ViewPoint

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. As a CEO there are 7 truths you need to know to help you eliminate wasted marketing spend and increase revenue. The level of the team rarely, if ever, exceeds the level of its leader.”.

Sales Qualified Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Paid Search Agency 212

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

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 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

SEPTEMBER 11, 2017

PR: If a company has not defined how inquiries will be handled and addressed, whatever you're spending on marketing is kind of a waste. JO: A couple of months ago we had Michael Alexander, one of our advisers, on our blog, and he's the one who made the statement, "Those companies without a sales process aren't running a business.

Lead Management 149

Lead Management Sales Leads Marketing Management Sales Qualified Leads 149

ViewPoint

FEBRUARY 18, 2015

They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars.

Lead Management 120

Lead Management Sales Leads Efficiency Word of Mouth 120

ViewPoint

MAY 26, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. How much did you spend for the leads? Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. How many were accepted by sales? simply ignored or otherwise passed over)?

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

JUNE 23, 2015

The four salespeople are happy to report to the company president, who admittedly dislikes spending even 5% of his time on sales. They spend the least on marketing, get the minimum return, and then complain when marketing doesn’t work for them. But then they’ll spend the least again and get the same result. available buyers).

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

SEPTEMBER 29, 2016

Because you spend a lot of money cleaning up the entire database when only a fraction of the prospects in the database are worthy of the clean-up. More importantly, by focusing on the first three cubes, your company could have generated 84% of all its leads with only 60% of the marketing spend.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. There are just too many real problems that require your time—and that precludes spending time on something that is a luxury in the business world. Fear is a powerful motivator.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

MAY 18, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Inbound drives smaller deals that often involve lower-level decision makers : Marketo said it best: “It’s unlikely that CXOs are going to spend time trolling the web for blogs and other content.”

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

NOVEMBER 8, 2017

Employing a 4 x 4 research approach (this is how our team is trained) is to spend a total of four minutes looking at four different data sources: The prospect’s website. What should you do that is different?

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

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. They said the quality sucked.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

MARCH 19, 2015

Here’s a glimpse of what she had to say: 1) Television: Television continues to be the biggest spend for marketers due to the fact that you can reach the masses AND get very targeted with your ad buys. 4) Direct Mail: Direct mail remains the biggest in spend budget of all digital and direct. When in need, they use it.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

MARCH 26, 2013

With the data returned by using these systems, the user has no choice but to spend precious marketing dollars more wisely. They will spend money on things that work and let their competitors spend money on everything else. Spend money on things that work and let competitors spend money on everything else.”.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

MAY 11, 2017

How successful do you think someone being paid $11 to $12 per hour will be in navigating to, and having conversations with, senior decision-makers at organizations that will spend five to six digits or more for solutions? Searching for an Analogy.

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

MAY 17, 2018

A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. The only good news was that spend was cut to $5,000 from $100,000—a lot less wasted money. Vertical Qualified. Email Addresses. Contacts (Name, Title).

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

MARCH 25, 2014

He was frustrated; angry that the marketing spend wasn’t showing the ROI expected, and he blamed salespeople. “Of If 75-90% of the inquiries you pass to Sales aren’t followed-up, that means 75-90% of the marketing spend is wasted. Marketing spending will be out of control, sales will be suffering, and no one will be happy.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Blogger Budget Management 120

ViewPoint

MAY 24, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. It is highly likely that a substantial portion, if not all, of the marketing spend results in very little impact on revenue. Lead Source Analysis (actual results for undisclosed client).

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

AUGUST 17, 2018

Spend more for fewer leads that are qualified, nurtured and likely to close. At the same time, sales folks frequently express frustration at the quality of leads they receive. They clamor for more, but they’re not following up on the ones they’ve got. The solution is to align the thinking.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue.

Sales Qualified Leads 120

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

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

AUGUST 27, 2018

If the company resents every dollar it spends on marketing, resign. There are too many companies that think a great product is all it takes, then they begrudgingly address the other half of the equation, namely marketing, by only selling, and not marketing. “If If you work for a company that doesn’t believe in marketing, resign.”.

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

APRIL 7, 2015

The failure to produce leads that turned into sales would eventually lead marketing to spend more money on things that worked and stop spending money on failures. Jake also agreed that the source of leads would be graded as successes or failures based on the sales representatives'' reports.

Lead Management 120

Lead Management Sales Qualified Leads Sales Leads Lead Scoring 120

ViewPoint

JUNE 9, 2017

Ask me how we helped one client spend $49,000 on B2B lead generation, qualification and nurturing, instead of $172,000 – and doubled their return.). Read more about how we do it here. Send me an email ( dan.mcdade@pointclear.com ). I have more stories like the ones you just read that I’d be happy to share with you.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

AUGUST 16, 2018

Here’s an example: Marketing spends $60,000 to generate 80 leads. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

MARCH 13, 2014

Matt Heinz, President of Heinz Marketing When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results—more customers, higher revenue, lower costs. In a recent study, it was determined that of 9,000 leads, only 1.28 percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

JANUARY 22, 2015

He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Todd Schnick is a stellar individual. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book.

Tips 120

Tips Order Spending Tools 120

ViewPoint

NOVEMBER 12, 2013

When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results — more customers, higher revenue, lower costs. Consequently they’ve been spending more time writing about topics that they think will appeal to larger organizations.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

JANUARY 5, 2017

Are you mired in chaos, spending lots of time getting little done? How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it?

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

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. Lead nurture can triple the return on most marketing campaigns. Successful lead generation—inbound and outbound—requires nurturing.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

NOVEMBER 8, 2016

Cold calling is all about generating a list of people to call, a script for what you'll say, and spending money with the objective to produce a bunch of leads. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

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.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

JUNE 18, 2013

Means that sales will fail to a greater or lesser degree depending on the percentage that are followed-up, and that means the company will spend too much on lead generation. Sales come in and Marketing gets more money to spend on more qualified prospects and credit for creating wealth (because the system reports an ROI).

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 2, 2016

Spending hundreds up to thousands of dollars per profiled company is not necessary. This concept can be easily tested. Account profiling: Give sales a leg up by profiling target companies as the first step in utilizing Account Based Marketing processes. Don’t go overboard.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120