Customer Experience Matrix

Six great blogs for B2B Marketers

Biznology

I was honored to contribute a guest post for PointClear last year. Matt is a prolific writer, and assembles lots of helpful ideas from others to boot. B2B Marketing Content Marketing B-to-B marketing B2B Lead Roundtable B2B marketing Brian Carroll linkedin Matt Heinz PointClear

‘The Truth about Leads’ Is Just That

Paul Gillin

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. B2B Book Review marketing Dan McDade lead generation PointClear sales

CPL 30

Trending Sources

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

ViewPoint

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads.

5 (doable) ways to drive revenue growth now

ViewPoint

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects.

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

ViewPoint

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices.

What Should the Sales Close Rate Be?

ViewPoint

Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Contact me at dan.mcdade@pointclear.com for help evaluating your situation. 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%.

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

ViewPoint

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. In other cases, the junior level person is afraid to ask for help within their own organization, increasing cycle time for fixes and slowing down progress. 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 Marketing - How to Create Newsworthy Content

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Are you helping your customers by being as useful as possible? Online content in the sales and marketing industries is dynamic and constantly changing.

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

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. You’ll learn how a balanced allbound marketing program helps you achieve the revenue you need by keeping you focused on the right market.

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Good Reads for B2B Marketing - Respect Your Competition

ViewPoint

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

Insights on Outbound Conference in Atlanta

ViewPoint

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

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. Dirty data doesn’t help and is costly to clean up. 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.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

ViewPoint

In our experience here at PointClear, very few companies are getting it right.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

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. Charlie’s team has helped uncover and take to market scores of data files of great use to B2B marketers.

Good Reads for B2B Sales - Do You Have What It Takes to Succeed?

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Helpful Sales Person. Are you too helpful? Dave Brock explains the difference between effectively helping the customer versus helping to the point that it''s no longer helpful.

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner.

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

ViewPoint

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear! It’s 2015.

Good Reads for B2B Sales - Sales Intelligence with Google

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers.

Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

ViewPoint

Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. Want help on setting up an ABM based multi-touch/media/cycle process? We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016.

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

ViewPoint

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 constantly changing.

Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. To help organizations manage this process they developed the SiriusDecisions Enablement Framework.

Good Reads for B2B Sales - Lessons from NHL Playoffs

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Brock advises that sellers should look through the buyers’ eyes and ask them to help understand by describing their picture vividly.

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

ViewPoint

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 constantly changing.

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

ViewPoint

Dan McDade – PointClear : As lead quality improves (while quantity declines), sales will struggle to approach each prospect as a market of one. 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.

An Allbound Marketing Approach Closes Your Revenue Gaps

ViewPoint

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. It helps that senior executives are 2.5

Scheduling an Appointment With an "Uncloseable"

ViewPoint

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. We have a mini-course we present to our clients’ sales forces to help them increase the number of leads that get converted to sales opportunities.

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

Hubspot

We're going to break down all those marketing tasks that are on your plate that can be successfully outsourced, and help you decide in which scenarios it's better for you to keep it in house, and when it's better to outsource it to an agency or contractor.

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Good Reads for B2B Marketing - Staple Yourself to a Lead

ViewPoint

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.

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

ViewPoint

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.

Four Things to Consider Before You Buy Marketing Automation

ANNUITAS

Second, defining the process ahead of time will help make selecting a marketing automation tool easier because you’ll now have process requirements which will guide the technology selection. This post originally appeared on the PointClear blog. Well, we’re in the dog days of August. However, for many B2B marketers, 2012 planning is right around the corner and usually starts right after Labor Day.

A Good Laugh from a New Sales Lead Management Cartoon Series

ViewPoint

PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads. At your desk and can’t make that physical change in latitude to get a change in attitude?

Bulls, Bears, Bernanke and BtoB Lead Generation

ViewPoint

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.

On Becoming a Top Sales Expert at Top Sales World

ViewPoint

While members specialize in various sales areas and deliver sales solutions in different roles, Jonathan Farrington, CEO of Top Sales World, notes, “All have one characteristic in common: a desire to give back, to teach, to inspire and to help others in sales succeed.” 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.

BMA Atl Recap: Dan McDade on B2B Marketing & Sales Leads

MLT Creative

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. Dan McDade of PointClear gives his three tips to help bridge the gap between sales and marketing.

Lead Generation Best Practices Part 6: Fewer Leads Are Better

ViewPoint

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.

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

ViewPoint

My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” Outside firms can’t know what we know, so how can they help us? Ken Murray is a 30 year veteran of the Inside Sales space.

B2B Marketing Events Around The World - Mar 2011

MLT Creative

Meeting and learning from other professionals helps us do our jobs better. Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing. The changing nature of our industry propels us to stay on top of the latest trends.