Pointclear

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via The Center for Sales Strategy. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. The Rise of Social Selling.

B2B 189

B2B PointClear Buyer Social Selling 189

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. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur).

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pointclear

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. By concentrating on buyer value, "we focus our deal strategies and next steps on things critical to the customer, instead of focusing on ourselves," he writes. Tap CRM to Give Your Customers a Pleasant Surprise. Via Partners in Excellence Blog.

Google 178

Google B2B PointClear Marketo 178

Pointclear

JANUARY 13, 2017

It is a strategy. -It Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. It isn’t a technology. -It

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

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

MAY 23, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Included in the four foundational elements are a joint CIO/CMO strategy; investment in the analytics staff, including marketing executives, strategists and users. billion two years ago. Via MarketingProfs.

Competition 190

Competition B2B PointClear Marketing 190

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. Christine Crandell of New Business Strategies. This show is hosted by Debbie Qaqish, Principal and Chief Strategy Office for The Pedowitz Group.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Develop and nurture them toward sales-ready buyer status.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

Pointclear

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. These sales professionals accept responsibility for working all leads to the finish, win or lose. 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.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Pointclear

APRIL 6, 2017

Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in. 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.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

FEBRUARY 9, 2012

This third and final article shares findings uncovered during an overall review of our lead contact strategies.

Lead Generation 182

Lead Generation Analytics Sales Qualified Lead PointClear 182

Pointclear

MARCH 1, 2012

In part one , Carlos differentiates between demand generation strategies and lead management processes. Successful demand generation strategies fill the sales funnel with the right prospects and engage them correctly so they progress from marketing qualified leads (MQLs) to sales accepted leads (SALs) and sales qualified leads (SQLs).

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

FEBRUARY 23, 2012

Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. I encourage you to visit and explore the entire post in which Hugh suggests that leaders should adopt these six sales and marketing strategies in 2012: 1.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Pointclear

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. In the third and final installment of this series, I’ll share with you seven findings realized from a review and assessment of our overall sales lead generation contact strategies.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Pointclear

JANUARY 13, 2015

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). Strategies that Drive Results. Marketing Strategy Content Marketing' I was privileged to review an advanced copy this past October and absolutely loved it.

Strategy 100

Strategy Marketing Campaigns Inside Sales 100

Pointclear

SEPTEMBER 23, 2011

Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them. At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal.

Lead Qualification 222

Lead Qualification Lead Nurturing Sales Qualified Lead Lead Rank 222

Pointclear

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. If you are a “cold calling is dead, inbound is king – long live inbound” fanatic—you can stop reading now and go back to the smaller, low-level so-called leads your current inbound strategies are probably driving.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

JULY 12, 2012

Click to start video at this point — Ann concludes by emphasizing that the right strategy and underlying messaging need to be in place to achieve the full value of social media: “The bottom line for me is that all those things are just a set of tools. Really think through the strategy behind them.

Strategy 171

Strategy Social Media Inbound Outbound 171

SBI

NOVEMBER 13, 2012

They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Bob Apollo – Inflexion Point Strategy Partners. Dan McDade – Pointclear. This year Trish Bertuzzi and founder of The Bridge Group, nominated yours truly for consideration. Thank you Trish!

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

DialSource

JULY 8, 2020

At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. . The end result of that process is still very much attainable, and it will happen, but you’ll need to implement remote strategies to do so. . This is the next normal.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. Build an account plan that identifies the company’s strategic objectives and the key executives responsible for executing that strategy. I practice it every day in my role as lead salesperson for the company. (We We are not the low-price leader.)

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. PointClear PD. PointClear PD. Communication Strategy. Sales Strategy. The Pipeline Renbor Sales Solutions Inc.s May 16th, 2011. May 16th, 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Jonathan Farrington

JULY 31, 2013

Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JULY 11, 2011

Given that your competitors are facing the same challenges, deploying the same strategies and spending the same or more on sales and marketing, how are you going to make your sales and marketing more effective in capturing greater share, making your company profitable, and growing value for your funding partners and future investors?

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Braveheart Sales

FEBRUARY 20, 2020

Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. In addition to these strategies, you must hire right. Source: com]. Don’t Overlook Hiring.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

MARCH 14, 2011

The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need. Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads.

Lead Generation 140

Lead Generation B2B Leads Marketing Qualified Lead 140

Jonathan Farrington

AUGUST 10, 2012

Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

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. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

JANUARY 5, 2013

Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. 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

Green Lead's B2B

NOVEMBER 2, 2010

Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - Bly.com April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. Members of SLMA and non-members are allowed to vote. Here is the list. If you find someone you want to vote for, click through and place your vote.

Harte Hanks 29

Harte Hanks Lead Management LeadMaster LeadQual 29

Pointclear

SEPTEMBER 9, 2014

B2B Marketing Marketing Strategy' I once heard a company president, during a company tour, say to his guests, “And here we have our overhead departments.” ” I think it is shockingly true that companies get the market share they deserve.

Marketing 257

Marketing Government B2B Strategy 257

Pointclear

SEPTEMBER 23, 2014

” B2B Marketing Marketing Strategy' Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”

Sage 229

Sage B2B Objections Account 229

Jonathan Farrington

OCTOBER 11, 2012

Without an objective way to prioritize which prospects to contact first and/or an efficient strategy for contacting them, salespeople are doomed to waste a large percentage of their time – and in today’s competitive environment, we cannot waste a minute.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

JUNE 12, 2014

B2B Growth Strategy' .” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route.

Customer 240

Customer Guarantee CRM B2B 240

Pointclear

NOVEMBER 6, 2014

Lead Generation Marketing Strategy Lead Qualification' We blame the products, the salespeople, and then we blame the salespeople again. But what if the salespeople are right—they don’t get enough qualified leads?

Lead Qualification 214

Lead Qualification Sales Qualified Lead Marketing Lead Generation 214

Jonathan Farrington

APRIL 26, 2012

For example; “I’m not going to say that this strategy will be totally successful.” The unconscious mind has to think about the strategy being totally successful, irrespective if the word ‘not’ is contained within the statement. Base the success of their communication on the response it produces in others.

Influencer 34

Influencer PointClear Positioning Energy 34

Pointclear

MAY 20, 2014

B2B Marketing Marketing Strategy Guest Blogs' In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. Sales Ops looks backward in most instances (at historical sales results), with an eye to the future for hiring, expansion and reporting.

Marketing 223

Marketing Hiring Sales Operations B2B 223