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ViewPoint
NOVEMBER 13, 2017
The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). A great horse, or the world’s best bat, are useless without the jockey or hitter. Of course not.
ViewPoint
MARCH 22, 2018
Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that some companies and some roles do not lend themselves to selling value. The best product, at the best price, does not always win the order. No, not at all!
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ViewPoint
FEBRUARY 13, 2018
Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. I remember finding myself in a situation where I was with a company that had been there for five years when a third management team came in. He ran a company called UST.
ViewPoint
APRIL 16, 2018
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. While marketing does need to enable a field sales team to focus on what they do best—which is close deals—they can’t do that if the leads they’re sending over are not qualified and nurtured.
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. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.
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. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from. No testing.
ViewPoint
MAY 23, 2017
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. What a waste.
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