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. What you may not know is that, after we’ve brought these good folks on board, we spend a lot of time training them—before they get on the phones. But the opposite is true.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

FEBRUARY 23, 2018

Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. We start every program by spending a period of time talking to targets to test response.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 23, 2017

Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately. One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. Why don’t they follow-up? were even qualified companies, let alone what could be termed sales qualified leads.

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%

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

APRIL 6, 2017

Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. We spend a lot of time on list analysis, gap analysis and list enhancement on the front end of a program. Any interest in a short chat? The bad news is that lists suck.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

DECEMBER 1, 2016

At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 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. Big surprise. Guess which one they chose?

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

MAY 13, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads. In that post I quoted a client and friend who at the time was CMO for a Fortune 100 company.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JUNE 7, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. So, we know how things break down—what do we do to fix the problem?

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 24, 2011

This comment by Kleiner Perkins Caufield & Byers Managing Director Ray Lane jumped out at me: “You don’t want to be spending your own money on hiring salespeople…when you start hiring salespeople, you better have revenue flowing in the door.".

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. CMOs Set to Spend More on New Tech Than CIOs. Online content in the sales and marketing industries is dynamic and constantly changing. The 7 Biggest Misconceptions of Successful B2B Marketing.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JUNE 16, 2015

Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising. A very fine line makes the difference.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

JULY 26, 2018

Jane and George know that the deep multi-use reach of podcasting will establish the thought leadership they desire without spending hundreds of thousands of dollars on research or years on writing a book. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

APRIL 19, 2017

Spend more time with fewer prospects.”. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. I’m able to reach many more companies and salespeople through my video streaming programs. Sales is NOT customer service.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

DECEMBER 9, 2010

By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Conversely, they need carefully qualified leads that have been correctly developed until they are ready to be delivered as high-value qualified sales opportunities.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2018

A new rep might provide more visibility than an experienced rep … until they find out that they spend more time reporting on each potential deal than they do selling because everyone wants to know the status of every deal—practically real time. They have even come up with a way of justifying the spend.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

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

Heinz Marketing

APRIL 22, 2019

Some lessons from Dan McDade in this episode include: “There’s a real focus on the technology stack and companies are spending more and more on that technology stack. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen.

Top of Funnel 62

Top of Funnel PointClear Work Management Marketing Management 62

ANNUITAS

AUGUST 30, 2011

Nothing would be worse than to spend all the time, effort and resources on implementing a new process only to have everyone revert back to old behavior. They will spend significant time reviewing the process, analyzing metrics, monitoring technology use, and interacting and communicating with the various stakeholders.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ViewPoint

JULY 11, 2011

In a sense, three cloud application companies at a combined average of five years after going public are all spending nearly half of their revenue on sales and marketing. Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public?

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

OCTOBER 13, 2011

” We could spend quite a bit of time on comparing the cost of internal efforts vs. outsourced cost. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” Can you afford to outsource your lead generation and your appointment setting? ” I suggest you check it and others out.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Varicent

APRIL 19, 2018

That can include having team members do ride-alongs where you have someone on the marketing team spend a day every month either out in the field or sitting side by side outbound calling. He runs a company called PointClear, and I think they are some of the best in the business of lead generation.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

MLT Creative

MARCH 1, 2011

Orange County, CA: Spend an evening with best-selling author, speaker and marketing expert, Seth Godin. Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing. Here's what's on tap for marketing industry events for March 2011. March 1-2, TFM&A. March 2, Seth Godin.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise Management 40

ViewPoint

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Eighty-nine percent of marketers today say a targeted multi-channel approach is critical and have increased spend over last year. Online content in the sales and marketing industries is constantly changing.

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

B2B Marketing Zone Posts

AUGUST 3, 2010

Even though they spend plenty of money on television advertising, Geico doesn’t need to spend much money at all for this incredibly effective commercial which is one of a series that are similarly effective. PointClear (4). Mayflower Marionette Gets It All Wrong. That makes them even more memorable. adapt to this new channel.

Ning 40

Ning Paid Content Facebook Sales Management 40

Online Marketing Institute

JULY 31, 2009

Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. Until they spend more time in the field (like trying their hand at selling for a year or two), B2B marketers will not know how or when to use what tools and how to truly align with sales.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40