ViewPoint

JULY 19, 2017

Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 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. 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.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

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. Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today.

PointClear 0

PointClear Lead Ranking Lead Scoring Work Management 0

ViewPoint

NOVEMBER 13, 2017

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

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 Cost per Lead Lead Ranking Lead Scoring 207

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 PointClear Work Management Sales Qualified Leads 180

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 Ranking Lead Scoring Buy 189

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 Ethics Budget Programs Business 149

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.

PointClear 136

PointClear Sales Qualified Leads Marketing Qualified Leads Leads 136

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 PointClear 168

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 Telemarketing Companies 159

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 Ranking 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 Work Management 192

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 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 PointClear Sales Qualified Leads Generation 120

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 Lead Qualification High Quality Lead 149

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.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 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

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 SIC Lead Ranking 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. 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 PointClear Lead Generation Terms and Conditions 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 Work Management Communities B2B Sales 120

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 PointClear B2B Opinions 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 PointClear Generation 149

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 PointClear Automation 120

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.

Customer Surveys 120

Customer Surveys PointClear Optimization B2B Sales 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.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

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 Class Linkedin 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?

Lead Management 120

Lead Management Sales Leads PointClear Marketing Management 120

ViewPoint

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Ranking 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 PointClear Cost per Lead 149

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 PointClear Peer-to-peer 120

ViewPoint

AUGUST 2, 2017

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.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Lead Scoring ROMI 192

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. We then loop in your closers when the lead is hot, keeping their focus on directly generating revenue. Any interest in a short chat? I get at least one like this every day.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

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. The 6-Step Path to Creating Inherently Useful Marketing. Are you helping your customers by being as useful as possible?

PointClear 120

PointClear B2B Marketing Eloqua B2B 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 Opinions PointClear Tools 100

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 PointClear Lead Scoring 120

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.

PointClear 174

PointClear Allocation SIC Ideal Customer Profiles 174