ViewPoint

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. Obviously our objective is to deliver Leads, which are ready to be turned over to sales now. PointClear also automates management of the process to keep associates as productive as possible, and our clients well served. Productivity.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. You’ve come to the wrong place.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. 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.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

OCTOBER 3, 2017

That is why you frequently hear sales say: “the leads suck.”. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

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

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. It also helps both parties be clear on mutual responsibilities and follow-up. Perhaps the most important topic that we go over—in detail—is the art of active listening.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. The sales close rate on these leads is zero percent. What a waste.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. 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% More reasons nurturing matters.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

JANUARY 13, 2017

Most marketing and sales folks I talk to agree … in theory. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Analyze, Analyze, Analyze.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

APRIL 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Via Marketo B2B Marketing and Sales Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. Thank you!

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Any interest in a short chat? Any interest in a short chat?

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

AUGUST 15, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Like great teachers, sales leaders should do the same.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

AUGUST 29, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MAY 16, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? The Five Greatest Inhibitors to Sales Effectiveness.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Part III: Expectations for ongoing success: marketing and sales accountability. For example: Sales process information, updated client lists, active opportunities, messaging, etc.) It’s a great question. Executives set the tone.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right?

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2Bs Struggling with Online Marketing Mix; Sales Cycle Gets Longer. Staple Yourself to a Lead. Via Marketo.

BtoB 120

BtoB PointClear B2B Marketing Lead Ranking 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 12, 2011

There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series. PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads.

Lead Management 120

Lead Management Sales Leads PointClear Marketing Management 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. Develop and nurture them toward sales-ready buyer status.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Ranking 120

ViewPoint

JANUARY 22, 2016

Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). Author of New Sales Coach is glad to see the return of “reasonable thinking.”. What They Can Do Better in 2016? Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. Buyers want a sales rep who gets it, sees things differently, listens and cares – plus the buyer must like the seller. Sales Performance International.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JULY 26, 2018

While she has listened to the program and gotten an idea of its possible uses, getting the script in her hands is tremendously helpful. While the customer did not state anything about a lack of sales before the services were implemented, he did state that sales increased 15% within six months of the installation. per minute. _.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

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. According to research from Social Centered Selling and A Sales Guy Consulting, 72.6% That’s it.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. 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. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. Contain inadequate sales input. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). The Score More Sales Approach. In our experience here at PointClear, very few companies are getting it right.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. Walk out of your office and ask the first three marketers and the first three sales executives you see these three questions: How do you define our market? Not 50 things.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136