Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. Motivate Your Sales Team with These 13 Ideas That Work. Via OpenView Blog.

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Additionally most respondents prefer building their own lists, the study found, as opposed to using lists rented or bought from third parties. Staple Yourself to a Lead. Via BtoB Magazine.

B2B 185

B2B Lead Rank Lead Scoring PointClear 185

Pointclear

MAY 28, 2014

According to ITSMA’s research , while there are professional services and solution providers with unaided awareness in the market (IBM – 52% of respondents, Accenture – 25%, HP – 22%) there were literally scores of other vendors mentioned when 466 business and IT executives were interviewed about services providers in September (..)

Study 196

Study B2B Vendor Report 196

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? The day of the call.

Follow-up 154

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

Pointclear

JULY 26, 2018

Case studies. Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria. She has what she needs for the case study. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects.

Case Study 100

Case Study PointClear Study Social Media 100

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 But studies show that people should be making eye contact 60 to 70 percent of the time to create a sense of emotional connection.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

JUNE 16, 2015

Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising. A very fine line makes the difference.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Jonathan Farrington

JULY 31, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Jonathan Farrington

JUNE 12, 2013

Studying the approach and methods of great leaders in history, shows a variety of styles and proves the point. The basis of Controlled Management (which owes much to the pioneering work of Ken Blanchard) is to provide a means of effective management by adopting different approaches in different situations, with different people. .

PointClear 42

PointClear Forecasting Construction Loyalty 42

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. By studying historical trends and making more accurate forecasts, sales analytics can help organizations dramatically improve their sales strategy.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

FEBRUARY 11, 2014

Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. In the past she had studied the breadth and the accuracy of marketing data, but with this study she focused on the depth. The amount of data we can get from marketers these days is remarkable.

Trade Show 221

Trade Show Scale Marketing Direct Mail 221

Pointclear

APRIL 24, 2013

After completing his company''s 19th annual Sales Performance Optimization Study , Jim said it revealed that 94 percent of the companies surveyed increased their revenue target for 2013. Lead Generation — Don''t Just Turn Up the Volume. Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Jonathan Farrington

JULY 10, 2013

. Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history. I also took on my first “leadership” role at the tender age of eight, so you can assume that “leading from the front” has been a major feature of my commercial life.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

DECEMBER 17, 2013

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. We conclude from this study that B2B prospecting data is richer and more varied than most marketers would have thought. Today''s guest blogger is Ruth P.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

MAY 23, 2011

To get some answers to questions like these, Bernice Grossman and I have undertaken a series of research studies on the quality and quantity of data available to B-to-B marketers in various industries. This year, we decided to expand the studies beyond compiled databases into the relatively new area of response databases.

Resources 160

Resources Marketing B2B Study 160

Pointclear

AUGUST 29, 2011

CSO Insights recently completed our 7 th annual Lead Management Optimization study , gathering data on over 65 metrics from over 600 companies. One trend that the study surfaced was that 70% of the firms surveyed reported that they have increased their total marketing budgets for this year.

Lead Rank 162

Lead Rank Lead Scoring Customer Lead Generation 162

Pointclear

JULY 31, 2012

In the white paper I explain this in detail, and provide a mini-case study to substantiate, the value of this step. Another mini-case study and the following which creates challenges in most organizations: Marketing is paid, in fact rewarded for, lead quantity and not lead quality. What constitutes a good lead? Measure what matters.

Sales Qualified Lead 164

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 164

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose. Business marketers spend an average of 18.6%

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

NOVEMBER 12, 2013

In a recent study, it was determined that of 9,000 leads, only 1.28 Click to start at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. percent were quality. Aligning Sales and Marketing.

Leads 250

Leads Marketing Qualified Lead Marketing Twitter 250

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

SEPTEMBER 28, 2018

This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. Podcasts produce so much potential content that each show provides a plethora of content options. At 6-12 episodes, people recognize the company and that you are hosting a regular podcast.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. The study goes on to say those sales teams that “exceed expectations” in understanding their customer’s buying process can expect their win rate to improve by 38%.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

JANUARY 23, 2017

I invite you to read our new Account-based Marketing case study where we go over the content above and much more. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

MAY 21, 2013

They’re hired as gunslingers to bring in results, not readership studies and golden statues from associations that award creativity and imagination, but avoid results. One of Marketing’s responsibilities is to create sufficient demand so salespeople can make forecast, the company can pay everyone’s wages, and the stockholders are pleased.

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

MARCH 13, 2014

In a recent study, it was determined that of 9,000 leads, only 1.28 Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. percent were quality.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

JANUARY 21, 2014

If you don’t sell direct, call prospects and ask if they bought your product (this is a ‘Did You Buy Study’). If you don’t know where to start, start with the CRM system. It might surprise you to see what’s in there already. Get 100 prospect answers and be amazed at what you will learn.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Jonathan Farrington

NOVEMBER 2, 2012

As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. This means that 7 in 10 are lying about that information and that includes BANT. I invite your comments.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

MAY 12, 2011

If you’re interested in more information on market coverage and its impact on new account penetration, I invite you to read a recently published case study that demonstrates how one company was able to achieve 70% to 90% new account penetration through effective market coverage.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

MAY 7, 2013

Study Lead Behavior. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

JUNE 24, 2016

The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers. We also discuss the importance of growing the relationship after the sale, delivering on promises, measuring the value provided, and adapting to meet the customer’s evolving needs.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

APRIL 23, 2013

It’s no wonder that the latest studies of sales forecast accuracy have concluded that at an individual deal level, and measured in terms of “did the deal close when expected, at the value expected”, your odds of getting it right are no better than tossing a coin. If they don’t have to change, they probably won’t. No Better than a Coin Toss.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

OCTOBER 6, 2015

In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts. We have dozens of case studies to illustrate it. ABM is “RAD” (helps with Retention, Acquisition and Development)! I do know ABM works— when done right.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

MAY 10, 2012

Click to start video at this point — Christopher notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year. ” Inbound Marketing: Search Spending Up—Mobile Search Even More So.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

JANUARY 12, 2012

For example, a recent sales lead management study found that for technology products and services, line-of-business managers and functional titles are much better sources for sales leads than senior executives. Not a senior executive? Budget undefined? Next-year decision? Steve is obviously making some poor decisions.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189