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 Sales Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 4, 2018

The PointClear Relational Segmentation approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. While the table above shows the cadence used to disposition a particular contact, the table below shows the production estimation of a PointClear business development associate. This is, in fact, the cadence designed for the client in this example.

Sales Qualified Leads 136

Sales Qualified Leads PointClear Leads Lead 136

ViewPoint

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects.

Work Management 120

Work Management Marketing Management PointClear Sales Qualified Leads 120

ViewPoint

DECEMBER 21, 2017

The PointClear Relational Segmentation (PCRS) approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent.

B2B Sales 120

B2B Sales PointClear B2B SIC 120

ViewPoint

FEBRUARY 13, 2018

Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. If we were together in person, Jim, I’d have my hand sticking out in front of your face (obviously not too close) and I’d point to my fingers one by one and tell you PointClear hires people who have 5 qualities.

PointClear 149

PointClear Work Management Business Paid Search Agency 149

Biznology

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. Our latest study published this week shows that prospecting data is surprisingly accurate—well over 90%.

PointClear 80

PointClear Work Management Marketing Management B2B Marketing 80

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. 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.

Sales Qualified Leads 204

Sales Qualified Leads PointClear Planning Marketing Prospects 204

ViewPoint

APRIL 16, 2018

I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.

Top of Funnel 180

Top of Funnel Work Management Paid Search Agency PointClear 180

ViewPoint

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. They get a cohesive team of B2B teleprospecting associates—experienced, educated and trained—who can deliver immediate results.

Paid Search Agency 159

Paid Search Agency PointClear B2B Sales Telemarketing 159

ViewPoint

FEBRUARY 7, 2018

Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. The reality is that when you factor in everything—salaries, touches needed, lead rate, contacts required—good quality leads cost what they cost.

Cost per Lead 245

Cost per Lead Lead Scoring Lead Ranking Cost 245

ViewPoint

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. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study.

PointClear 120

PointClear Customer Surveys Optimization B2B Sales 120

ViewPoint

MAY 11, 2017

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).

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads Generation 168

ViewPoint

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. One example of an extended, persistent, touch cycle by PointClear was the 42 nd touch to the CFO of the country’s fourth largest utility.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting Lead Scoring Lead Ranking 120

ViewPoint

JUNE 21, 2018

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. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Ranking 120

Lead Ranking Sales Qualified Leads Lead Scoring Leads 120

ViewPoint

OCTOBER 19, 2017

per hour for a PointClear outsourced teleprospecting resource. We’ll show you using compiled, aggregate data from a variety third-party sources that it costs $66.34 per hour to pay for an inside sales teleprospector vs. $61.50

Lead Generation 149

Lead Generation Cost Generation PointClear 149

ViewPoint

JANUARY 10, 2018

PointClear associates see this in action every hour of every day. For every 100 low-level leads that are passed to sales from one of the methods listed herein, just 3 – 5 of them are worthy of a sales rep’s attention. How many leads do you think a sales rep will follow-up on to get 3 – 5 real opportunities?

Sales Qualified Leads 207

Sales Qualified Leads Lead Scoring Lead Ranking Cost per Lead 207

ViewPoint

DECEMBER 12, 2017

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. The lower level employee that downloaded the content is likely the last person you want to start a sales cycle with. The cost of an appointment was $900.

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.

Sales Qualified Leads 149

Sales Qualified Leads PointClear High Quality Lead Lead Scoring 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

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. You need to learn to be tough.

B2B Sales 120

B2B Sales B2B PointClear B2B Marketing 120

ANNUITAS

JULY 10, 2013

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

Social Media 100

Social Media PointClear Media Tools 100

Biznology

SEPTEMBER 24, 2014

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' B2BMarketingSmarts, by Susan Fantle. The post Six great blogs for B2B Marketers appeared first on Biznology.

B2B Marketing 80

B2B Marketing B2B PointClear Advertising Agencies 80

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. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur).

BtoB 120

BtoB Lead Generation PointClear Leads 120

ViewPoint

MARCH 7, 2018

Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. Learning these active listening skills and applying them works in counseling, education, conflict resolution and management. As always, I welcome your comments.

B2B Thought Leadership 159

B2B Thought Leadership PointClear B2B Sales Lead Scoring 159

ViewPoint

OCTOBER 24, 2011

In fact, there are advantages similar to those of Kenandy’s cloud strategy in that PointClear’s outsourced services can accelerate lead time-to-delivery and reduce the need for internal marketing and sales groups to invest in lead generation, lead qualification and lead nurturing infrastructure.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

FEBRUARY 21, 2012

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’d like to extend my appreciation to Jonathan Farrington, the Top Sales Experts community, my colleagues here at PointClear, and fellow professionals in the sales community.

PointClear 120

PointClear B2B Sales Work Management Sales Leads 120

ViewPoint

JANUARY 11, 2010

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PointClear 120

PointClear Sales Leads Forecasting Leads 120

ViewPoint

JANUARY 22, 2018

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.” Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking Leads 127

ViewPoint

JANUARY 13, 2017

Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. Are you using ABM?

Account Based Marketing 120

Account Based Marketing ABM Marketing & Strategy Top of Funnel 120

ViewPoint

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. These sales professionals accept responsibility for working all leads to the finish, win or lose. In both camps there's a transparency that hasn't always been present, characterized by a realistic measure of revenue impact of leads--and realistic forecasts.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Advertising Agencies Paid Search Agency 149

ViewPoint

OCTOBER 14, 2011

PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event.

BtoB 120

BtoB PointClear Linkedin Class 120

ViewPoint

MAY 23, 2017

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% One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. Why don’t they follow-up?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Marketing Qualified Leads 192

ViewPoint

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. Running A Successful Business Blog: Why It Pays to Post.

B2B Marketing 120

B2B Marketing B2B Marketing & Strategy Top of Funnel 120

ViewPoint

OCTOBER 20, 2011

Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions. Supporting our commitment to increased marketing automation success, PointClear recently became a charter member of the newly-founded Marketing Automation Institute.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation PointClear 120

ViewPoint

MAY 16, 2013

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. Tap CRM to Give Your Customers a Pleasant Surprise.

B2B Sales 120

B2B Sales B2B PointClear Google 120

ViewPoint

APRIL 12, 2011

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?

Sales Leads 120

Sales Leads Lead Management PointClear Marketing Management 120