ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

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. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales. Dan has some interesting perspectives, as have other guests on my show.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 149

PointClear Ethics Budget Programs Business 149

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. Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? Give them the leads that let them apply their expertise to seal the deal.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

MAY 28, 2015

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. After all … we’ve seen it all.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

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 lead generators with happy ears don’t ask the questions that might effectively disqualify an account. The best product, at the best price, does not always win the order.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. I n the first two weeks of the program you will see disproportionately more unqualified dispositions than qualified dispositions or leads. (In Guess what?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

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%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. None were actually leads.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. Sales lead rates decline after the fifth contact cycle. It takes about 1.6

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. A live call leads to an atmosphere of spontaneous and spirited dialog. Personal connection.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. Thank you!

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. Are You Paying Enough Attention To Your Sales Teams? Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Cold Call, revisited: Best practices for getting in the door. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. Via ClickZ.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

OCTOBER 13, 2011

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough. Can you afford to outsource your lead generation and your appointment setting?

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 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. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. Books are listed by funnel category.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

JANUARY 22, 2016

It’s a relief to see a return to a balanced approach to selling, and those sales teams who best blend new methods and old, using all means available, had, and will continue to have, the most success. Dan McDade – PointClear : As lead quality improves (while quantity declines), sales will struggle to approach each prospect as a market of one.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. It’s a lifestyle.”. Did you attend the session?

Conference 149

Conference PointClear Cold Calling Work Management 149

Onalytica B2B

FEBRUARY 24, 2016

Be sure to follow them to stay up to date on the best content and resources on Social Selling! We looked at the topic of social selling before on our blog in 2015 , and we were keen to look at it again to see which Social Selling brands and individuals were leading the online discussion. PointClear. PointClear PD.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. There is a great opportunity to acknowledge her commitment by nominating her right now for recognition as one of the 20 women to watch in sales lead management in 2011. Nominating is open now and runs to March 16.

PointClear 120

PointClear PR Lead Management Work Management 120

ANNUITAS

AUGUST 30, 2011

To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

Heinz Marketing

APRIL 22, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. ” “…the technology solutions make it easier to get more bad leads faster to sales than ever before. “ The unsung hero – lead nurturing.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. Sales and marketing activity.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead. Take a look at the following cost per lead comparison.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

Varicent

APRIL 19, 2018

For example, if you're going to do lead generation and work with sales, you want crisp handoffs that can be measured in an objective way. Agreement on lead attributes like target demographics, job titles, revenue, employees etc. Attributes that can be measured and explicitly agreed upon are key.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

MLT Creative

MARCH 1, 2011

Orange County, CA: Spend an evening with best-selling author, speaker and marketing expert, Seth Godin. March 10, BMA Atlanta - The Truth About Leads: Driving Revenue through Sales and Marketing Alignment. Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise Management 40

Biznology

SEPTEMBER 24, 2014

Howard is a seasoned lead generation pro, and a terrific writer. Its’ no wonder—he’s the author of the single best book on B2B marketing, The Marketing Manager’s Handbook , now apparently out of print. B2B Lead Roundtable Blog, by Brian Carroll, with additional contributors. Here’s my list of six current faves.

PointClear 80

PointClear B2B Marketing B to B B2B 80

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads. Segmentation and testing.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

ViewPoint

JULY 11, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The best place for them to get this confirmation is from product or service reviews from satisfied customers. Learn the best ways to identify and request customer reviews. Via Marketing Land.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Best of B2B Marketing. Best SEO Link Building Guides, Tips and Tools of 2010 (So Far) - Webbiquity , July 14, 2010 Optimizing a website by incorporating keywords into page titles, headlines, text, page URLs, image alt tags and internal links will help improve the position of a site in the search engines—but it’s only half the battle.

Ning 40

Ning Paid Content Facebook Sales Management 40