Six great blogs for B2B Marketers


Its’ no wonder—he’s the author of the single best book on B2B marketing, The Marketing Manager’s Handbook , now apparently out of print. I was honored to contribute a guest post for PointClear last year.

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


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). A great horse, or the world’s best bat, are useless without the jockey or hitter. The technology prompts the best next touch. Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

Trending Sources

5 (doable) ways to drive revenue growth now


PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download 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.

B2B Sales Lead Generation Pros Who Listen, Learn


How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

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.


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


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. 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.

Good Reads for B2B Sales - Cold Calling Revisited


PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Cold Call, revisited: Best practices for getting in the door.

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.

Insights on Outbound Conference in Atlanta


For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. 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.

Good Reads for B2B Sales - Selling at Every Level


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. University of Pennsylvania’s researcher Adam Grant says ambiverts tend to be the best sales people, not the clichéd aggressive extroverts.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The best place for them to get this confirmation is from product or service reviews from satisfied customers.

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3


It’s a relief to see a return to a balanced approach to selling, and those sales teams who best blend new methods and old, using all means available, had, and will continue to have, the most success. I hope you have enjoyed these three blogs and best wishes for 2016

The B2B Lead Generation-Demand Generation Book “Hall of Fame”


By reading books from the best thought leaders in the country, a tremendous amount of insight, strategies, and tactics can be reviewed, and hopefully implemented in your firm. . One of the best books on B2B social media.

An Allbound Marketing Approach Closes Your Revenue Gaps


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.” To learn more about RING, download PointClear’s whitepaper, (no registration required).

Embarking on a sales lead generation project: What could go wrong?


a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”. “What could derail this project?”

Scheduling an Appointment With an "Uncloseable"


One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism. The telephone is one of the best and least expensive ways to determine if you’re on point with your market, message and media.

Lead Generation Best Practices Part 6: Fewer Leads Are Better


Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently. For an in-depth look at the concept that sales benefits from receiving fewer, more highly-qualified leads, I encourage you to download the PointClear white paper, Why Your Sales Force Needs Fewer Marketing Leads.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes.

When You Should (and Shouldn't) Outsource Your Marketing


Pointclear interviewed one Karen Hayward, EVP and CMO for CenterBeam, who had a great quote on this idea of outsourcing that should help organizations vetting good service providers. "It’s It's also critical to establish terms and best practices up front if you're outsourcing social media.

PPC 47

Four Things to Consider Before You Buy Marketing Automation


The best way to achieve a successful process implementation is to give authority and responsibility to an “independent” project director. Like the implementation phase, this is best achieved by identifying the resources that will have the authority and knowledge to ensure the new process is being followed. This post originally appeared on the PointClear blog. Well, we’re in the dog days of August.

Is it better to in-source or outsource sales lead generation?


We’ve done the analysis that shows that PointClear’s outsourced lead generation approach generates 92.35% more revenue. Best practices that make it possible for each member of our team of seasoned sales prospecting associates to make an average of 80 dials a day. This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation.

On Becoming a Top Sales Expert at Top Sales World


to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. 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.

The 11th Question to Ask Before Buying a Marketing Automation Solution


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?

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples


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.


Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010

B2B Marketing Zone Posts

Best of B2B Marketing. Best SEO Link Building Guides, Tips and Tools of 2010 (So Far) - Webbiquity , July 14, 2010 Optimizing a website by incorporating keywords into page titles, headlines, text, page URLs, image alt tags and internal links will help improve the position of a site in the search engines—but it’s only half the battle. With over 20 years of direct marketing experience, Stephanie Miller is an expert on email marketing best practices. PointClear (4).

Who gets your vote as history’s top twenty women? And the winners are…


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. Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource


The best advice is to talk with a few companies, understand their cost and, equally as important, understand your real cost. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” Ken Murray is a 30 year veteran of the Inside Sales space.

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies:, SuccessFactors and NetSuite.

B2B Marketing Events Around The World - Mar 2011

MLT Creative

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.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. They need a platform that fits together with their CRM/SFA systems but separately helps them to identify and sort the best leads from the rest and to nurture those not yet ready to buy. How many of those briefings you listen to from the tools vendors label their tools/capabilities as "best practices"?

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

Be sure to follow them to stay up to date on the best content and resources on Social Selling! PointClear. PointClear PD.