ViewPoint

MAY 17, 2018

Contacts (Name, Title). Companies (Three Contacts). To the sales VP, a contact (you can buy 200,000 or more of them for $100,000) was undifferentiated from a sales qualified lead. Option 1: Contacts (Name, Title). The sales executive did not opt for 200,000 contacts. Option 2: Companies (Three Contacts).

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. So, I know voicemail and email as a part of the contact cadence works. If effectively nurtured, over two contact cycles, 27% will become SQLs.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). An example is a company with a high net promoter score (NPS).

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 100,000 companies with up to three executive contacts in the right company (no email addresses).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

SEPTEMBER 27, 2017

For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). My answer to that question is not based on self-interest. What happens if you wait?

Sales Qualified Leads 159

Sales Qualified Leads Top of Funnel High Quality Lead Sales Cycle 159

ViewPoint

MAY 23, 2018

Making additional contact using the right cadence (multiple touches and multiple media including phone, voicemail and email across multiple cycles) is worth the time and money it takes. These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. The numbers speak for themselves.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

FEBRUARY 14, 2017

What challenge or pain are they likely to be dealing with that you have helped a similar company solve? 35 – 45% of targets will not respond to your first cycle of contacts. You will reach most of them in the second and third cycle of contact – and they will then be even better prospects. Don’t over-invest.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

FEBRUARY 16, 2016

Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. For example, companies always want to make more money.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 21, 2018

Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. It’s a model you can adjust to fit your company. Or, contact me here. I ’ve walked through this scenario with many clients and industry contacts. It can help you too.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

APRIL 14, 2017

The CEO (or in larger companies the SVP of Sales & Marketing) must ensure that there is a shared definition of a lead AND that a judicial branch is put in place to enforce marketing’s compliance with that definition AND that sales effectively executes lead follow up on leads that meet the definition. They asked us to call every contact.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

AUGUST 30, 2016

Every business is a bit different; however, people buy things to solve business issues based on the solution fit, the reputation of the company selling the solution AND the effectiveness of the sales person. The sales skills required to effectively solve business issues for any solution can be documented and communicated for any company.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

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.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

DECEMBER 12, 2017

An employee of a targeted company needed only to download some content to be qualified as a lead. As long as they worked for XYZ Company and downloaded the content they were a lead. His definition of a lead was the loosest that I have ever heard. It did not matter if they were ready to buy – or even qualified to buy.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

OCTOBER 21, 2017

Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). Some companies had moved and some were just, well, bad. A number reported that the contact was no longer employed by the organization.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

AUGUST 20, 2018

Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. Marketing is paid, in fact rewarded for, lead quantity and not quality.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

MAY 11, 2017

I asked my contact how he thought a company could provide the same level of service for half the cost. The company will be three months or more behind by the time they figure out their mistake – and the year will be lost. Then we got turned over to sales operations and purchasing (supposedly a formality).

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. To disposition 1,000 companies for this client, we would need to invest 9,820 touches and that effort would yield about 50 leads. What Is a Multi-Touch Cycle? They are not “salesy.”. Know When to Move On.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

SEPTEMBER 9, 2016

Every bad, ill-targeted attempt to contact me tarnishes that brand in my mind. While it is true that there are a tremendous number of inbound leads coming in, fewer than 10% of them can be considered “leads” while the rest fall more into the “names/contacts who we can send emails to” category. I experience this every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 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. What B2B Companies Did Well in 2015? Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 29, 2017

Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). Some companies had moved and some were just, well, bad. A number reported that the contact was no longer employed by the organization.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

MARCH 3, 2015

A nurture disposition is a qualified company, contact and operating environment without any specific next step in the short-term. Here in part 3, we’ll examine “nurture” dispositions. For every 100 “suspects” dispositioned, 25 - 30 can be identified as nurture opportunities.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

FEBRUARY 16, 2017

Companies that reduce budgets, increase lead quotas and dump more poor quality leads on sales faster than ever before are shooting themselves in the foot. Contact me if I can help. Want to learn more, watch the 60-second video.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

ViewPoint

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

FEBRUARY 9, 2012

This third and final article shares findings uncovered during an overall review of our lead contact strategies. Within the initial lead contact cycle, those nine individual touches will yield only 40% to 50% of total qualified sales leads. 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

APRIL 6, 2017

we give growing companies an unfair advantage to beat revenue goals. Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in. Most companies in our industry don’t. Any interest in a short chat? The bad news is that lists suck.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JULY 7, 2015

My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? But I have no lead score, and no one contacts me because I don’t have any activity on your website. I am invisible to you.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. LinkedIn revamps contacts tool to boost relationship management. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JULY 9, 2013

She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Click to start video at this point — Instead of going in the marketplace with one solution or one methodology to be successful, Lori has found improvements to companies existing methodolgies to be successful.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

MAY 24, 2016

Have all contacts been engaged? Even experienced marketing leaders often believe that a company in the correct industry, at the correct size with perhaps one other criteria met (such as “North America”) is sufficient to send to sales as a lead. What determines that a lead will be accepted by sales? Is there a short list in place?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. In fact, it’s one of the reasons why some head executives don’t hit their revenue goals.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

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

OCTOBER 8, 2013

Truth is, many companies buy solutions that have never been budgeted. Enterprise companies can’t assign authority for a purchase when the solution has not yet been imagined. BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 25, 2016

Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. In this take-it-or-leave-it scenario, nobody wins.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

SEPTEMBER 11, 2012

Based on over 60,000 completed company dispositions per year (annualized for 2012). Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). One program in particular targeted the CFO at the top fifty utilities in North America.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

MAY 30, 2012

Outbound vs. Inbound: A Balance that Still Requires Personal Contact. He mentions a DemandCon panel he was on with a representative from a semiconductor company who reported they are doing a lot of outbound telemarketing. He adds that it’s a learning curve for a lot of companies.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120