ViewPoint

DECEMBER 15, 2017

Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director. Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

MAY 23, 2018

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. 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% The numbers speak for themselves.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

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. He landed a huge lead for our client (with a $1 billion company). As an example, PointClear targets two contacts within each account location.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

FEBRUARY 28, 2018

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. Some of the companies we represent have worked with us for more than 15 years. unscripted ) with prospects.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

APRIL 6, 2017

we give growing companies an unfair advantage to beat revenue goals. Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in. Most companies in our industry don’t. 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

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that some companies and some roles do not lend themselves to selling value. But what companies need to start doing is developing value-based relationships.”. No, not at all!

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JANUARY 10, 2018

One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. One analysis documented the following: “The average cost per lead across all the companies surveyed is almost $200 ($198.44). High quality B2B teleprospecting and telequalifying are key to turning the garbage into gold.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Still, companies such as GE and Novartis have used various techniques to improve sales outcomes, write Zoltners, Sinha and Lorimer. Via Marketo B2B Marketing and Sales Blog. Are You Paying Enough Attention To Your Sales Teams?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

Biznology

APRIL 6, 2016

Good news: B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. Company name, address, URL. . It’s a mess.”

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

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. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

Biznology

FEBRUARY 2, 2017

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. Gary Skidmore founded one of the more effective B2B call center operations in the pre-modern B2B marketing days. Hats off to them all! How satisfying.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

APRIL 12, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 7 Biggest Misconceptions of Successful B2B Marketing. LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. 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 is a key benchmark.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 23, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. One company wanted to find out just that so they surveyed their 1,500 B2B salespeople. A recent survey of companies revealed that this function continues to broaden and expand in its responsibilities. Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

APRIL 26, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels. Via B2B Marketing Insider. Staple Yourself to a Lead. Via Marketo.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. Via Marketo Blog.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. He suggests you start by ensuring growth readiness, determining you have the right organizational structure and deciding whether your company will be able to support the endeavor. Motivate Your Sales Team with These 13 Ideas That Work.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

OCTOBER 16, 2014

Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales' I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. This new paper will be delivered in January, and I know.

Customer Surveys 120

Customer Surveys PointClear Optimization B2B Sales 120

ViewPoint

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? 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. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. For a case study about how one technology company entered the era of accountability (by partnering with our company), read this post. These sales professionals accept responsibility for working all leads to the finish, win or lose.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

FEBRUARY 21, 2012

As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. We, too, are committed to helping companies apply sales best practices to optimize the lead management process, increase sales performance and increase revenue.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

OCTOBER 20, 2011

Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions. We work with our complex-sale B2B clients to leverage their marketing automation initiatives, and marketing automation is a key ingredient of our internal lead generation, lead qualification and lead nurturing processes.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Cost per Company. Cost per Qualified.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. 100,000 companies with up to three executive contacts in the right company (no email addresses). 20,000 companies with multiple contacts and verified technical environment information in the right companies (no email addresses).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. What B2B Companies Did Well in 2015? Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” The more visibility companies have into real results the better proactive outbound into targeted accounts looks. ” “Inbound rules. Stop interruption marketing.”

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 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. Identify high-level decision makers in prospect companies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

Onalytica B2B

FEBRUARY 24, 2016

” Jack Kosakowski – Global Head Of B2B Social Sales Strategy at Creation Agency. What companies need is a social selling process that empowers their employees and drives business results. PointClear. PointClear PD. B2B Sales Tips. ” Koka Sexton - Content and Social Team at LinkedIn.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

Biznology

JANUARY 6, 2016

With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.” You inspire the rest of us, Jim.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

ViewPoint

JANUARY 9, 2014

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. Value is important, but B2B buyers are often deeply invested at a personal level in the decisions they make.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120