Selling Power: Qualified Leads Help One IT Services Provider Grow
ViewPoint
JANUARY 18, 2010
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Chairs are Dead—and Other B2B Marketing Hogwash
ViewPoint
OCTOBER 24, 2017
Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. They both sound pretty good, right? So, which is the ultimate approach? You’ve got it—it’s a healthy combination of both.
Cold Calling 
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Sales & Marketing Alignment: How to Synergize for Success
How to Leverage Behavioral Science Insights for Direct Mail Success
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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return
ViewPoint
DECEMBER 27, 2016
Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them. Want help with nurturing? I can help. Email me at dan.mcdade@pointclear.com.
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Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA
ViewPoint
DECEMBER 15, 2017
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. Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today.
How to Turn Sales Leads into Revenue, Not Just Work
ViewPoint
FEBRUARY 16, 2016
Eventually, the pain point will be an opportunity to transition into a discussion around how you can help alleviate those challenges. If you can present a reasonable, achievable, and helpful solution to assist that prospect to increase their revenue or decrease their spending, you’ll bet they will be listening.
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Dear CEO: Find out how well your team is nurturing its B2B sales leads
ViewPoint
OCTOBER 3, 2017
“Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them.”. Lead qualification services and lead nurturing services can help—ask me how.
Top of Funnel 168
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Listen more, talk less … and drive more revenue
ViewPoint
MARCH 7, 2018
We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. It also helps both parties be clear on mutual responsibilities and follow-up.
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An Allbound Marketing Approach Closes Your Revenue Gaps
ViewPoint
MAY 18, 2016
When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. It helps that senior executives are 2.5 RING is a mathematical formula that sheds light on the contributions inbound is making to the bottom line.
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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]
ViewPoint
OCTOBER 6, 2015
It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. It's not a distraction.
Who We Serve. Why it Matters.
ViewPoint
FEBRUARY 28, 2018
Managed services that include network monitoring and management, help desk, back-up and disaster recovery to maximize security and minimize downtime. IT systems and services to help ensure business continuity and disaster recovery. Software for effective management of drone fleets.
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Use This Tool to Calculate Lead to Revenue
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. This simple tool has helped them and others better meet the challenge of making their number, year-over-year. It can help you too.
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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)
ViewPoint
SEPTEMBER 13, 2016
In my opinion, marketing should be helping sellers get into conversations earlier. I’ve helped my clients do so.”. How are you helping them uncover and/or reframe issues they have in their business? The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. It is possible.
5 (doable) ways to drive revenue growth now
ViewPoint
JUNE 29, 2017
Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. They are logical, doable, effective steps you can put in place—and they work. Here they are—the 5 silver bullets you need to drive revenue growth: Market focus and intelligence.
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Gold Calling vs. Cold Calling
ViewPoint
NOVEMBER 8, 2016
In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process.
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Insights on Outbound Conference in Atlanta
ViewPoint
APRIL 19, 2017
As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. “No No one defaults to prospecting.”. How could we fix it?
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149 How to Leave Voicemails that Generate Results
ViewPoint
FEBRUARY 14, 2017
What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Use their first name in the voicemail – twice! Create interest fast. Your message is not about you; it is about them. Don’t over-invest. 35 – 45% of targets will not respond to your first cycle of contacts. However, don’t give up!
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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)
ViewPoint
NOVEMBER 8, 2017
Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.
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Six Steps Toward Building a Successful Sales Force
ViewPoint
SEPTEMBER 12, 2018
It’s a necessary process to help sales reps reach their full potential. Counseling on the other hand is what sales managers need to do with team members who have the knowledge to do the job but aren’t getting it done. Coaching is time consuming and needs to be managed long-term. Counseling on the other hand is a more finite process.
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B2B Sales Lead Generation Pros Who Listen, Learn
ViewPoint
NOVEMBER 16, 2017
My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.
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How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
ViewPoint
JUNE 2, 2015
There are certain responsibilities specific to the client that can help make their program a success. Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible.
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How Much Leads Cost
ViewPoint
JANUARY 4, 2018
I would be happy to walk you through this exercise if that would be helpful to you. I go through an exercise like this with prospects and clients as we work through whether our services will result in a successful outcome.
Cost per Lead 204
204 What Does “Full Funnel Marketing” Really Mean?
ViewPoint
AUGUST 5, 2016
It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals.
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120 B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?
ViewPoint
DECEMBER 16, 2016
Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights.
Does Your Sales Team Know How to Follow-Up on a Lead?
ViewPoint
JUNE 7, 2016
Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. The problem is that sales reps give up early and win only a small percentage of possible deals—wasting a significant portion of marketing’s investment.
Is Your Lead Generation Strategy Broken?
ViewPoint
FEBRUARY 23, 2016
Just like defining what a marketing qualified lead and other lead definitions are can help unite sales and marketing, the SLA can provide formal guidance and direction that will lead to sustained growth. This may take time, but it will help you determine important things such as: Targets and processes.
Make Marketing More Efficient by Embedding Analytics on Top KPIs
ViewPoint
MAY 1, 2013
Increased Pipeline Integrity Integrated performance reporting increases the integrity of your sales pipeline, and will help you deliver the right leads to your sales team. Embedded analytics could also help determine that the marketing sourced opportunities are making it to the negotiation phase then stalling.
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120 Marketers: Are You Preparing to Take the Summer Off?
ViewPoint
APRIL 28, 2017
Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September. Sure, give them a few days to catch-up, but rather than waste the summer months, just work around your targets’ summer schedules.
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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
ViewPoint
MAY 10, 2016
As a CEO there are 7 truths you need to know to help you eliminate wasted marketing spend and increase revenue. So today, with available technologies, marketing is now able to drive more, poor quality, leads to sales faster than ever before. They are: Define a lead and gain agreement.
From Chaos to Kickass - Three steps to optimize sales and marketing results.
ViewPoint
AUGUST 17, 2018
No matter where you are now, following these specific steps you can help you emerge from chaos … rise above average … and achieve a fully optimized state of prospect development. This isn’t the area to scrimp on—marketing needs to be responsible for the leads it develops, and sales needs to act on every lead received.
The Key to Filling in Your Revenue Gap
ViewPoint
FEBRUARY 26, 2016
Inbound Helps Fill Your Revenue Gap, But How Much? The data is out there to help you recognize the right marketing mix for your business. It’s hard to find any recent marketing industry publication that doesn’t jump on the inbound marketing bandwagon.
Why Measuring Success on Cost Per Lead is a Huge Mistake
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.
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What's it take to generate leads that fuel your forecast?
ViewPoint
FEBRUARY 23, 2018
PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. That’s why it’s important for Marketing and Sales to have a tool that helps determine the right level of tenaciousness. Let us help you light the fire. Since 1997, we’ve had 3.6
Q&A With Dave Stein and Steve Andersen
ViewPoint
JUNE 24, 2016
If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging.
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Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.
ViewPoint
MAY 5, 2017
Prior to InsideSales.com, Mike helped drive growth strategies for leading products, such as GoToMeeting and GoToMyPC, as vice president of product marketing, marketing strategy and operations for the $730 million SaaS division at Citrix.
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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal
ViewPoint
JUNE 9, 2017
Ask me how we helped one client spend $49,000 on B2B lead generation, qualification and nurturing, instead of $172,000 – and doubled their return.). Read more about how we do it here. Send me an email ( dan.mcdade@pointclear.com ). I have more stories like the ones you just read that I’d be happy to share with you.
Successful Podcasts' Share Seven Qualities
ViewPoint
SEPTEMBER 28, 2018
Using an industry personality’s name may help, but you have to use a giant name such as Marc Benioff in the title to benefit from it. Content must be interesting: Each program’s title and its content must be stimulating and worth the time invested by the listener. Programs with “How-To” or similar titles are the most popular and long lasting.
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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]
ViewPoint
SEPTEMBER 22, 2015
Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs. Raab Associates provides consulting to help select the right tools and deploy them effectively.
We Can Do It Cheaper (and Better) Inside – 5 Reasons Why You Can’t
ViewPoint
AUGUST 6, 2018
They value quality conversations from people who know what they’re talking about and want to help. A poor “script”: Prospects don’t want to be tricked. They don’t want to hear a rote message either.
Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
ViewPoint
AUGUST 29, 2013
The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business. Via DemandGen Report. Ninety-Nine Tips for Prospecting SMBs.
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120 7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life
ViewPoint
JANUARY 22, 2015
He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Todd Schnick is a stellar individual. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book.
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5 Keys to Becoming a Sales First Company
ViewPoint
JULY 15, 2014
Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. Sales Process Sales & Marketing Management'
Create Performance Combustion to Get the Sale
ViewPoint
OCTOBER 3, 2011
As an author, executive speech coach, and founder of DeFinis Communications , she has spent over twenty years helping business professionals communicate with greater poise, power, and passion. I like to use a metaphor from the natural world to help us understand how a speaker’s performance keeps an audience engaged.
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120 The sales rep said, “I never got a lead yet that turned into a sale.”
ViewPoint
JULY 20, 2015
She wasn’t making quota and needed help. The next day we started working on the problems to help her out. She needed more inquiries which would lead to more qualified leads. She had a big territory, but there were small cities, far apart and with fewer buyers. Today's blog was submitted by James Obermayer.
How to Blow $100,000 on a Lead Generation Campaign
ViewPoint
OCTOBER 5, 2018
Environment questions help answer the following: Should we compete? Can we win? Do we want to win? For each opportunity there is an environment that signals the potential to compete and other environments that say stay away.
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