ViewPoint

APRIL 16, 2018

I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

FEBRUARY 23, 2018

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. Let’s start by talking about agile processes. At PointClear, our average associate is 50. They won’t get followed up. years—twice the industry standard.

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

JANUARY 10, 2018

PointClear associates see this in action every hour of every day. I can’t predict what the process will look like 20-years from now. For every 100 low-level leads that are passed to sales from one of the methods listed herein, just 3 – 5 of them are worthy of a sales rep’s attention. Why, because it has been going on for years.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

Biznology

APRIL 6, 2016

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. Methodology and process. vendors today. . Harte Hanks has since sold its prospecting data business.).

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

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. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day.

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

JANUARY 22, 2018

Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.” What is the process to establish a budget and timeframe?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

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

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 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

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 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? Keeping pace with today’s buyer has demanded change in the sales process. The Death of Salesmen is Overstated. Via The Center for Sales Strategy.

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. He suggests an accountability process and that sales leaders put themselves in their teams shoes and really understand their challenges. Tap CRM to Give Your Customers a Pleasant Surprise. Via Marketo Blog. Via A Sales Guy.'

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. He lists 12 solid tactics for reenergizing the cold calling process.' Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space.

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. Read to learn more.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will it bring another evolution in the ever-changing buying and sales processes? Will Google Glass Revolutionize Buying and Selling?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. CMO Council study: Content has significant impact on buying process. Online content in the sales and marketing industries is dynamic and constantly changing. Via iMedia Connection.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MAY 28, 2015

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. The important thing is that the information is and detailed.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

JUNE 5, 2015

In reality, you cannot accelerate the sales process (or even the buying process). Hold both sales and marketing accountable by establishing a review process to evaluate leads that sales, either proactively or passively, doesn’t follow up on. To circle back to Part I , here’s where executive involvement plays a key role.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 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

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 Brand Identity Branding 0

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

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

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. A salesperson's view of the customer is often one of someone in the later stages of the buying process. Both perspectives are needed to craft an efficient end-to-end marketing and sales process. An internal communications plan to communicate change.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

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

FEBRUARY 21, 2011

A search is on to find the most influential and inspiring women who are at the forefront developing and applying best-practice processes in sales lead management. PointClear is proud to be a sponsor of this first-ever recognition of women leaders in managing sales leads. Nominating is open now and runs to March 16.

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. I practice it every day in my role as lead salesperson for the company. (We

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). A few years ago we had a client that sold business process outsourcing services (or BPO) to large companies.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

AUGUST 28, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). The cost of the qualification process and the potential value of that process is ignored by many if not most companies.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

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

JULY 11, 2011

And I might add, you’ll need to use outbound to interrupt prospects earlier as many savvy self-educators can be getting 70% of the way through the buying process without talking directly with one of your sales reps. One answer includes applying, tracking and measuring best-practice sales lead management processes.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120