ViewPoint

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. The key, however, is to make sure it’s integrated into the digital experience to maintain its relevance. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

OCTOBER 5, 2018

A good example is a buyer worrying about their customers’ experience in dealing with their company. If the company’s customer experience scores are high, then it may be nice to have it inch up another 1/10 of a point, but it’s probably not going to be a priority at the board level. Share your experiences on the topic, please.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

ViewPoint

FEBRUARY 23, 2018

Here’s Scott’s Agile Marketing Manifesto: Many small experiments over a few large bets. Small experiments, testing and data, intimate customer tribes, engagement and transparency? What’s a better way to experiment, test, understand who you’re talking to, and figure out what works? Testing and data over opinions and conventions.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

Our experience at PointClear over the past 20 years (as well as industry benchmarks) shows inbound leads, properly followed up by sales, contribute 35% of total net new revenue required. Factor in the outbound marketing lead rate, which in our experience averages 5% (pre-nurture, see #8 above).

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JULY 19, 2017

I went on to explain that if the program was delegated to a marketer who didn’t have experience in lead management it wouldn’t work. “This outbound teleprospecting project won’t succeed if management of the project is pushed down.” If the client manager didn’t understand our processes and how they impacted results, the program would fail.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

MARCH 3, 2016

The assumptions embedded in the example above are industry benchmarks OR based on our actual experience over twenty years with clients. In one experience (with a very large software company) content aggregator leads cost $23.15 “raw,” but $2,660 per qualified lead (only 1.8% The Lead/Revenue Assumptions. qualified accounts.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

APRIL 28, 2017

I invite you to share your seasonal experiences generating leads and targeting qualified prospects. Sure, give them a few days to catch-up, but rather than waste the summer months, just work around your targets’ summer schedules.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

AUGUST 20, 2018

In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead development function. If you are inspecting outcomes and conducting in-depth analysis at every step, you can substantially improve results. Whose job is lead filtration, qualification and development?

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

JUNE 9, 2017

Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. – There were 32 total touches from start to finish. Calls were split: 5 were make to decision-makers/influencers and 5 were made to executive assistants.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

MARCH 7, 2018

You might talk about a similar experience you had or share an idea that was triggered by a comment made previously in the conversation. Active listening is first about understanding the other person, then about being understood.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

OCTOBER 4, 2016

During the video I talk about the five steps in the sales process and how most sales people only use two steps which results in bad experiences for their prospects and NO DEALS. Questions to Ask to Uncover Need. I also suggest that questions to asks prospects break down into the following categories: pain, priority, process and environment.

Webinar Metrics 136

Webinar Metrics CRM Thought Leadership Sample 136

ViewPoint

MARCH 19, 2018

Using digital analytics data, companies can optimize the customer experience on their websites, mobile sites, and mobile apps, and also their marketing ROI , content offerings, and overall business performance.”.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Anthony is the author of “ The Only Sales Guide You’ll Ever Need."

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 1, 2014

In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. In fact, even if you aren’t registered for San Fran, you can benefit from this read.

B2B Sales 120

B2B Sales Conference Sales Leads ROI 120

ViewPoint

JUNE 12, 2014

” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route.

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

MAY 30, 2014

While the US Government experimented with this concept as early as the 1910s, it was not until 1955. To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load.

B2B Sales 120

B2B Sales B2B Marketing B2B Examples 120

ViewPoint

FEBRUARY 13, 2018

Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. It's really where I got experience in business to business telemarketing. Maybe the most important lesson I’ve learned is: Be loyal and value those who reciprocate loyalty. He passed away last January.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

APRIL 14, 2015

It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience. Here are some of the key points and quotes from our conversation: “Never try to be a thought leader. There is no value in that. Instead, try to add value.” — Chris Brogan.

Thought Leadership 120

Thought Leadership Work Management Opinions Transparency 120

ViewPoint

JANUARY 13, 2017

Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. Are you using ABM?

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

SEPTEMBER 16, 2013

In fact, our experience shows 20% - 30% of all sales opportunities we generate for clients result from leaving a carefully crafted voice message. Voicemail in today’s sales arena can be your secret sauce to connecting with your prospects or it can be a death knell. When done correctly, voicemail is powerfully effective.

Generation 120

Generation Lead Generation Tips Positioning 120

ViewPoint

APRIL 16, 2013

how collaboration can promote productivity and enhance the customer experience. There is not enough room here for me to document the full page of notes I took during Jeffrey Hayzlett’s presentation, but I can tell you that it was one funny, inspirational and educational experience that was worth the price of the whole trip.

Conference 120

Conference Paid Search Agency Rules Lead Ranking 120

ViewPoint

NOVEMBER 8, 2016

In my experience, I've seen that the average sales force closes nearly 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. Ask most sales reps what percent of leads they close and they will say they close 60 to 80 percent of qualified leads.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Build on Process Optimization (RPM 1.0) – Add the Sales Experience (RPM 2.0). which is really about the sales experience. Is it a great experience that is going to create more loyal and emotional response?

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 8, 2012

Social Megaphones, Trustability and Great Customer Experiences. As a result, many companies are focusing more on providing great customer service and great customer experiences. You’ll also be able to present them with unique products, services, customer support, or experiences.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

MARCH 6, 2012

According to McKinsey principal Mary Ellen Coe, “…CMOs need to be stewards of customer engagement and experience, which means they need to manage and influence the experience positively across the organization.” Understand the Buyer’s Experience. This is where CMOs can make a noticeable impact.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MARCH 17, 2015

I have a perfect example from my own experience. He explains: “It’s the verbal explanation of your brand, the value you create and the experience you deliver. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. How is the “sales story” a weapon?

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

SEPTEMBER 23, 2011

It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.” Memorable experience. Connecting by voice gives prospects a concrete and memorable experience with the provider.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Ranking 120

ViewPoint

JANUARY 26, 2018

Our experience is that 7.5% We did not reach them and they did not reply to a voicemail or email. Invariably, we will learn something about the contacts at these companies that will warm-up subsequent touches. of these outcomes will convert too SQLs over the next two touch cycles.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

JANUARY 16, 2018

I just reframe failure into valuable learning experiences, and now the only thing I do is I reframe problems. "One of the things that I found that really made a difference to me early on was whenever I faced a problem, to not call it a problem. Isn't that funny? I do a lot of reframing.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

JUNE 23, 2015

They know they need sales and marketing to survive, but lack of experience and knowledge in both areas and a hesitancy to hire others to do it stall their growth. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A A website and postcard mailing don’t count.)

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

JANUARY 27, 2017

In our experience, few sales executives have something this complete, or know how to leverage it well. Are the experiences they present fragmented? What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Are they attracting the wrong people?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 14, 2015

Lori Richardson of Score More Sales recommends that you "Score More Sales": In my experience, based on working with sales teams every week in various companies, some have more finely-tuned lead scoring models than others. In our experience here at PointClear, very few companies are getting it right. The Score More Sales Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MAY 16, 2013

Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Via CRM Buyer. Deal Value Or Buyer Value?

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

JULY 18, 2013

In this short video, Jill Konrath, shares her recent experience from the other side of the table—as the buyer. Also interesting are new statistics on gaining buyer’s trust. Via Heinz Marketing. Video] Why Prospects Avoid Making Buying Decisions.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 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. It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

MAY 20, 2016

The assumptions embedded in the example above are industry benchmarks OR based on our actual client experience in the last 20 plus years. Approximately 35% need to be sourced by sales. For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159