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). As an example, PointClear targets two contacts within each account location.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

DECEMBER 12, 2017

An employee of a targeted company needed only to download some content to be qualified as a lead. It did not matter if they were ready to buy – or even qualified to buy. 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.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. 100,000 companies with up to three executive contacts in the right company (no email addresses). 20,000 companies with multiple contacts and verified technical environment information in the right companies (no email addresses).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 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. Not Qualified.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 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%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Not very efficient, right?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

APRIL 16, 2018

I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. While marketing does need to enable a field sales team to focus on what they do best—which is close deals—they can’t do that if the leads they’re sending over are not qualified and nurtured.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that some companies and some roles do not lend themselves to selling value. It is possible however to qualify for an inhospitable environment. Yet, I took the high road.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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

FEBRUARY 13, 2018

Or alternatively they use a formulaic approach and say if we close 10 percent and the average deal size is $50,000, then the return on marketing investment would be 10x, and we have to have at least 8x so 10x qualifies, and they approve the program. He ran a company called UST. And doing that is a great release also, isn't it?

PointClear 149

PointClear Ethics Budget Programs Business 149

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 23, 2018

You’ll get payback by continuing to engage with fully qualified prospects, even if they’re not immediately interested. You can see from the above breakout that standard lead generation—the approach most organizations take —nets 50 highly qualified leads against a list of 1,000, or a 5% lead rate. True Nurture. No Response.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

MAY 11, 2017

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. I asked my contact how he thought a company could provide the same level of service for half the cost. He liked us. Trusted us. Told us we had the deal. It should not have ended up this way.

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 5, 2017

Consistently poor sales execution due to a lack of qualified leads. Every lead turned over to sales is a sales-qualified lead (100%). At PointClear, we facilitate accountability that translates into results. An unrealistic number of leads expected to be sourced by sales (50%). The lead close rate is way higher than average (5X).

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? 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. However, the formula I use to qualify a lead and optimize the lead's value is Pain, Priority, Process and Environment.

Sales Qualified Leads 127

Sales Qualified Leads Lead Ranking Lead Scoring 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.

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

JUNE 5, 2015

I n the first two weeks of the program you will see disproportionately more unqualified dispositions than qualified dispositions or leads. (In Unqualified dispositions are naturally the easiest to uncover and will therefore “rise to the surface” quickly, while highly qualified sales-ready leads take time to be developed. Guess what?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Still, companies such as GE and Novartis have used various techniques to improve sales outcomes, write Zoltners, Sinha and Lorimer. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. Success demands tenacity.”

B2B Sales 120

B2B Sales PointClear B2B Opinions 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

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 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Identify high-level decision makers in prospect companies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Ranking 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 It takes about 1.6

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 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

AUGUST 28, 2012

This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. 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.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

AUGUST 14, 2012

Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. In 2010 just over 40% of our dispositions or completed companies were from inbound responses. Track them by source.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

DECEMBER 9, 2010

Standard lead generation’s focus on quantity—rather than quality—results in the following: The pipeline is flooded with a high volume of low-value leads. Qualifying criteria are rarely met due to lack of marketing resources. In the end, it means great return on program investments and higher company revenue.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JUNE 16, 2015

The lead rate for high quality, enterprise opportunity leads has been roughly flat.) 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.)

Lead Ranking 120

Lead Ranking Lead Scoring Cost per Lead PointClear 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. If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 11, 2012

In the last blog we talked about qualified rates. Based on over 60,000 completed company dispositions per year (annualized for 2012). 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.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

JULY 17, 2012

Our organization has done some extensive research over the last two years trying to understand how high performing sales reps qualify [opportunities] and nurture those [opportunities] through their pipelines to higher success. I recommend that you create a dashboard for your company that includes all sources of leads and ALL costs.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

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? Because we care about quality leads. Why did we ask? It’s what we do. The Score More Sales Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 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

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. Accurate and timely assessment. Next steps.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

Biznology

JANUARY 6, 2016

Her company 6Sense has made waves for clients like Cisco and VMWare. Japan’s foremost lead generation marketing company. Dan practices what he preaches—running a high quality lead generation and management service for clients, plus a well-regarded educational resource center for B2B marketers. Great job, Mark!

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Varicent

APRIL 19, 2018

Chief Outsiders is a firm made up of 60-plus CMOs that work on a part-time or interim basis for high growth and mid-market companies. Tell us about your role and your main responsibilities with the company. I was asked to join the Xerox Canada leadership team as executive assistant to the CEO of the company.

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. 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.

Cost per Lead 245

Cost per Lead Cost Lead Ranking Lead Scoring 245