ViewPoint

FEBRUARY 13, 2018

In my work the first question I ask marketing leaders is “what does success look like to you?” Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. Jim Obermayer: In fact, a decision like this works both ways. Dan McDade: It absolutely is.

PointClear 149

PointClear Ethics Budget Programs Business 149

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. They are logical, doable, effective steps you can put in place—and they work. But, if you’re seeking real answers to this age-old question, we have something for you. K now your audience.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

FEBRUARY 23, 2018

Over the past two decades we’ve worked hard to crack the code on this. PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

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. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

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.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. 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.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

MAY 23, 2017

If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. Contact me at dan.mcdade@pointclear.com for help evaluating your situation. Not very efficient, right?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

MAY 23, 2018

These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. 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% True Nurture. No Response. Who should care about the power of nurturing?

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

FEBRUARY 21, 2012

While members specialize in various sales areas and deliver sales solutions in different roles, Jonathan Farrington, CEO of Top Sales World, notes, “All have one characteristic in common: a desire to give back, to teach, to inspire and to help others in sales succeed.” Thank you!

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

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. Another 20% of leads are ineffectively worked for mostly subjective reasons (i.e., 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

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. by using the data, metrics and predictability that inside sales has always been known for,” says Anneke Seley, CEO of Reality Works Group. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via DemandGen Report. Via Radius.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. Sales Coaching - The Use and Abuse of Modeling. Going Beyond Cost-Benefit Analysis.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB 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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

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?

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JANUARY 22, 2016

Companies who were duped into believing that “everything had changed” and that “nothing that used to work still works anymore” experienced a wake-up call once these wonderful new methods didn’t deliver the promised results. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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. Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria. A new white paper is also in the works.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. Do not leave them to work it out for themselves, they might not bother! Focus on explaining and expressing how it works for the customer. He said: “ You have the business, I just want you to work through my sales operations guy to finalize the deal.” Dave Kurlan.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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. Dirty data doesn’t help and is costly to clean up. More leads are better than fewer leads. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

Onalytica B2B

FEBRUARY 24, 2016

Social selling has become a powerful strategy used by organisations to help sell their ideas and win customers. 2) The relationships formed and activities conducted on social media are measurable, predictable data points that marketing and sales must use in their daily work flow to generate revenue. PointClear. PointClear PD.

Enterprise Management 0

Enterprise Management PointClear Branding Brand Identity 0

ViewPoint

DECEMBER 9, 2010

Money is wasted on sales lead generation programs that don’t work. Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 14, 2015

Our good friend— Matt Heinz , founder of Heinz Marketing—starts us off: It can be really difficult for organizations to not only measure what’s working, but to also “re-rally the team” (sales, marketing, product, or all of the above) as findings point to slight, and perhaps frequent, direction changes. The Titanic's Deck Chair Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Lead 120

ViewPoint

JULY 17, 2012

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. Simply driving large numbers of respondents and dumping them on sales does not work.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 28, 2018

Here’s a story that drives home the point: Some years ago, I worked with a client that had $100 million in venture capital and an experienced management team. I asked him what percentage of leads delivered by PointClear were considered high quality and he said 100%. What constitutes a good lead? What is it that we sell?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ANNUITAS

AUGUST 30, 2011

Second, defining the process ahead of time will help make selecting a marketing automation tool easier because you’ll now have process requirements which will guide the technology selection. To see how this can work, go to “Myth 5” in this example. This post originally appeared on the PointClear blog.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

Heinz Marketing

APRIL 22, 2019

I have been offered tickets before and it just didn’t work out. What are things that have changed, but what are some things that might be universal that, that worked well? 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 led to this?

Top of Funnel 65

Top of Funnel PointClear Work Management Marketing Management 65

ViewPoint

OCTOBER 13, 2011

If it is working, don’t change it. 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? If you are satisfied with where you are and what you have, then stay the course. We are the experts. Fair enough.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Biznology

JANUARY 6, 2016

Amanda Kahlow represents the newest generation of B2B marketers, as a pioneer in deploying “intent data” to help marketers get visibility into pre-funnel tech buyer behavior online. Her fascination for me is how easy she is to work with as a co-author. You inspire the rest of us, Jim. I wish I could explain why the U.S.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Varicent

APRIL 19, 2018

Chief Outsiders is a firm made up of 60-plus CMOs that work on a part-time or interim basis for high growth and mid-market companies. We take our Fortune 1000 experience to the mid-market to help CEOs and their leadership teams realize their vision for growth. Hi Karen, welcome to the blog! Tell us about Chief Outsiders.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

MLT Creative

MARCH 1, 2011

Meeting and learning from other professionals helps us do our jobs better. Barcelona, Spain: Learn from some of the most experience e-Marketers in the world, and learn how to put your ideas to work. Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise Management 40

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

Paul Gillin

FEBRUARY 2, 2012

In 20 years as an editor I had developed an attitude that’s common for people who produce products: I believed that most salespeople were overpaid, under-worked and basically lazy. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

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

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

ViewPoint

MAY 7, 2015

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. It’s making certain you’re leveraging what has been proven to work. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear!

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120