ViewPoint

MAY 17, 2018

Contacts (Name, Title). Companies (Three Contacts). To the sales VP, a contact (you can buy 200,000 or more of them for $100,000) was undifferentiated from a sales qualified lead. Option 1: Contacts (Name, Title). The sales executive did not opt for 200,000 contacts. Option 2: Companies (Three Contacts).

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 26, 2018

So, I know voicemail and email as a part of the contact cadence works. If effectively nurtured, over two contact cycles, 27% will become SQLs. Note that contact cycles vary by solution but typically a contact cycle is six weeks to three months. About 25% of the outcomes will become true nurture dispositions.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

MAY 13, 2016

The options—which encompass very different lead definitions—were to focus on: 200,000 contacts (name and title) in the right vertical—but with no email addresses. 100,000 companies with up to three executive contacts—but with no email addresses. 100,000 companies with up to three executive contacts—but with no email addresses.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

FEBRUARY 14, 2017

35 – 45% of targets will not respond to your first cycle of contacts. You will reach most of them in the second and third cycle of contact – and they will then be even better prospects. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Don’t over-invest. However, don’t give up!

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

OCTOBER 5, 2018

He was willing to provide the sales team one of six choices: 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 companies (no email addresses). The CMO came up with these options because he was fed up. The Verdict.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

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

SEPTEMBER 27, 2017

For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). My answer to that question is not based on self-interest. What happens if you wait?

Sales Qualified Leads 159

Sales Qualified Leads Top of Funnel High Quality Lead Sales Cycle 159

ViewPoint

DECEMBER 1, 2016

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). 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

DECEMBER 27, 2016

A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. These are contacts past the point of diminishing return on a given touch cycle. No Response.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

APRIL 14, 2017

We deal with similar situations on a regular basis: A large healthcare solution and services provider provided us with 4,200 hospitals and 7,500 contacts. They asked us to call every contact. Contact me at dan.mcdade@pointclear.com to discuss sales close rate, cost per lead and other topics of interest to you.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

OCTOBER 21, 2017

Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). A number reported that the contact was no longer employed by the organization. The results: half of the list was outside of the Northeast.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

FEBRUARY 16, 2016

A qualified lead is one that has been: Contacted several times already over various channels such as email, telephone, and direct mail. Moreover, by using your CRM to your benefit and recording their company profile, contact history, project budgets and timelines, and any additional noteworthy details, you will see a boost in revenue.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

DECEMBER 7, 2017

When I politely mentioned the difficulty in contacting him when Tim and I finally connected, he said, “Yes, we should look into that. They leave contact information on their website (but often not the phone number, except in some hidden nook, screened back). And so, it went. I’d like to think this is unusual but it isn’t; it’s common.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

AUGUST 30, 2016

Compared with inside sales teams, an outsourced teleprospecting team can double the quality contacts and dramatically increase the revenue. 1 Outsourced includes more contacts and more dials per company. Review your options. Can you really do it cheaper inside? Probably not, and probably not as well.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

MARCH 29, 2017

Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). A number reported that the contact was no longer employed by the organization. The results: half of the list was outside of the Northeast.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

JUNE 21, 2018

Or, contact me here. I ’ve walked through this scenario with many clients and industry contacts. So download this calculator , then multiply, add zeros, adjust percentages or make whatever other changes you feel will shed light on your lead source prediction process.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JULY 19, 2017

The PointClear team of associates, managers and analysts needs to work closely and collaboratively with our day-to-day client contact. Jim and our other long-term and repeat clients know that it takes a team to succeed at B2B lead generation. And to drive the leads needed to meet revenue goals.). With that scenario, everyone wins.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

DECEMBER 12, 2017

During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified. Finally, the lead definition was being driven by the objective to reduce cost per lead and not by the objective of providing real value to sales.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

SEPTEMBER 9, 2016

Every bad, ill-targeted attempt to contact me tarnishes that brand in my mind. While it is true that there are a tremendous number of inbound leads coming in, fewer than 10% of them can be considered “leads” while the rest fall more into the “names/contacts who we can send emails to” category. I experience this every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MAY 11, 2017

I asked my contact how he thought a company could provide the same level of service for half the cost. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.”

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

JUNE 2, 2016

Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. These are contacts past the point of diminishing return on a given touch cycle. These are prospects with a specific planned next step to be taken within a reasonable timeframe.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 9, 2013

LinkedIn revamps contacts tool to boost relationship management. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

FEBRUARY 16, 2017

Contact me if I can help. Companies that reduce budgets, increase lead quotas and dump more poor quality leads on sales faster than ever before are shooting themselves in the foot. Want to learn more, watch the 60-second video.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

ViewPoint

FEBRUARY 26, 2015

Part of the problem is the misuse of valuable data that results from marketing contact. In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. The first type of data we’ll look at is what we call the “pipeline” disposition*.

Leads 120

Leads Lead Marketing Qualified Leads Lead Nurturing 120

ViewPoint

AUGUST 20, 2018

514 required further nurturing before they could be considered sales ready and the balance couldn't be contacted after multiple attempts. Of the rest 586 were disqualified, had bad data, or were existing customers. The actual cost to obtain a fully qualified lead—$2,662.24.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 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.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. We find that each touch cycle reaches a point of diminishing return and that after four to six touch cycles the company or contact has been exhausted. touches to engage with a prospect. They are not “salesy.”.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

AUGUST 27, 2018

Tell them no and they cheerfully continue selling and contacting you. If their salesperson is in the mix, they never give up. They may not win, but they never give up, which is how they have grown. They do not take no for an answer. My point isn’t about Salesforce, but the opposite.

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

MARCH 3, 2015

A nurture disposition is a qualified company, contact and operating environment without any specific next step in the short-term. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

JANUARY 20, 2015

So, maybe you put these contacts in your “I’ll get to them later” folder … or perhaps you just delete them altogether. In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air.

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Leads Contacts 120

ViewPoint

APRIL 7, 2014

Click to start video at this point — Jim said he sees statistics that say 45 percent of salespeople give up after one contact with a lead — and that’s counting email. Why then, I asked, should it come as a shock when a stranger doesn’t get back to you after first contact? What is Effective Follow Up?

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

MAY 23, 2017

Contact me at dan.mcdade@pointclear.com for help evaluating your situation. How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads? Did you know that leads cost more than you think, but probably a lot less than you are currently paying?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

APRIL 3, 2014

Humans need face-to-face contact with others. So tweet less and talk more to the customers and contacts who really matter. Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Stop Communicating, Start Connecting.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

JUNE 24, 2014

This happens without filling in the “Contact Us” form. In the recent past (5-6 years ago) we started using programs that grade people who visit your website, score them by what they click on and how long they view it, and present the not-too anonymous visitors to salespeople as sales leads.

Lead Scoring 120

Lead Scoring Lead Ranking B2B Sales B2B Marketing 120

ViewPoint

JANUARY 22, 2016

All of their efforts will be focused on converting these accounts from contact information to paying customer. There is an opportunity to start small with additional contacts and relevant insights into a few target accounts as a way to opening up a new chapter with sales. What sales needs to do is to let marketing enjoy a few wins.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JULY 9, 2013

They don’t show enthusiasm and they don’t make eye contact. Lori recently read an article about the lack of eye contact being made now compared to a couple of years ago and how it negatively effects our ability to build trust, which has a huge impact on revenue growth and building pipelines.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149