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 no hard and fast rules regarding what content should be presented to prospects at various stages in the sales cycle—every situation is different.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

APRIL 6, 2017

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. If you have a 3-month plus sales cycle, don’t sign up for a “100 hour” program. Sales/marketing execs are desperate to do something, but afraid to risk the budget.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. The exchange of questions and answers by voice accelerates the sales cycle by addressing concerns and objections in real time.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Continuing expansion of sales efforts means it will continue to be the largest cost. Sales and marketing headcounts have increased to generate new customers. The sales cycle may grow longer as larger companies are targeted.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Jonathan Farrington

JULY 31, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Another benefit of outbound marketing prospect development is reaching prospects earlier in the sales cycle. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

The Pipeline

MAY 13, 2011

PointClear PD. Small Business Startup and Sales Tips | Free Web Design Tucson. PointClear PD. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

DECEMBER 27, 2016

These are contacts past the point of diminishing return on a given touch cycle. Nurturing is about talking to your prospective clients at every stage in the sales cycle. No Response.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

JUNE 2, 2016

These are contacts past the point of diminishing return on a given touch cycle. Nurturing is about talking to your prospective clients at every stage in the sales cycle. No Response. The bottom line is that you should be speaking to prospects from the top of the funnel to the bottom of the funnel.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

MAY 1, 2013

These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle. For example, you may have a marketing campaign that is delivering a substantial amount of qualified leads to sales that become opportunities in your pipeline.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

SEPTEMBER 27, 2017

The most optimistic sales cycle for the more complex products or solutions is three-to-six months. When marketing activity slows down this time of the year, executives will generally start evaluating options in January, make decisions in February and start executing on those decisions in March.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

Pointclear

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Another benefit of outbound marketing prospect development is reaching prospects earlier in the sales cycle. Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

DECEMBER 12, 2013

Create content aligned with both your target persona and your selling system – Design and tailor your resources to the needs of your prospects, but also to the needs of your marketing and sales reps at each step of the sales cycle. Analyze-repeat-improve – Take a step back and look at your system holistically.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pipeliner

APRIL 2, 2018

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. SalesChats E17: The Entrepreneurial Sales Manager with Andy Gole.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?".

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

MARCH 12, 2013

In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams. However, it’s an important belief to take on board because it changes our belief about our need to communicate in the earliest stages of the sales cycle.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

JANUARY 27, 2017

In our experience, few sales executives have something this complete, or know how to leverage it well. It does need to be tied to a time factor/cadence that is reflective of the sales cycle. Implicit in your example is a sales cycle of a year or less. What if the sales cycle is 18 months, then the numbers are off.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

JULY 17, 2013

Mainly because the customer won’t need to engage early in the sales cycle: 57% of the buying process is completed before connecting with a salesperson. Today, we have 20 million salespeople. But that number is predicted to be reduced to 8 million by the year 2020.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

DECEMBER 16, 2010

Use outbound to uncover immediate sales opportunities and assure timely coverage. Use outbound for long sales cycles and high-investment solutions. Extend contact over several weeks and across multiple sales cycles. Deliver fewer of these more highly qualified leads to sales representatives.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

OCTOBER 20, 2016

The most optimistic sales cycle for the more complex products or solutions is three-to-six months. When marketing activity slows down this time of the year, executives will generally start evaluating options in January, make decisions in February and start executing on those decisions in March.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Pointclear

OCTOBER 31, 2011

Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

Pointclear

AUGUST 25, 2016

It’s their job—whether they’re in-house or outsourced—to develop leads into prospects, engaging them meaningfully across multiple sales cycles until they can be defined as “sales qualified.”.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

Pointclear

MAY 18, 2016

Using follow-up outbound (phone, voicemail, and email) across multiple sales cycles to filter, qualify, and move leads through the funnel can multiply inbound results by 3X. An average of 53.75

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.”

Sales Qualified Lead 100

Sales Qualified Lead Lead Generation Direct Mail Call-back 100

Pointclear

MAY 15, 2013

If you are in this position, there are no miracle cures, and there is no substitute for effective qualification, not just upfront, but throughout the sales cycle. The Qualification Gap.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. He emphasizes the magic word is balance based on delivering on this year’s objectives while simultaneously taking into account long sales cycles linked to success next year. And we see things like win rates skyrocket.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

MAY 24, 2016

Only if the answers are “yes” to these questions, do you have a sales accepted lead that you can price. What will it take for an SAL to be considered qualified by sales? Is the lead likely to close in one sales cycle? Has a custom solution been agreed upon? Have the deal specifications been finalized?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pointclear

SEPTEMBER 15, 2011

The winners are those who can put themselves in the shoes of their prospects, understand their pains or ambitions and create a compelling, interactive story using a compilation of assets and media to tell that story over the course of the marketing and sales cycle.

Online Lead Generation 164

Online Lead Generation Lead Generation Lead Rank Leads 164

Pointclear

AUGUST 23, 2012

So what people have to think about is what’s going wrong in the sales cycle if people who thought they had a problem got to the end of the sales cycle and decided, ‘We’re still OK.’”. As important as the “why you should pick us” conversation is the “why change” conversation that helps unstick or loosen the status quo.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

AUGUST 21, 2013

In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle. This does sound logical, but it is only true for commoditized services solutions or products or for relatively low-ticket offerings.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

DECEMBER 14, 2010

This is particularly true where there is a complex buying landscape, a long sales cycle and a high-investment solution. Cost-per-opportunity and cost-per-deal are better indexes when measuring prospect development initiatives.

Cost per Lead 145

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 145

Pointclear

DECEMBER 7, 2010

Multi-cycle : Most prospects buy at more than six months out, so expand planned contact from over a few days to over several weeks and across multiple sales cycles. Mid- and long-term nurturing assures continuous coverage of high-value qualified leads so the latest touch-point coincides with the prospect’s need window.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170

Pointclear

JANUARY 17, 2012

Short-term leads, also called qualified sales opportunities, are ready buyers that have the potential to close within one or two sales cycles. A lead is a general classification of an individual with an actionable need for a product or service.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

JULY 26, 2012

You’ve got a nine- or a twelve-month sales cycle, and what marketing is going to do for you up at the top of the waterfall is simply not going to impact the business in any major way to the end of the calendar year.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. 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

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. Buyers can now glean a majority of information on potential solutions from the web or through social media. But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219