ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. As an example, PointClear targets two contacts within each account location. Business Day. We call that state of completion a disposition.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

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

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. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JUNE 28, 2018

In average companies, sales reps close about one out of five leads they qualify. Note that on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10%. Here is why: In the average company the close rate on sales-qualified leads is about 20%.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

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. Requiring budget and timeframe to qualify a lead (other than those for low-priced commodity offerings) ensures that you are eliminating some of the best opportunities. Well, what is a perfect lead?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

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

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 work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JUNE 7, 2016

Note that at this step sales is not saying the lead is qualified (that would be terming the lead sales qualified lead or SQL). 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). Starts the clock on follow-up.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

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

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

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

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. It takes about 1.6

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

JUNE 16, 2015

I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. The lead rate for high quality, enterprise opportunity leads has been roughly flat.) movement harshly declare that proactive targeting and prospecting for new business is dead. Most companies stop here.)

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. 22% of more than 20,000 raw leads converted to qualified leads. 10% of qualified leads converted to sales opportunities. million in new business was added to the pipeline. to 6.0%, an improvement of 158%.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 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. It is possible however to qualify for an inhospitable environment. He said: “ You have the business, I just want you to work through my sales operations guy to finalize the deal.”

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

SEPTEMBER 11, 2012

In the last blog we talked about qualified rates. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. I want to talk to you but I have been extremely busy.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

JULY 14, 2015

Because we care about quality leads. We generate high quality leads, align sales and marketing, and drive revenue. 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. Why did we ask? It’s what we do.

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. It also lays the foundation for trust and credibility in discussing challenges, business needs and potential solutions.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

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. I wish I could explain why the U.S.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

MLT Creative

MARCH 14, 2011

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. After a spirited discussion about qualifying better leads, Dan asked the group to consider some vital steps toward alignment and closing more leads: Agree on market definition. Agree on offer. Agree on definition of lead.

Lead Ranking 40

Lead Ranking Marketing Qualified Leads B2B Sales PointClear 40

Varicent

APRIL 19, 2018

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. I've seen companies that make marketing accountable for sales-qualified leads and then don't give them a seat at the leadership team table.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

FEBRUARY 7, 2018

Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. These numbers show what goes into generating a high-quality lead—and what it costs. line-of-business contacts instead of 2—another difficult goal. How much should a lead cost?

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

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. How Marketing Can Deliver Qualified Leads. The ever-present gap between marketing and sales continues for many businesses.

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

Paul Gillin

FEBRUARY 2, 2012

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. Ten percent of qualified leads close within three months, but 45% will close within a year if they are properly nurtured. These tactics can generate a lot of names, but not many qualified leads.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

Online Marketing Institute

JULY 31, 2009

Many of the marketing automation companies have added some fairly sophisticated analytics to monitor prospect’s online behavior and help marketers qualify and score them based on Web site visits, registrations, and downloads. Folks, at less than 20 employees, many of you look more like boutique agencies than true technology providers.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

Hubspot

DECEMBER 17, 2012

Qualifying Leads: Similarly, organizations with a high volume of leads don't have time to qualify all of them manually, and sometimes, your marketing team isn't sure how to go about it. I also think, however, that there comes a time in the growth of your business when you need to step up your game. Why or why not?

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28