Bottom line : It’s time to invest in strategies, tools, and resources that expand your capabilities as an inside sales team.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound). Measuring marketing’s contribution to revenue. Tier 3: SMB/Channel Accounts.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. My concern is that companies all but ignore “little data”, yet climb on the “big data” bandwagon with reckless abandon… without necessity AND without the skills or tools to really take advantage of it. So, it is not like I am naive about the potential for big data.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

AUGUST 10, 2012

And, most companies do not have “teeth” around their processes—there is zero accountability between lead generation and revenue. Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. It just isn’t worth it. A lot more leakage. The Sales Process.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Drive revenue from all sources. Why not use all the tools in your toolbox? It’s not easy, but it’s absolutely doable.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Your revenue results will be directly affected. Compared with inside sales teams, an outsourced teleprospecting team can double the quality contacts and dramatically increase the revenue. Review your options.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JULY 9, 2013

Lori recently read an article about the lack of eye contact being made now compared to a couple of years ago and how it negatively effects our ability to build trust, which has a huge impact on revenue growth and building pipelines. Just like anything there is an art and science to it and you have to find a system that works for you.

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

OCTOBER 9, 2013

Marketing automation in the hands of a fool is still a fool’s tool.”. Should Marketing be Paid on Qualified Lead Revenue? It’s safe to say that it has become essential for marketing to be measured on the end-result: revenue. So, should they actively assume these functions?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

MARCH 18, 2014

We went on to talk about how, despite the fact that sales mean revenue, CEOs of major companies nevertheless give short shrift to the importance of the sales sector. Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. These measurements drive low-quality leads to sales. Watch this 60-second video to learn more about inbounditis. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. ” Marketing & Sales Alignment: Improvement with a Shared Focus on Revenue.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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. And we need to leverage all those tools appropriately. Revenue generation isn’t strictly the responsibility of sales.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

AUGUST 11, 2015

Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. Generate Demand. Manage Demand.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

SEPTEMBER 24, 2015

Look for accounts that are most likely to buy now—those with the greatest potential revenue. From here Account-Based Marketing is about aligning with outbound sales to generate the largest revenue. No, Account-Based Marketing is not the Holy Grail for lead generation, but it could lead to revenue Nirvana.

Account Based Marketing 100

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

Pointclear

MARCH 18, 2014

We went on to talk about how, despite the fact that sales mean revenue, CEOs of major companies nevertheless give short shrift to the importance of the sales sector. Click to start video at this point — I asked Chris what he sees as the key tools to supplement CRM and he said it depends on the needs of the company.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

AUGUST 22, 2011

Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” Second, when it comes to automation, defining the process will help make selecting a marketing automation tool easier because you’ll now have process requirements which will guide the technology selection.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

JANUARY 11, 2011

Marketing measurement will become revenue focused as opposed to activity focused. 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. Many are toys but some are real tools that increase productivity and yield.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. target="_blank">. target="_blank">.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

JANUARY 31, 2012

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. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MAY 1, 2013

There are numerous advantages that result from having access to this information, delivered by tools that are easy to use and provide insights into relevant business events as they happen. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

DECEMBER 20, 2011

Revenue performance management. Nancy Nardin , Founder and Editor, Smart Selling Tools Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates. Debbie Qaqish , Principal and Chief Revenue Marketing Officer, The Pedowitz Group Who is teaching the CMO how to sell? Inside sales.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

SEPTEMBER 22, 2015

So, whether account-based marketing (ABM) tools will be an asset that helps marketing and sales teams to collaborate and generate leads more effectively—or will face a fate similar to the high-tech treadmill that eventually serves only as a place to hang clothes—will wholly depend on the team who "owns" its adoption within an organization.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

AUGUST 17, 2011

Manage on the basis of both the art and science, and you’ll drive more revenue. Reps and managers must invest in long-term opportunities that could represent more revenue and profitability. Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

APRIL 18, 2012

He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening. As the social buyer becomes much more educated using these tools, Trip says social media will become part of the tool bag for both marketing and sales going forward. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

DECEMBER 12, 2013

put there by networks, for the most part, with good intentions towards fulfilling our desire for entertainment (and generating revenue), but without the situational context that’s required to meet people’s needs. Big Data is a powerful tool when looked at in the proper context. Many thanks to our guest blogger today, Kurt Andersen.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

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?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MAY 10, 2012

All of this is occurring in the context of the “grand effort toward revenue production. Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.” It’s a very impressive tool.” And they’re putting these primarily in the hands of salespeople.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

MAY 10, 2012

All of this is occurring in the context of the “grand effort toward revenue production. Often their own salaries and their bonuses are tied to revenue and increases in pipeline channel.” It’s a very impressive tool.” And they’re putting these primarily in the hands of salespeople.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. There are going to be friction and process problems between the two of you.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JUNE 15, 2018

We’ll take a deep dive into each in just a minute but first let me make a couple of observations: Revenue is driven by coordinated and focused sales and marketing activities that can be measured and continuously improved. Of all the keys to revenue growth, the single most important one is rethinking the prospect database.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

APRIL 28, 2015

Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. Think about it: if their clients can’t get the value from the software, their revenues are going to be impacted.

Marketing 266

Marketing Strategy Eloqua Marketo 266