Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


A great horse, or the world’s best bat, are useless without the jockey or hitter. The technology prompts the best next touch. For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate.

What Percent of Leads Should Sales Close?


Analysts attempt to provide formulas for companies to follow regarding close rates for average companies (20%) vs. close rates for best-in-class companies (around 30%). The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.


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Dear CEO: The Era of Accountability Starts in 2017


One of the reasons that we are in the pickle we are in is because, in my opinion, CEO’s are not doing the best job they can leading their companies. (Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago.

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation


The provider, in these cases, is forced to go to war with their day-to-day contact or do what they say and hope for the best. Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault.

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid

Looking to enhance sales lead performance? Put process before technology.


Technology is great at automating best practices, but you have to have them in place first. When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)


I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. The best programs vary up the messaging, but using multiple channels (not only email!)

Why Buyers Buy


Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization.

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What Should the Sales Close Rate Be?


I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Best case a stack of leads (virtual or otherwise) is rifled through, a few leads are cherry-picked out – and other leads are left to go into the black hole frequently called CRM.

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Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. So it’s with great pleasure that I conclude this series on ABM with feedback from SiriusDecisions.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales


Yes, it was one of Casey Stengel’s best thoughts. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


Put a best-practice process in place and make sure reps continuously follow it—and prevent your given-up-on leads from making their way to your competition. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation


In the new era, there’s no throwing raw leads over the fence and hoping for the best; and there’s no “this lead’s no good” at-a-glance judgement. Don’t assume your sales team members know lead follow-up best practices; don’t assume the agreed upon definition of a lead is top-of-mind; and don’t assume that the way lead deployment is handled is efficient and effective.

The sales rep said, “I never got a lead yet that turned into a sale.”


I learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting.

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5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Expert Panel’s Feedback on Our Lead to Revenue Calculator


It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator.

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How Much Do Your Leads Cost?


The next blog in this series introduces the Judicial Branch—the best way to eliminate finger pointing between marketing and sales, and keep leads from being ignored by the field. Understand the price you are paying for your leads and then optimize.

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Marketing Automation is Not Marketing Strategy


Marketing automation doesn’t identify your best target audiences. Marketing automation doesn’t identify your best target audiences. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation.

Dead is Dead! (At Least in Sales and Marketing)


The main point of the article is that the best writers read their audience, and the times, to write content that resonates with that audience—meaning that the content is not necessarily proven, it’s simply what the audience wants to hear. Have you noticed how many things are dead these days?

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


Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Develop a lead hand-off process and follow-up best practices.

The #1 Reason CEOs Should Care About Lead Generation


Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. I often say that CEO’s don’t care about leads, they only care about revenue.

Follow the Money: The Primary Responsibility for CMOs


If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest.

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PowerViews with Joanne Black: No Such Thing As “Warm Calling”


The best part? She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to.

Changing the Sales Conversation [PowerViews LIVE Highlights]


Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)


Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions.

Insights on Outbound Conference in Atlanta


Anthony Iannarino explained The New Buying Cycle: Identify a better future state, build consensus around needs that will move the prospect to a better future state, eliminate price as an element of the evaluation, getting agreement to take the steps necessary to get to the best possible future state. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees.

How to Leave Voicemails that Generate Results


Best case you get a call back that turns into an angry prospect because of your approach. Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?


Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. The best weekday to call is Thursday, followed by Tuesday then Wednesday.

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)


Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue.

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)


The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response.

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)


The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies?

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True Marketing Operations: It’s time.


My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president.

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


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. The best example of this is an appointment setting company that charges by the appointment.

5 (doable) ways to drive revenue growth now


Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you. PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now.

Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!


The question is, "How can I best clean them and mine them for value?" As a result, database marketing campaigns can only target all cleaned prospects, because the best prospects have not been identified.

4 Tips to Power up Prospecting in 2015: #2 Commit to It!


The last point Mike addresses in this section is one of the most frequently asked questions he’s received over the years: What’s the best time of day to prospect? Yes is the best time of day to prospect.”

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)


Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible.

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)


Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages.

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4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!


The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category.