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. Then we got turned over to sales operations and purchasing (supposedly a formality). I asked my contact how he thought a company could provide the same level of service for half the cost.

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

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%. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. The sales close rate on these leads is zero percent.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

OCTOBER 3, 2017

That is why you frequently hear sales say: “the leads suck.”. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. The math isn’t real complex.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. 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

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 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

OCTOBER 16, 2014

I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales' This new paper will be delivered in January, and I know.

Customer Surveys 120

Customer Surveys PointClear Optimization B2B Sales 120

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. The challenge is that some companies and some roles do not lend themselves to selling value.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. 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.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. we give growing companies an unfair advantage to beat revenue goals. we give growing companies an unfair advantage to beat revenue goals. 25 per name on the list.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

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

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. Thank you!

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

MAY 16, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

APRIL 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Via Marketo B2B Marketing and Sales Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? The Five Greatest Inhibitors to Sales Effectiveness.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JANUARY 10, 2018

One analysis documented the following: “The average cost per lead across all the companies surveyed is almost $200 ($198.44). Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” PointClear associates see this in action every hour of every day. Guess what.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

ViewPoint

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. 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. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. 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.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

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. The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

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

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. Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). .

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MAY 2, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. Ready to triple your sales pipeline?

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% More reasons nurturing matters.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. 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

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. 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. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. It took less than two years for the company to go through $100 million. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

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. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

Smashmouth Marketing

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - Bly.com April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. So choose wisely.

Leads360 100

Leads360 Lead Management Work Management Marketing Management 100

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

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

MAY 28, 2015

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Recently, my COO reminded me that I gave her this list on her first day with the company and said she still refers to it today. After all … we’ve seen it all.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Cost per Company. Not all proverbs (or expressions or sayings) are well understood.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 20, 2011

Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions. We work with our complex-sale B2B clients to leverage their marketing automation initiatives, and marketing automation is a key ingredient of our internal lead generation, lead qualification and lead nurturing processes.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 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. Sales and marketing activity. Selling subscriptions via a direct sales force.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120