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. I can add value by walking you through the process and customizing the calculator with you. It can help you too.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. It also helps both parties be clear on mutual responsibilities and follow-up. As always, I welcome your comments.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MAY 23, 2018

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% That’s more than triple the number of leads generated without a built-in nurturing process. More reasons nurturing matters.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more. Thank you!

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are salespeople relegated to the last one-third of the buying process? A great teacher focuses on those strengths and helps the student to build on them. Keeping pace with today’s buyer has demanded change in the sales process.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 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. Documentation of environment.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. To help organizations manage this process they developed the SiriusDecisions Enablement Framework. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” For example: Sales process information, updated client lists, active opportunities, messaging, etc.) Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices.

Lead Generation 120

Lead Generation PointClear Generation Marketing Qualified Leads 120

ViewPoint

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. This practice will return detailed insight into ways to improve the company''s processes and additionally help lessen the number of leads that could be dropped in the hand-off from marketing to sales.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Educate them about the Ingenix solution and value proposition.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 22, 2016

Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy. Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing. Every interaction with them will be well thought out and deliver value.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

Onalytica B2B

FEBRUARY 24, 2016

Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. of salespeople who incorporated social media into their process outperformed their colleagues.

Enterprise Management 0

Enterprise Management PointClear Branding Brand Identity 0

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.). This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JULY 14, 2015

In our experience here at PointClear, very few companies are getting it right. The problem with the current predictive analytics lead scoring solutions is that they can help marketers target "like companies" to their existing clients; however, they don't do much to help with going into new markets to identify the white space.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Marketing Qualified Leads 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. Tom Hopkins, in this blog , provides a helpful dialog that demonstrates the difference between price and value selling: The buyer says, “Your bid is at $4,100 and your competitor’s bid is at $3,600. I practice it every day in my role as lead salesperson for the company. (We Tom Hopkins.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ANNUITAS

AUGUST 30, 2011

Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” Not only is this the wrong question but its not even close to where you should begin. So before you go lining up demos consider these four stages for lead management process development. Obtain Executive Buy-in.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ViewPoint

JUNE 28, 2018

In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. 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

Heinz Marketing

APRIL 22, 2019

And to some extent, they’re automating bad processes.” And to some extent they’re automating bad processes. 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 to doing that?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

OCTOBER 13, 2011

My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” Outside firms can’t know what we know, so how can they help us? The entire sales process from soup to nuts is placed in the hands of an outsource partner. Learn and know everything you can about their processes.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

MLT Creative

MARCH 14, 2011

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. Design your touch cycle using multi-touch, multimedia, multi-cycle processes to multiply results. Dan McDade of PointClear gives his three tips to help bridge the gap between sales and marketing. The ultimate benefits.

Marketing Qualified Leads 40

Marketing Qualified Leads Lead Ranking B2B Sales PointClear 40

Varicent

APRIL 19, 2018

We take our Fortune 1000 experience to the mid-market to help CEOs and their leadership teams realize their vision for growth. When you get visibility, agreement on lead definitions, the handoff process and timelines, and then openly share information, you can develop real trust and a strong partnership.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

SEPTEMBER 4, 2018

The process doesn’t end with a single round of data cleanup, segmentation and prioritization. Continued deployment of this predictive relational equation helps marketers: Balance return against investment and determine optimal program deployment. Ongoing testing to differentiate characteristics reveals the most valuable segments.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

The process doesn’t end with a single round of data cleanup, segmentation and prioritization. Continued deployment of this predictive relational equation helps marketers: Balance return against investment and determine optimal program deployment. Ongoing testing to differentiate characteristics reveals the most valuable segments.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

MAY 30, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Brock advises that sellers should look through the buyers’ eyes and ask them to help understand by describing their picture vividly. Qualities of an Inside Sales Winner. Josiane Feigon shares 20 traits of a successful inside sales rep.

B2B Sales 120

B2B Sales PointClear Work Management B2B 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

ViewPoint

AUGUST 1, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Helpful Sales Person. Are you too helpful? Dave Brock explains the difference between effectively helping the customer versus helping to the point that it''s no longer helpful. Inside Sales Power Tip 125 – Grit.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

Online Marketing Institute

JULY 31, 2009

Many of the marketing automation companies have added some fairly sophisticated analytics to monitor prospect’s online behavior and help marketers qualify and score them based on Web site visits, registrations, and downloads. My point: B2B marketers are looking elsewhere for help generating demand.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

ViewPoint

MAY 7, 2015

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. If it took six months to make a typical B2B sale, the nurturing process now had a timeframe for performance.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Best SEO Link Building Guides, Tips and Tools of 2010 (So Far) - Webbiquity , July 14, 2010 Optimizing a website by incorporating keywords into page titles, headlines, text, page URLs, image alt tags and internal links will help improve the position of a site in the search engines—but it’s only half the battle. m all about helping customers.

Ning 40

Ning Paid Content Facebook Sales Management 40

Hubspot

DECEMBER 17, 2012

We're going to break down all those marketing tasks that are on your plate that can be successfully outsourced, and help you decide in which scenarios it's better for you to keep it in house, and when it's better to outsource it to an agency or contractor. Lead Generation. Wait, you can outsource lead generation?

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28