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. Those who’ve had the privilege of working with Kimmy know that this is a well-deserved honor.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

NOVEMBER 16, 2017

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.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles. This is, in fact, the cadence designed for the client in this example. Business Day.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 13, 2018

Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. In my work the first question I ask marketing leaders is “what does success look like to you?”

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JUNE 29, 2017

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. Marketing measurement. K now your audience.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. You can listen to the webinar here.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. True Nurture.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JANUARY 13, 2017

Most marketing and sales folks I talk to agree … in theory. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. Determine which portion of your market you can reach and close most cost effectively. Dan McDade.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

FEBRUARY 23, 2018

Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. And, as Finkelstein says, “change the game on competitors, operating in bold, unexpected ways that are simply better” by outsouring your marketing and B2B sales lead generation. Want more info? As always, your comments are welcome.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

Biznology

APRIL 6, 2016

Business marketers are always complaining about their customer data. 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. Advice to business marketers ordering prospecting names.

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

ViewPoint

JANUARY 10, 2018

Back during the bingo card days marketers were thrilled to get a list of “leads” and distribute them to sales. Marketers today receive lists of “leads” from content aggregators, web forms and hand raisers who score enough points in marketing automation to apparently warrant attention.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

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.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

DECEMBER 12, 2017

Lower level workers give up their digital body language (score points in marketing automation) while more senior executives do not. During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

JULY 24, 2017

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. Everything is testable.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

OCTOBER 19, 2017

Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. per hour for a PointClear outsourced teleprospecting resource. On the surface it might make sense. How can this be? They tally up labor, commissions and benefits, of course.

Lead Generation 149

Lead Generation Cost PointClear Generation 149

ViewPoint

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. 6 Marketing Trends to Watch in 2013: New Research. Via OpenView Labs. Via Social Media Examiner.

PointClear 120

PointClear B2B Marketing Trends B2B 120

ViewPoint

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. High Performance Marketing: It’s Not What You Think. Every CMO wants a high-performance marketing team.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

APRIL 2, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MAY 23, 2017

Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately. So, what happens?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via Marketing Land. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. Via eMarketer.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 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.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 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. Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.”

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via B2B Marketing Insider. Report: Data, content drive email marketing. Via Marketo.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. Via Funnelholic.

B2B Sales 120

B2B Sales PointClear B2B Opinions 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!

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Email Marketers Focus on Targeting Content. Marketing + technology = competitive advantage.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

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. Understanding this can help you pinpoint your marketing investments and generate better than average results.

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

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

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. 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. (Cartoon courtesy to Kenny Madden). Big surprise. None of the above.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

JANUARY 22, 2016

The panelists include: Ardath Albee – Marketing Interactions. Matt Heinz – Heinz Marketing. One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Lower rates typically indicate a breakdown between marketing and sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. It takes about 1.6 Sales lead rates decline after the fifth contact cycle.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120