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 MORE
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. MORE
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. MORE
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. MORE
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting. MORE
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. MORE
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 MORE
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. MORE
In our experience here at PointClear, very few companies are getting it right. MORE
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. MORE
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. MORE
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. MORE
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. The marketing word of the year is Nurture. MORE
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. MORE
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.” MORE
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. MORE
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. MORE
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. MORE
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. MORE
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? MORE
July 10, 2013 – Industry experts pick top three social media tools via PointClear. News & Press MORE
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. MORE
Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. 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. It took thirty-two total touches from start to finish. MORE
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. MORE
PointClear Related Topics Biznology
FEBRUARY 2, 2017
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.
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. Good news: B2B prospecting data is more accurate than you may think.
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
Paul Gillin
FEBRUARY 2, 2012
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
ViewPoint
JUNE 9, 2017
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.
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. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.
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. 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.
ViewPoint
AUGUST 29, 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.
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.
ViewPoint
AUGUST 15, 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.
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% 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.
ViewPoint
JUNE 5, 2017
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.
ViewPoint
MAY 9, 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.
ViewPoint
JUNE 16, 2015
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?
ViewPoint
MAY 28, 2015
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.
ViewPoint
JUNE 7, 2016
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.
ViewPoint
APRIL 6, 2017
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.
ViewPoint
APRIL 2, 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.
ViewPoint
DECEMBER 1, 2016
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.
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). 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.
ViewPoint
AUGUST 8, 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.
ViewPoint
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. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know.
ViewPoint
APRIL 4, 2013
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.
ViewPoint
MAY 23, 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.
ViewPoint
JUNE 5, 2015
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.
ViewPoint
APRIL 19, 2017
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.
ViewPoint
JANUARY 9, 2014
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.
ViewPoint
JULY 14, 2015
In our experience here at PointClear, very few companies are getting it right.
ViewPoint
AUGUST 14, 2012
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.
Biznology
JANUARY 6, 2016
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.”
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.
ViewPoint
JANUARY 18, 2017
Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. 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. It took thirty-two total touches from start to finish.
ViewPoint
MAY 7, 2015
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. The marketing word of the year is Nurture.
ViewPoint
AUGUST 1, 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.
ViewPoint
JUNE 20, 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.
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.
ViewPoint
AUGUST 22, 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 constantly changing.
ViewPoint
JULY 18, 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.
ViewPoint
JULY 11, 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.
ViewPoint
JUNE 6, 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.
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