ViewPoint

NOVEMBER 16, 2017

How do my colleagues at PointClear and I keep from falling into this trap? Is she all-business with no patience for chit chat? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. One simple trick.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. 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. Since 1997, we’ve had 3.6 Each associate is trained.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

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. This simple tool has helped them and others better meet the challenge of making their number, year-over-year. It can help you too.

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 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. According to Andris Zoltners, PK Sinha and Sally Lorimer, the authors of Building a Winning Sales Management Team: The Force Behind the Sales Force , sales, "continues to be one of the most poorly understood and under-optimized areas of business."

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

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. With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice).

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. A good referral contributes to sales and toward building lasting business relationships. Via DemandGen Report.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Businesses should go deeper with data and create a competitive advantage, according to Bucholtz. Via CRM Buyer.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

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

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. A great teacher focuses on those strengths and helps the student to build on them. These four principles applied in Navy SEAL training can be applied to business leaders. The Death of Salesmen is Overstated. Via Sales Benchmark Index.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

PointClear 120

PointClear B2B Marketing BtoB B2B 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. Documentation of environment.

PointClear 174

PointClear Allocation SIC Ideal Customer Profiles 174

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Customers need strong business justified solutions, he exclaims. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Going Beyond Cost-Benefit Analysis.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - we give growing companies an unfair advantage to beat revenue goals. Any interest in a short chat?

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Engage them in dialogue around their business challenges.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 12, 2011

PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads. This approach may not help with lead nurturing or ROI, but it’s fun to step back and laugh at some of the things we do in the lead management business.

Lead Management 120

Lead Management Sales Leads PointClear Marketing Management 120

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. Value selling is PointClear's bread and butter. However, why sell into situations where you are going to have to compromise to justify purchasing’s job (unless that is just the kind of business you are in). Tom Hopkins.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

JANUARY 22, 2016

The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted. 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

Onalytica B2B

FEBRUARY 24, 2016

Social selling has become a powerful strategy used by organisations to help sell their ideas and win customers. Tim Hughes – UK Business Development Director at Oracle. What companies need is a social selling process that empowers their employees and drives business results. Small Business Trends. PointClear.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

ViewPoint

JULY 14, 2015

Many larger SMBs (small to midsized businesses) are getting it right because they must get it right to benefit from all of the effort and expense to procure leads. In our experience here at PointClear, very few companies are getting it right. The meetings scheduled are a leading indicator of closed/won business.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 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. Prospects get a sense for how knowledgeable and helpful the provider can be in addressing their challenges. Live Q&A.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Ranking 120

ViewPoint

JUNE 28, 2018

I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%. That conversation was about eight years ago and we still do business with the big software company (when they are looking for high quality leads). I asked him how much our leads cost and he said $650.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

Biznology

JANUARY 6, 2016

I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. has struggled to sustain similar businesses. You inspire the rest of us, Jim. I wish I could explain why the U.S. Great job, Mark!

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

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. We got the boot and they got into the sales business. They came back.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Heinz Marketing

APRIL 22, 2019

Whether he knows it or not, he’s been a mentor to me, just the way that he goes about his business, his knowledge of B2B sales and just the way he does it the right way. Your business is outside of Atlanta and I know you’re living in South Carolina now, have you been to Augusta? What are some of the keys to doing that?

Top of Funnel 59

Top of Funnel PointClear Work Management Marketing Management 59

MLT Creative

MARCH 14, 2011

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. BMA Atlanta - Dan McDade - March 10 Wrap-up from Business Marketing Association - on Vimeo. Dan McDade of PointClear gives his three tips to help bridge the gap between sales and marketing. Join us at BMA Atlanta!

Marketing Qualified Leads 40

Marketing Qualified Leads Lead Ranking B2B Sales PointClear 40

Varicent

APRIL 19, 2018

We take our Fortune 1000 experience to the mid-market to help CEOs and their leadership teams realize their vision for growth. Beyond that I was Director of Marketing for a systems business then Vice President of Marketing and decided at that point it was time to move on and left Xerox for Silicon Valley.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

MLT Creative

MARCH 1, 2011

Meeting and learning from other professionals helps us do our jobs better. Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing. Tulsa, OK: One day of sharing knowledge, sparking ideas and networking from the best in the social media business. March 1-2, TFM&A.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise Management 40

ViewPoint

FEBRUARY 7, 2018

Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. line-of-business contacts instead of 2—another difficult goal. Those who’ve ever called a close friend more than a few times to schedule lunch know why you won’t engage a busy prospect with just a couple of calls.).

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

SEPTEMBER 4, 2018

B2B marketers are certainly aware that business marketing data degrades quickly. Continued deployment of this predictive relational equation helps marketers: Balance return against investment and determine optimal program deployment. Most know that there is no such thing as a “good list”. Yet, it is frequently done wrong.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. Continued deployment of this predictive relational equation helps marketers: Balance return against investment and determine optimal program deployment. Want to know more?

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

Biznology

SEPTEMBER 24, 2014

While this used to mean reading business books and magazines, today it means blogs. The Business Marketing Institute, by Eric Gagnon. I was honored to contribute a guest post for PointClear last year. Matt is a prolific writer, and assembles lots of helpful ideas from others to boot. is No Longer a Valid Question.”.

PointClear 80

PointClear B2B Marketing B to B B2B 80

ViewPoint

MAY 30, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Brock advises that sellers should look through the buyers’ eyes and ask them to help understand by describing their picture vividly. Qualities of an Inside Sales Winner. Josiane Feigon shares 20 traits of a successful inside sales rep.

B2B Sales 120

B2B Sales PointClear Work Management B2B 120

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. Assessment and recommendations.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The ever-present gap between marketing and sales continues for many businesses. How Marketing Can Deliver Qualified Leads. Via Chief Marketer. 3 Marketing Mistakes Most Companies Make.

PointClear 120

PointClear B2B Marketing Multi-Channel Eloqua 120

Paul Gillin

FEBRUARY 2, 2012

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. The good news is that the leads that take the longest to close are the most likely to be good sources of repeat business. Once they’re convinced, they’re all in.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50