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The 10 most fascinating people in B2B marketing in 2016

Biznology

Karla Blalock is COO of PointClear , the prospect development company founded by Dan McDade. Given the enthusiastic reception given to my debut “most fascinating” list last year, let’s make a tradition of it. Here’s my fresh list of ten innovative thinkers and doers in the world—and I mean the wide world—of B2B marketing which, for most companies, involves a global scope. friends.

Prospecting data accuracy

Biznology

We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. PointClear provides lead generation and management services, and houses a sophisticated and efficient call center run by Karla Blalock. . It’s a mess.” to 97.8%.

Six great blogs for B2B Marketers

Biznology

I was honored to contribute a guest post for PointClear last year. B2B Marketing Content Marketing B-to-B marketing B2B Lead Roundtable B2B marketing Brian Carroll linkedin Matt Heinz PointClear In our fast-changing marketing world, a smart B2B practitioner keeps up to date by learning from thought leaders. We’ve all heard the stats about blog proliferation. Sewell. Do tell!

‘The Truth about Leads’ Is Just That

Paul Gillin

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. B2B Book Review marketing Dan McDade lead generation PointClear salesI spent 15 months as a sales manager, which was just long enough to learn how little aptitude I had for the job. The experience did give me an appreciation for the difficulty of selling, though.

CPL 30

5 Steps to Account-based Marketing Success

ViewPoint

Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. Focus on who needs you the most to avoid wasted effort. Segment and Stratify. Analyze, Analyze, Analyze.

The Real Need of Sales Today – Fewer, Better Leads!

Fearless Competitor

As the host of MadMarketingTV , I’ve spoken with leading experts such as Dan McDade of Pointclear and Brian Carroll of MECLABS. This is why you need to reach out to companies like PointClear or Find New Customers today. One thing become clear talking to these bright men and reviewing their data. Brian Carroll. Please check out the profile of Jeff Ogden on About.me too.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, Via DemandGen Report. Via Radius.

60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

And we strongly suggest you reach outside the business to expert firms like BlueBird Strategies , The Annuitas Group , NuSpark Marketing , PointClear and even Find New Customers. “On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” ” This should be a wake-call for all leaders in companies who sell products to other businesses. The world is passing you by. Over half of the decision is complete before they talk to you. A strong value proposition.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. Running A Successful Business Blog: Why It Pays to Post. Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs. Via Social Media Examiner. Enjoy!

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process? Via Sales & Marketing Management. The Rise of Social Selling.

The Flavors That "Sales Ready" Leads Come In

ViewPoint

This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor. (Cartoon courtesy to Kenny Madden). I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. Big surprise. Guess which one they chose? None of the above. They did not even respond.

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. If no response, the lead goes back to PointClear or the internal business development team for rescheduling. 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. SAL lead distributed.

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8 Ways to Make Your Content More Like Personal Conversations

Savvy B2B Marketing

We're pleased to present this guest post by Dan McDade of PointClear. About the Author: Dan McDade is President and CEO of PointClear, a prospect development firm helping B2B companies nurture leads until they're ready to purchase. Read on to hear Dan's suggestions for creative ways to infuse your content with conversational elements. Personal connection. Understanding.

Good Reads for B2B Marketing - Protect Your Online Reputation

ViewPoint

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

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. Just google them.) I beg to differ. Absolutely right, Mike! Bottom line?

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. Those kinds of relationships really suck.).

Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”

Fearless Competitor

Dan McDade, Pointclear. B2B Demand Generation | Laugh and Learn. In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation. Jeff Ogden. company Find New Customers shares an important marketing lesson using wit and humor. Laugh and Learn runs every Friday at 11am ET. If you enjoyed our weekly show, why don’t you also follow my company on Linkedin or Facebook

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn. Don't confuse this with only pushing your own agenda, but rather contributing a distinct point of view," Mitchell writes.

Good Reads for B2B Marketing - How to Create Newsworthy Content

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing. The 6-Step Path to Creating Inherently Useful Marketing. Are you helping your customers by being as useful as possible? Via Convince & Convert. Via Eloqua. Via Biznology.

2 Take-Aways from a MarketingSherpa Case Study

Fearless Competitor

Please note that Pointclear helped this company with this project. Want to know why reaching out to Pointclear was so critical to their success? This is why companies should reach out to experts like PointClear , Bluebird Strategies , NuSpark Marketing or even Find New Customers. ” Dan McDade, Pointclear. B2B Lead Generation | Lessons from a MarketingSherpa case study. We wish to share our thoughts on this MarketingSherpa case study, because we believe they missed one very important take-away. We wish to share our thoughts on this case study with our fans.

Slideshare ditches Flash. Moves to HTML5. Now mobile and search ready.

Fearless Competitor

” Dan McDade, Pointclear. B2B Demand Generation | Slideshare becoming a powerful mobile marketing tool. Do you use Slideshare for your marketing campaigns ? If you don’t, you should. Not only can you post presentations there, but you can add YouTube video or audio tracks. Highly recommended.) Then you can share on social networks, embed in a blog post and more. Slideshare has long been a useful tool for B2B marketers. But it is about to get a lot more powerful. The engineers have just totally re-written the product in HTML5. What does that mean?

One Company I Never Want to Hear from Again Ever

Fearless Competitor

Dan McDade of Pointclear and Jim Burns of Avitage.and many more. Jeff Ogden of Find New Customers , who’s an award-winning marketing expert who has won the SLMA marketing award three years in a row, soon to be four. Please vote for Jeff Ogden of Find New Customers for the 2014 SLMA marketing award. I do not work for free, so please do not ask me to work for you and not pay me.

B2B 57

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

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. 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. For whatever reason (was it beneath him?)

B2B 75

Find New Customers – the Unmarketing Company

Fearless Competitor

” Dan McDade, Pointclear. B2B Demand Generation | The Competitive Advantage of No Marketing. We talked about our company policy of zero paid advertising. We rely instead on fans to talk about us via word of mouth. This matches the title of the book by Scott Stratten – Unmarketing “Stop Selling. Start Engaging.” ” We live that. Frankly, this is a huge competitive advantage, I think. I feel sorry for firms spending thousands on PPC ads, banner ads, etc. No ads are our competitive differentiation. This resonates with people. Regards, Katy Clarke.

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. Sales Coaching - The Use and Abuse of Modeling. Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

ViewPoint

Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Part III: Expectations for ongoing success: marketing and sales accountability. The Right Expectations. Guess what?

Good Reads for B2B Marketing - Respect Your Competition

ViewPoint

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

BtoB 60

Marketing Automation Fundamentals with Thor Johnson – Mad Marketing TV Episode 15

Fearless Competitor

Don’t forget to join us for our next episode when we discuss the truth about leads with Dan McDade of PointClear. Join guest host Jeff Ogden and special guest Thor Johnson, demand generation pioneer and experienced marketing executive, as they discuss the fundamentals of marketing automation , including: Getting started with marketing automation. How to keep it simple.

My Appearance as a Special Guest on HubspotTV

Fearless Competitor

” Dan McDade, Pointclear. I’d like to thank the nice folks at Hubspot , especially Karen Rubin and Mike Volpe for hosting me on HubspotTV last year. If you missed it, here you go. (It It was a LOT of fun.) Check out my “marketing take-away of the week” at the end. Post it in the comments please. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Fearless Competitor

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

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. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Give up after 1 – 2 calls. Hogwash! Period.

Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

ViewPoint

Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish. Calls were split between five to decision-maker/influencers and five to executive assistants. You are my conscience.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

ViewPoint

In our experience here at PointClear, very few companies are getting it right. This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because we care about quality leads. It’s what we do. Part 1.

Laugh and Learn with Find New Customers | Episode 46 – Power of Gift-Giving

Fearless Competitor

” Dan McDade, Pointclear. In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. In this episode, he shares the power of gift-giving, via the Find New Customers motto – Always Be Helping. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers.

The Critical Importance of Quiet Time for Executives

Fearless Competitor

I was struck by a comment from one of our guests on Mad Marketing TV , Dan McDade of PointClear. He told me that one day he decided to take the day off and went for a very long hike. He said he had hours to reflect on the business and it was one of his best days (business-wise) in a long time. Quiet reflection time – makings of a great day? You’ll be glad you did.

Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges

Fearless Competitor

This is why companies need to reach out to companies like Spear Marketing, AcquireB2B , Nuspark Marketing , Pointclear or even Find New Customers. Dan McDade, Pointclear. B2B Demand Generation | Why Outside Experts are Needed. Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. That is clear. Take a look at those bold words.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

Dan McDade , founder of PointClear , understood the concept of account-based marketing earlier than most, and fearlessly maintains an unpopular view on marketing automation: “I believe that most MA campaigns have made it easier and faster to get more poor-quality leads to sales faster than ever before.” It’s an eclectic list, culled from contacts I happened to make in 2015. That’s inspiring.

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience. This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs.