ViewPoint

APRIL 28, 2017

Talk to the 85% of executives who are working and don’t worry about the 15% that might be at the beach. You can call the 15% when they return to work. 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

JANUARY 4, 2018

Only the $50,000, 60% margin, 15% allowable marketing cost ($1,500 target allowable $ per lead) scenario works for proactive outbound marketing. 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

Cost per Lead Cost PointClear Sales Qualified Leads 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. What’s a better way to experiment, test, understand who you’re talking to, and figure out what works? Nice makes for a great working environment.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 13, 2018

In my work the first question I ask marketing leaders is “what does success look like to you?” Jim Obermayer: In fact, a decision like this works both ways. I decided I wanted to work only with certain kinds of people. They’re nice, smart, curious, hard-working and ethical. Nice makes for a great working environment.

PointClear 149

PointClear Ethics Budget Programs Business 149

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.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

FEBRUARY 16, 2016

Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

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. What pushback have marketers had to the idea of working the entire funnel?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

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 So, proactive outbound (including telephone calls) works if CXOs or other senior level executives are your target.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

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

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. These contacts are worked until completed or until the contact cycle is exhausted. More About How Our Cadence Works.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

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. In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JUNE 29, 2017

They are logical, doable, effective steps you can put in place—and they work. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

MARCH 22, 2018

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. 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.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

SEPTEMBER 28, 2018

Podcasts Reach Weekend Listeners with Work-Related Content. 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. 22-30 minutes is ideal for the listener who listens on a mobile device away from work.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

OCTOBER 3, 2017

By leveraging the work done in the first go-round you save a lot of money, a lot of time … and have more to show for your efforts. Lead qualification services and lead nurturing services can help—ask me how. In an average situation, the cost per lead drops from $1250 to $841 per lead. The math isn’t real complex.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

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

FEBRUARY 14, 2017

What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Start working on better, more effective voicemails and test, test, test. Don’t over-invest. 35 – 45% of targets will not respond to your first cycle of contacts. However, don’t give up! It makes sense to leave voicemails.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

FEBRUARY 8, 2016

All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine. Before we go into detail about each role, it should be noted that these roles need to work in harmony.

CMO 168

CMO Planning Storytelling Ad Building 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

JUNE 28, 2016

One thing I like about LinkedIn is that there are lots of people who genuinely want to help! A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

SEPTEMBER 13, 2016

We get them where they are at and have to work with them from that point on. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. In my opinion, marketing should be helping sellers get into conversations earlier. I’ve helped my clients do so.”. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

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. And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. 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 23, 2016

When the two departments don’t agree on what they’re working toward, marketing will continue to accuse sales of disregarding leads, and sales will continue to accuse marketing of providing bad leads. This may take time, but it will help you determine important things such as: Targets and processes.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

JANUARY 26, 2018

So, I know voicemail and email as a part of the contact cadence works. The way this usually works is: send a third party a list, send them a script, send them some money and they will throw some so-called leads over the fence to sales. This process saves money, increases revenue and helps build a valuable prospect database.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

MAY 1, 2013

Start with focusing on the top 5-6 key performance indicators that you need to run your business and embed the collection and reporting of the data directly into your work stream. For marketing and sales leaders, your work stream is your CRM system.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

JUNE 2, 2015

There are certain responsibilities specific to the client that can help make their program a success. When I was in high school I worked for a garden center. My boss lived, breathed and worked by the motto: “Always dig a $10 hole for a $5 plant.” A collaborative vendor-client relationship equals a win-win! The result?

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

APRIL 14, 2017

And it means Sales has to work all the leads turned over to them, fully. In his work Aphorisms, he wrote: “For extreme diseases, extreme methods of cure, as to restriction, are most suitable.”. I promise to help. Here is a blog that covers the subject in detail. Doing the right something is.

Lead Generation 176

Lead Generation Sales Leads Sales Qualified Leads Generation 176

ViewPoint

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so Want help on setting up an ABM based multi-touch/media/cycle process?

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

JUNE 10, 2016

Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. What are ways you’ve found to help them focus on sales and marketing issues?

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

APRIL 10, 2014

Why Cold Calling Still Works. Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work. Fridays and Mondays are the worst days to contact prospects as these are the least productive days of the work week.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

JULY 30, 2013

Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. A salesman does his best work before he even starts to sell? Sell less, win more.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

OCTOBER 1, 2013

It doesn’t develop naturally; it takes work. There has to be a strategy that helps content do its job.". She says it’s not just about creating content and putting it out there; it’s about creating content that helps people do business. Once you have established a relationship with a client, you must maintain the relationship.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

NOVEMBER 27, 2012

A lot of people are coming into LinkedIn Groups armed with what does NOT work. We see people doing things that don’t work. They’ve never worked—have never been good ways to network, collaborate or sell. All we tend to see is the noise of “what does not work.”. Succeeding is real work, requires discipline.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JULY 9, 2013

Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Lori helps her customers to dissect the sales process and find small improvements.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

JUNE 10, 2014

If you’ve ever called a customer service department for help, you’ve probably heard the message: “Your call may be recorded for quality assurance.” ” Perhaps you’ve wondered, what happens to those call recordings? Blue Cross of Northeastern Pennsylvania wanted to learn why its customers were calling.

Analytics 120

Analytics Contacts Validation Marketing Strategy 120

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