ViewPoint

NOVEMBER 16, 2017

How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. One simple trick. The moment a phone contact is made, we’re all ears.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

MAY 23, 2018

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. True Nurture. No Response. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. In that blog, I write: “The bottom line is that you should be speaking to prospects from the top of the funnel to the bottom of the funnel.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. “What could derail this project?”

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

APRIL 11, 2018

A typical B2B cadence includes five dials, three voicemails and three emails over a 10-day period (in this case it was nine days). As an example, PointClear targets two contacts within each account location. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

APRIL 6, 2017

We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. 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. Any interest in a short chat?

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JANUARY 10, 2018

There would be, assuming you could find them, some real prospects. One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. High quality B2B teleprospecting and telequalifying are key to turning the garbage into gold. Sound familiar?

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. 5 Buyer Behaviors Reshaping B2B Marketing. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

Biznology

FEBRUARY 2, 2017

Here’s my fresh list of ten innovative thinkers and doers in the world—and I mean the wide world—of B2B marketing which, for most companies, involves a global scope. Gary Skidmore founded one of the more effective B2B call center operations in the pre-modern B2B marketing days. Hats off to them all! Thanks, Laura!

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. Don’t ask field sales folks who specialize in closing deals to prospect.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. They also work really well when it comes to identifying prospects, uncovering needs … and progressing them down the pipeline. But the opposite is true. Pay attention.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. Problem is, most lead to revenue calculators out there are overly simplistic.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels. Via B2B Marketing Insider. Staple Yourself to a Lead.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Video] Why Prospects Avoid Making Buying Decisions. One company wanted to find out just that so they surveyed their 1,500 B2B salespeople. Can Fewer Leads Mean More Sales? Does this sound familiar? Via Heinz Marketing.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. Via Marketo Blog.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. Via Young Entrepreneur Council.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

JANUARY 22, 2018

Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. Is the prospect a match from an environment standpoint?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. To avoid an inefficient scattershot approach to marketing and sales, figure out the ideal prospect/client profile. Zero in on prospects with high propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. a sales rep reports, ‘I called the prospect three times. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. For many, this is a remarkable takeaway.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

FEBRUARY 21, 2012

As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. We, too, are committed to helping companies apply sales best practices to optimize the lead management process, increase sales performance and increase revenue.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). greater than “cold” outbound prospecting and nurturing.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 22, 2016

What B2B Companies Did Well in 2015? One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort. Colleen Stanley – SalesLeadership, Inc.:

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.” This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JANUARY 9, 2014

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. And, it’s irritating to your prospects. You are better off calling someone who actually wants to talk with you.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JUNE 16, 2015

movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. These false pronouncements are having a severe negative impact on sales performance [bold added].

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management. General B2B Marketing & Lead Generation. Maximizing Lead Generation: The Complete Guide for B2B Marketers.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100