ViewPoint

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. One example of an extended, persistent, touch cycle by PointClear was the 42 nd touch to the CFO of the country’s fourth largest utility.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JULY 24, 2017

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. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism.

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Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day.

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PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Harvard Business Review online/HBR Blog Network. Via Marketo B2B Marketing and Sales Blog. Via Selling Power Blog. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. Via Funnelholic.

B2B Sales 120

B2B Sales PointClear B2B Opinions 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. This blog , by Frederik Jonsson, is interesting as well as entertaining. Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.”

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

JUNE 7, 2016

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. The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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. My first audio interview with Jonathan is scheduled for March and will appear on Top Sales World’s blog and our blog here.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

JULY 25, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post. Learn why Anothony says his blog is "an outstanding ROI." The Five Cs of a Successful Blog. Via Funnelholic. Via Feedblitz.

PointClear 120

PointClear B2B Marketing Trends B2B 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Partners in Excellence Blog. Via Marketo Blog. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Tap CRM to Give Your Customers a Pleasant Surprise.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 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. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

AUGUST 22, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. In a recent blog post on the Harvard Business Review blog, Google’s CIO, Ben Fried, talked about how he tackles the challenges of the constantly changing IT industry. Via SiriusDecisions.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via OpenView Blog. 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.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Selling Power Blog. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Will Google Glass Revolutionize Buying and Selling?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process?

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions. Supporting our commitment to increased marketing automation success, PointClear recently became a charter member of the newly-founded Marketing Automation Institute.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

JULY 26, 2018

With the final edited version of the podcast replay and the transcript, Jane can push the content to the blog writer to use in an upcoming blog entry. The embedded player code allows anyone reading the blog to also listen to the program. The blog is usually read by about 2,500 people a week; this should do well there.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

MAY 28, 2015

I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement. But some of them fall squarely on the client’s shoulders and can make or break a program.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

APRIL 6, 2017

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. See this blog for more about lists and testing PRIOR to using the list for marketing.). Any interest in a short chat? I get at least one like this every day.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. See this blog for a build vs. buy analysis that takes that argument off the table.). Today, in this blog, I share some recent findings: Jonathan Farrington. This blog from Sales Performance International answers the question: “is relationship selling a bad thing?

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JUNE 16, 2015

Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events).

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. Dan McDade – PointClear : As lead quality improves (while quantity declines), sales will struggle to approach each prospect as a market of one. Miles Austin – Fill the Funnel, Inc.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Paul Gillin | Paul Gillen Blog. Voicemails are a waste of time. Outbound calling is interruption marketing.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 19, 2017

She gave the example of one blog post that had tens of thousands of readers but produced no business, another post had 17 readers and resulted in revenue for her business.). For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. Be relevant.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads. You can’t have one without the other!

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. Improve Sales Lead Generation via Marketing Analytics—The Three-Part series: Read Part 1: Four Steps This blog is Part 2: Two Examples Part 3: Seven Findings (Coming soon).

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

DECEMBER 9, 2010

For an in-depth look at the concept that sales benefits from receiving fewer, more highly-qualified leads, I encourage you to download the PointClear white paper, Why Your Sales Force Needs Fewer Marketing Leads. In the end, it means great return on program investments and higher company revenue.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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. This first blog is about the difference between inbound and outbound marketing results and the proverb or expression “Kill not the goose that lays the golden eggs.”.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. In the last blog we talked about qualified rates. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

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.” ” “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

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.”. In the last blog we talked about lead rates.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JULY 14, 2015

We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. In our experience here at PointClear, very few companies are getting it right. Why did we ask? Because we care about quality leads. It’s what we do.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

FEBRUARY 7, 2018

Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. Those who know me or follow this blog know that talking about how much a lead costs is one of my favorite subjects. The market is what it is, and it’s relatively efficient.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

AUGUST 2, 2017

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. This blog explains what a lead is and how to follow-up. Lead nurturing: This blog shows you how to triple the return on any marketing and sales investment.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192