ViewPoint

NOVEMBER 8, 2017

However, there are a lot of things good insourced operations and lead generation companies do well. Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? Many of the company names had no contact associated with the record.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

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. How is Beyond the Sales Process different from traditional sales books? How did the two of you decide to collaborate on this book?

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

DECEMBER 15, 2017

Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

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. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

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

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. I promise to help.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

MAY 23, 2018

That’s more than triple the number of leads generated without a built-in nurturing process. And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 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. It’s a model you can adjust to fit your company. I can add value by walking you through the process and customizing the calculator with you.

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

JANUARY 26, 2018

For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. 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. Wish I had thought of that.

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

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

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. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. 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

DECEMBER 16, 2016

Should your company be all in on inbound marketing. If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals. I just have to get this order processed and I'll be even closer to goal!'. "So

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Here are their comments: Dave Brock: “The customer is wherever they are in their buying process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

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.”. It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

APRIL 28, 2015

And when you engage with them they certainly expect you to know their company, their market and the competitive landscape. Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. The chances of getting the prospect on the first call are slim.)

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you like most companies, achieving just average results and not knowing why? Want to talk about how I can help? Are you mired in chaos, spending lots of time getting little done?

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. It is a deep dive into key areas of your process: Lead and demand generation.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

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. As always, we invite your comments.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 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. But then he gets busy and forgets to call back.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

FEBRUARY 14, 2017

Multi-touch, multi-media and multi-cycle processes multiply results. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Have you ever scheduled a meal for you, your significant other and close friends? Use their first name in the voicemail – twice! Create interest fast.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is sales development about hiring some young hungry kids to bang on the phones? . : "Where I’m from, it’s the chief executive’s job to determine and articulate the company’s strategy. It doesn’t have to be that way.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

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. Get it fixed by entrusting the process to. Accountability.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

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. Without that, and without careful oversight of the marketing and sales process, the bickering goes on and the results fall short.

Sales Qualified Leads 120

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

ViewPoint

MAY 18, 2016

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

MARCH 26, 2015

The problem is they usually end up talking more about their company and offerings than about the prospect and their needs. No one cares what you think about your company, product or service. One of the most important steps is to begin creating a list of client issues your company has successfully addressed. Web: [link].

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

APRIL 28, 2017

It may not kill you, like an air embolism could, but it can be dangerous to the health of your company. The thought process might seem logical but it isn’t. Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 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

SEPTEMBER 29, 2016

In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company. Correct decision making team and buying process. Segment the databases and lists into small homogeneous cubes or layers of similar companies. Plans for short- or mid-term purchases.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 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

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? Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 2, 2015

As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process. The result?

Lead Generation 120

Lead Generation Generation Work Management Leads 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

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JUNE 28, 2016

One thing I like about LinkedIn is that there are lots of people who genuinely want to help! A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159