The 10 most fascinating people in B2B marketing in 2016

Biznology

Karla Blalock is COO of PointClear , the prospect development company founded by Dan McDade. Given the enthusiastic reception given to my debut “most fascinating” list last year, let’s make a tradition of it.

Prospecting data accuracy

Biznology

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.

Trending Sources

Six great blogs for B2B Marketers

Biznology

I was honored to contribute a guest post for PointClear last year. 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

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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.

Power Opinions – Experts Select Top Three Social Media Tools

ANNUITAS

July 10, 2013 – Industry experts pick top three social media tools via PointClear. News & Press

Vote for Kimmy Netterville, an inspired sales lead management leader

ViewPoint

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. 6, 2017. The list of winners will be posted on Dec. 15, 2017.

Microsoft Partner Fills Forecast with PointClear Sales Leads

ViewPoint

Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

I invite you to subscribe to the PointClear blog so you never miss a post. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on).

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. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

How much does outsourced lead generation cost (vs. keeping it in house)?

ViewPoint

per hour for a PointClear outsourced teleprospecting resource. Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Just as Miller Lite excels in two conflicting arenas (palatability and how full it makes you feel), outsourced teleprospecting does as well.

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. 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. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.

5 Steps to Account-based Marketing Success

ViewPoint

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. 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.

Dear CEO: Find out how well your team is nurturing its B2B sales leads

ViewPoint

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. Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher.

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

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 - 6 Marketing Trends to Watch in 2013

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.

Why would a company ever outsource anything?

ViewPoint

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. “… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”. These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals.

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

Good Reads for B2B Marketing - Protect Your Online Reputation

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.

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. What’s a good lead rate? How much should a lead cost?

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

ViewPoint

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

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B 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 dynamic and constantly changing.

What Percent of Leads Should Sales Close?

ViewPoint

Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication. 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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Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

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% 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%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

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

We're entering the era of accountability in sales and marketing

ViewPoint

At PointClear, we facilitate accountability that translates into results. What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue. You can listen to the webinar here.

The Flavors That "Sales Ready" Leads Come In

ViewPoint

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). I once worked with the then SVP, Marketing of a large public company who was frustrated with sales.

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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. 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.

Sales Lead Generation: Saving Money – Killing Performance

ViewPoint

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.” Half.

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. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space.

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. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know.

SIC 75

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

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

ViewPoint

Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. 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.

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. 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. Voicemails are a waste of time.

Insights on Outbound Conference in Atlanta

ViewPoint

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. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor. The coffee was hot and the lunch was great. Thank you.

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

ViewPoint

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

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience.

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.”