ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. In that case 1,000 more companies have to be culled through to find the next 50 leads. Lead qualification services and lead nurturing services can help—ask me how. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

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

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Once a month programming is very good, twice a month for moderately sized companies provides visibility and a following. for as little as $500 per episode.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

JANUARY 4, 2018

For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see I would be happy to walk you through this exercise if that would be helpful to you.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

AUGUST 17, 2018

Sounds simple, yes, but most B2B companies are doing just the opposite. Without this agreement a company is wasting time and money—and relying on luck to close deals. These same companies are frequently not holding their sales and marketing teams appropriately accountable for the leads they close.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 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

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. Some of the companies we represent have worked with us for more than 15 years. unscripted ) with prospects.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 10, 2016

One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. Mike writes: “Where I’m from it’s the chief executive’s job to determine and articulate the company’s strategy. In his book New Sales. Simplified.

Sales Qualified Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Paid Search Agency 212

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. It’s a model you can adjust to fit your company. It can help you too. Guess what. We have a great revenue prediction calculator.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

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. 100,000 companies with up to three executive contacts in the right companies (no email addresses). 117 appointments with people in the right companies but may or may not have any need or authority to buy.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JUNE 9, 2017

Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads. Anecdotal Validation. But then he gets busy and forgets to call back.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. Their company does not force them to.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. Also Read: It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change! The host is Jim Obermayer.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

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

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. Inbound Helps Fill Your Revenue Gap, But How Much? The Key: An “Allbound” Marketing Approach.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. A hand raiser isn’t a real lead (that is, sales qualified) until they’ve had engagement with a representative of your company to find out the answers to the questions above.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 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. Many companies leave 65% or more of the leads they could have generated on the table by ignoring these non-lead outcomes (often called dispositions).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

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

FEBRUARY 13, 2018

I remember finding myself in a situation where I was with a company that had been there for five years when a third management team came in. He was a very, very good guy who embodied the big hand theory, and helped instill those same qualities throughout his company. He ran a company called UST. You're absolutely right.

PointClear 149

PointClear Ethics Budget Programs Business 149

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. He landed a huge lead for our client (with a $1 billion company). That is a moment of truth for the prospect.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

FEBRUARY 23, 2016

Every company has a different criterion for what counts as a qualified sales lead, but if sales and marketing don’t see eye to eye on this, then you’re in trouble. This may take time, but it will help you determine important things such as: Targets and processes. Ensure all parties know what it takes to give your SLA some bite.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

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

JANUARY 5, 2017

Are you like most companies, achieving just average results and not knowing why? It’s not that your people mean to screw up, it’s just that they are herded into a direction of ineffectiveness by the actions or inactions of others in your company. Want to talk about how I can help? Or are you among the few that are kickin’ it?

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. “No No one defaults to prospecting.”. What should they change?”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 14, 2017

What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Use their first name in the voicemail – twice! Create interest fast. Your message is not about you; it is about them. Don’t over-invest. 35 – 45% of targets will not respond to your first cycle of contacts. However, don’t give up!

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

JULY 26, 2018

While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener. While she has listened to the program and gotten an idea of its possible uses, getting the script in her hands is tremendously helpful. per minute. _. Nurture material.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

NOVEMBER 27, 2017

Add in another rep who took maternity leave and then resigned after a leave of absence, and his company was hurting. Four months into the situation, the leave of absence for the third rep turned permanent, turning a smallish problem into a hellish problem for the sales manager and the company. But it didn’t end there. _.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JANUARY 18, 2017

When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. I was on the phone today with the CEO of a company that provides a CRM solution for small to medium sized technology companies.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 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

MAY 14, 2018

The obstacles can be external to the company or most likely a result of interior decisions and mistakes. _. The reduced velocity starts to show up within three months of the “brownout,” as salespeople scramble to find new prospects without the help of marketing. These are a few of the momentum killers for any company.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

MAY 23, 2018

And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. There are three executives within the company who should be proponents: Marketing leaders interested in delivering strong marketing ROI and making a measurable contribution to revenue.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Both are working toward different, conflicting metrics. Each were covered in detail, and referenced thought leadership from industry leaders.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

FEBRUARY 8, 2017

Here are some tell-tale signs your company is infected: The number of inbound leads increase as deal size decreases; Top performing sales reps refuse to follow up on inbound leads; Lead quotas are met, but the number of sales-accepted leads plummets; Revenue declines. So what can b-to-b companies do to get back on track?

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 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. 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

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: 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? In our experience here at PointClear, very few companies are getting it right.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

FEBRUARY 8, 2016

In part one of this two part series, we’ll talk about: the importance of creating a plan to earn the company’s trust. Create a Plan to Earn the Trust of Your Company. All CMOs need to work towards making the company sustainable from a marketing standpoint. the three most critical roles a CMO needs to consider. Matt Heinz.

CMO 168

CMO Planning Storytelling Ad Building 168