Use This Tool to Calculate Lead to Revenue


Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming.

Identifying the Perfect Leader – Do You Report To One?

Jonathan Farrington

. 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.

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The Slippery Slope Called Sales Enablement

Jonathan Farrington

Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. Guest Post by Dan McDade.

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). For PointClear, a pipeline is a prospect that is just one or two additional actions away from being converted to a lead (20% to 25% of the time pipelines do become sales qualified leads). There’s plenty of mediocrity in lead generation—both in-house and outsourced.

Chairs are Dead—and Other B2B Marketing Hogwash


Read this from Dave Kurlan, CEO of Objective Management Group : “Today, I would like to be the first to introduce you to the sales tool of the future. You may have seen this tool before, but you may have to use it in a way that is different from how it was intended. I invite you to subscribe to the PointClear blog so you never miss a post. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing).

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Good Reads for B2B Marketing - Protect Your Online Reputation


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company.

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Who Owns the Pipeline, Marketing or Sales?


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. Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? 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.

Good Reads for B2B Marketing - More CMO/CIO Alliance


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

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What's it take to generate leads that fuel your forecast?


What we’re doing seems to be working: The clients we’ve served (some for most of that time period) and the CMOs we’ve worked with (90% of our business is with marketing leaders who’ve done business with us before) will tell you that it’s PointClear’s combination of three things we do well that make a difference: An agile approach that includes adaptable lead management processes, testing and continuous improvement. At PointClear, our average associate is 50.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


—noted the Dreamforce announcement of’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. An interesting post by’s Derek Singleton— What Does Social Manufacturing Look Like?

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

Fill the Funnel

Dan McDade/Pointclear posted a good highlight of the conference from his perspective. Events Web Tools #sm20 2.0 After my trip home to Seattle late last night, I came to the realization that the airline industry needs to embrace Airlines 2.0!

Listen more, talk less … and drive more revenue


Open-ended, clarifying and probing questions are important tools. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. 6 skills required for active listening. You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener.

Depend on Recurring Revenue? Here’s How to Contain Creation Costs

Braveheart Sales

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Feel free to download our Value Proposition Creation Tool if you need help. This article is written with field sales teams in mind.

Sales Lead Management Association Honors

Smart Selling Tools

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. Does your business success depend on leads?

Tell Marketing They Can Keep Their Leads

No More Cold Calling

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 the most powerful tool in your sales toolbox is still you!

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The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

PointClear PD. PointClear PD. Sales Tool. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)


So they began to sell follow-up as a tool to mix with mail. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear! It’s 2015. The marketing word of the year is Nurture.

Leveraging Inside Sales


PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Others will be asked to move on, which hardly seems fair if they haven’t been given the training, coaching and tools they need to succeed in their role. A variety of industries use inside sales as a popular high-growth sales model.

Guest Post: Undead, Out Bound, Bloated Data and Dashing Dashboards

Jonathan Farrington

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.

The 5 Most Viewed #SalesChats Episodes You Can’t Miss


Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. Twitter is a valuable tool for salespeople. Pipeliner CRM conducts a regular Twitter chat on sales issues.