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.

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

Biznology

APRIL 6, 2016

We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . We were generally satisfied with the method we used to get at data quantity, where we asked vendors to provide company counts in specified sample industries and contact counts at specified sample companies. . vendors today. .

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

ViewPoint

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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

MAY 23, 2017

Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Contact me at dan.mcdade@pointclear.com for help evaluating your situation. Why don’t they follow-up? were even qualified companies, let alone what could be termed sales qualified leads.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

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

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

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. 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.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JUNE 7, 2016

Sales lead purgatory occurs between SAL and SQL, with sales accepting leads but subsequently losing contact or interest. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Approximately 70% of all leads are rejected by sales—either actively or by inaction.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 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

APRIL 6, 2017

Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. The provider, in these cases, is forced to go to war with their day-to-day contact or do what they say and hope for the best. Any interest in a short chat?

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

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

JANUARY 22, 2016

All of their efforts will be focused on converting these accounts from contact information to paying customer. Dan McDade – PointClear : As lead quality improves (while quantity declines), sales will struggle to approach each prospect as a market of one. 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

JUNE 16, 2015

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. Focusing on the cost per pipelined deal and/or cost per closed deal IS the point. A very fine line makes the difference.

Lead Scoring 120

Lead Scoring Lead Ranking 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. You are better off calling someone who actually wants to talk with you. More leads are better than fewer leads. The nail stuck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. In the third and final installment of this series, I’ll share with you seven findings realized from a review and assessment of our overall sales lead generation contact strategies. to 6.0%, an improvement of 158%.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). The winning (42 nd touch) was during what was the last cycle of contact we planned to execute on this prospect. VP level) are 2.5

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. It’s proven – sellers who quantify the value of their solutions have greater success with gaining access to those executive-level contacts. I practice it every day in my role as lead salesperson for the company. (We We are not the low-price leader.) Tom Hopkins.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

SEPTEMBER 23, 2011

Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them. At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 28, 2018

Here’s a real-life example: We once provided services to a large software company and I got a call from our day-to-day contact one morning about our lead cost—he said we were too expensive. I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JULY 11, 2011

This would include implementing SiriusDecisions’ demand waterfall that defines leads in the following way: Marketing Qualified Lead (MQL) – Qualified and delivered by marketing Sales Accepted Lead (SAL) – Reviewed and accepted by sales Sales Qualified Lead (SQL) – Contacted and further qualified by sales.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Biznology

JANUARY 6, 2016

It’s an eclectic list, culled from contacts I happened to make in 2015. With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. These people are making a welcome contribution. We are lucky to have them. Great job, Mark!

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Heinz Marketing

APRIL 22, 2019

Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. What are some of the keys that made PointClear so successful and continue to be so successful in engaging with prospects and helping to build some pipeline? What are some of the keys to doing that?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

FEBRUARY 7, 2018

line-of-business contacts instead of 2—another difficult goal. Reduce the number of touches for each contact from 5 to 2.85 — also not practical. The reality is that when you factor in everything—salaries, touches needed, lead rate, contacts required—good quality leads cost what they cost. Require that your folks talk to 1.14

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

SEPTEMBER 4, 2018

To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. The PointClear Relational Segmentation approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

To reveal segments with higher probability of generating leads, compare your marketing database, which could number several thousand contacts, to your customer database. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Data tracking, aggregation and measurement.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

B2B Marketing Zone Posts

AUGUST 3, 2010

However, Ben & Jerry’s clearly feels otherwise and that their customers prefer contact through social media sites to email in their inbox. An effective landing page is capable of getting a high proportion of site visitors to provide their contact information for future lead cultivation. PointClear (4). Advertorial (4).

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear! So there you have it.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Online Marketing Institute

JULY 31, 2009

Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. Folks, at less than 20 employees, many of you look more like boutique agencies than true technology providers. 2) Email services – Julie Katz at Forrester writes about this group.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

Hubspot

DECEMBER 17, 2012

Pointclear interviewed one Karen Hayward, EVP and CMO for CenterBeam, who had a great quote on this idea of outsourcing that should help organizations vetting good service providers. This saves them from the more tedious up-front work that takes time away from closing deals.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28