Your Sales Management Guru
The 10 most fascinating people in B2B marketing in 2016
FEBRUARY 2, 2017
When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation.
Prospecting data accuracy
APRIL 6, 2016
We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. Good news: B2B prospecting data is more accurate than you may think.
Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
APRIL 6, 2017
Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” We then loop in your closers when the lead is hot, keeping their focus on directly generating revenue. I don’t want you to be burned by an outsourced b2b lead generation company.
Six great blogs for B2B Marketers
SEPTEMBER 24, 2014
Howard is a seasoned lead generation pro, and a terrific writer. Viewpoint: The Truth About Lead Generation, by Dan McDade. I was honored to contribute a guest post for PointClear last year.
‘The Truth about Leads’ Is Just That
FEBRUARY 2, 2012
McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. McDade believes that most companies invest far too much in lead generation and far too little in lead qualification and nurturing.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. 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.
B2B Lead Generation: Are You Killing the Golden Goose?
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation 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).
4 Great Reasons to Take the Sales Performance Optimization Survey Today
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. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study.
5 Steps to Account-based Marketing Success
JANUARY 13, 2017
You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place.
The 10 most fascinating people in B2B Marketing in 2015
JANUARY 6, 2016
Amanda Kahlow represents the newest generation of B2B marketers, as a pioneer in deploying “intent data” to help marketers get visibility into pre-funnel tech buyer behavior online. Japan’s foremost lead generation marketing company.
Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
AUGUST 29, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day.
Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps
FEBRUARY 2, 2012
When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. 4:15 min —How analytics are used in lead generation.
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. This leads me to the revenue Gap: The Gap, which can be determined using my RING formula, is critical to revenue generation.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
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.
The Flavors That "Sales Ready" Leads Come In
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.
Insights on Outbound Conference in Atlanta
APRIL 19, 2017
Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA.
Good Reads for B2B Marketing - Protect Your Online Reputation
MAY 9, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Lead Generation Poses Biggest Challenge for B2Bs. Online content in the sales and marketing industries is dynamic and constantly changing.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
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. One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
We generate high quality leads, align sales and marketing, and drive revenue. In our experience here at PointClear, very few companies are getting it right.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
MAY 7, 2015
Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. It’s 2015. The marketing word of the year is Nurture.
Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing
JULY 11, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. Acquity Group created an infographic that takes a look at buying trends based on generation.
Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?
AUGUST 22, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. While marketers may be able to create new content rapidly, does it accomplish what it should—position you as a leader in your industry and generate quality leads?
Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing
JUNE 6, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. He suggests using this trend for ongoing long-term lead generation. 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
JANUARY 22, 2016
Kyle Porter – Sales Loft : Account-based approach will have prospectors, inside sales reps, AE’s and top of the funnel demand generation professionals focused on a set of very relevant and highly targeted accounts.
Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation
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.
An Allbound Marketing Approach Closes Your Revenue Gaps
MAY 18, 2016
When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. But inbound alone can’t generate enough leads to drive the revenue you need.
Bulls, Bears, Bernanke and BtoB Lead Generation
JULY 10, 2012
We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. So those companies capable of accurate segmentation, with savvy media strategies, on-target messaging and spot-on execution (including those companies that are clients of PointClear), can expect to stay ahead of the pack over the next six months.
Lead Generation: A Watched Pot Never Boils
SEPTEMBER 11, 2012
This is the third in a series of four blogs about lead generation, 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). That is assuming there is a filter between raw lead generation and sending those leads to sales (if not, it is more likely that too few touches would have been invested and the opportunity would have been wasted).
When You Should (and Shouldn't) Outsource Your Marketing
DECEMBER 17, 2012
Lead generation , PPC, SEO, website design, social media, PR, content creation. Lead Generation. Wait, you can outsource lead generation? So to say that you're outsourcing lead generation as an inbound marketer is kind of like.
Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples
FEBRUARY 7, 2012
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.
Lead Generation Best Practices Part 6: Fewer Leads Are Better
DECEMBER 9, 2010
With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. Money is wasted on sales lead generation programs that don’t work. This also renews the value of lead generation programs, since reps start receiving leads they can actually use. There is a counter-intuitive relationship between lead volume and sales performance.
Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource
OCTOBER 13, 2011
” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. Can you afford to outsource your lead generation and your appointment setting? Ken Murray is a 30 year veteran of the Inside Sales space.
Election Day: SLMA's 50 Most Influential People in Sales Lead Management
NOVEMBER 2, 2010
I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - Bly.com April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management.
The 11th Question to Ask Before Buying a Marketing Automation Solution
OCTOBER 20, 2011
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?
On Becoming a Top Sales Expert at Top Sales World
FEBRUARY 21, 2012
Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more. 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. I’m honored, thrilled and humbled (all at the same time!)
Who gets your vote as history’s top twenty women? And the winners are…
FEBRUARY 21, 2011
Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet). 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.