Biznology

APRIL 6, 2016

We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . We were generally satisfied with the method we used to get at data quantity, where we asked vendors to provide company counts in specified sample industries and contact counts at specified sample companies. .

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

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

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

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 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

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

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

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. 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. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

OCTOBER 20, 2011

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

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

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

JUNE 16, 2015

Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. Most companies stop here.) By nurturing and optimizing to fill the GAP, companies can triple their lead rates in any given year.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 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

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. to 6.0%, an improvement of 158%.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 9, 2014

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Au contraire – B2B companies often struggle more than B2C to create a personal brand that prospects can connect with and trust.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. They are herded into a direction of ineffectiveness by the actions or inactions of others in your company. The final curtain on this company was a $40,000 plus dinner for 12 (complete with 100-year-old brandy and expensive cigars).

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

SEPTEMBER 23, 2011

” Elizabeth mentioned the success of Atlantan Hope Flammer’s company, VoiceQuilt , that lets folks record voice messages for storage on a memory card inside a keepsake box. Serving, in this context, is different from providing your company’s services or solution.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. The sales cycle may grow longer as larger companies are targeted. Sales and marketing activity.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Heinz Marketing

APRIL 22, 2019

Some lessons from Dan McDade in this episode include: “There’s a real focus on the technology stack and companies are spending more and more on that technology stack. And a caveat here is that most companies prospect too broadly. Dan is the Managing Partner at Prospect-Experience. You can follow him on Twitter @ dandade. .

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

Biznology

JANUARY 6, 2016

It’s an eclectic list, culled from contacts I happened to make in 2015. Her company 6Sense has made waves for clients like Cisco and VMWare. Japan’s foremost lead generation marketing company. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.”

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

ViewPoint

FEBRUARY 7, 2018

Not only does this single-criteria measurement perpetuate the downward spiral represented by most companies’ poor sales results, it also reduces ROI on short- and long-term marketing and sales investments. Which of these scenarios do you want to bet your company on? line-of-business contacts instead of 2—another difficult goal.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

SEPTEMBER 4, 2018

To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. Rank by other pre-determined classification, such as company type or region. The categories that match your customers have priority.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

To reveal segments with higher probability of generating leads, compare your marketing database, which could number several thousand contacts, to your customer database. Rank by other pre-determined classification, such as company type or region. The categories that match your customers have priority.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Data tracking, aggregation and measurement.

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

B2B Marketing Zone Posts

AUGUST 3, 2010

Marketing Dashboard: Active Discovery - Digital Body Language , July 27, 2010 One of the most valuable areas to gain an understanding of is the current state of how your prospects actively discover your company and your solutions. The default for this field is your current position at your current company. Are you Being Discovered?

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. The marketing word of the year is Nurture. So there you have it.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Hubspot

DECEMBER 17, 2012

Pointclear interviewed one Karen Hayward, EVP and CMO for CenterBeam, who had a great quote on this idea of outsourcing that should help organizations vetting good service providers. Where most companies go wrong when outsourcing SEO -- or frankly, when hiring an in-house SEO professional -- is focusing just on keywords.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28