Microsoft Partner Fills Forecast with PointClear Sales Leads

ViewPoint

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 In our fast-changing marketing world, a smart B2B practitioner keeps up to date by learning from thought leaders. While this used to mean reading business books and magazines, today it means blogs. We’ve all heard the stats about blog proliferation.

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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. PointClear provides lead generation and management services, and houses a sophisticated and efficient call center run by Karla Blalock. . Good news: B2B prospecting data is more accurate than you may think.

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. 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. Our discipline is blessed with a lot of talent and plenty of new ideas.

‘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 salesI spent 15 months as a sales manager, which was just long enough to learn how little aptitude I had for the job. The experience did give me an appreciation for the difficulty of selling, though.

CPL 75

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

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). For PointClear, a pipeline is a prospect that is just one or two additional actions away from being converted to a lead (20% to 25% of the time pipelines do become sales qualified leads). There’s plenty of mediocrity in lead generation—both in-house and outsourced.

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Pointclear

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.

4 Great Reasons to Take the Sales Performance Optimization Survey Today

Pointclear

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.

How Much Leads Cost

Pointclear

Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads. This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

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.

Vote for Kimmy Netterville, an inspired sales lead management leader

Pointclear

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.

Embarking on a sales lead generation project: What could go wrong?

Pointclear

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. 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.”. “What could derail this project?”

Use This Tool to Calculate Lead to Revenue

Pointclear

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. PointClear’s Lead/Revenue calculator factors in metrics frequently ignored by others’.

Increase Revenue, Decrease Costs - Download the Free eBook!

Pointclear

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. B2B marketers are certainly aware that business marketing data degrades quickly. Most know that there is no such thing as a “good list”.

What Determines Cost Per Lead

Pointclear

Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal.

Cost 67

The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

Pointclear

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. 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.

Who We Serve. Why it Matters.

Pointclear

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. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

Who Owns the Pipeline, Marketing or Sales?

Pointclear

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. Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? 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.

5 Steps to Account-based Marketing Success

Pointclear

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.

5 (doable) ways to drive revenue growth now

Pointclear

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.

For Higher B2B Sales Don’t Just Scrub Your Data

Pointclear

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. With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly.

Why would a company ever outsource anything?

Pointclear

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.

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Pointclear

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. Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel.

Leads are Hard 

Pointclear

PointClear associates see this in action every hour of every day. A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card.

B2B Sales Lead Generation Pros Who Listen, Learn

Pointclear

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 Sales - 99 Prospecting Tips from Sales Experts

Pointclear

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. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, by using the data, metrics and predictability that inside sales has always been known for,” says Anneke Seley, CEO of Reality Works Group.

How Not to Buy Leads

Pointclear

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. Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead.

Sales Lead Generation: Saving Money – Killing Performance

Pointclear

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.

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

Pointclear

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.

Good Reads for B2B Sales - Are You Drowning in Sales Quota?

Pointclear

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. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Will it bring another evolution in the ever-changing buying and sales processes?

What's it take to generate leads that fuel your forecast?

Pointclear

What we’re doing seems to be working: The clients we’ve served (some for most of that time period) and the CMOs we’ve worked with (90% of our business is with marketing leaders who’ve done business with us before) will tell you that it’s PointClear’s combination of three things we do well that make a difference: An agile approach that includes adaptable lead management processes, testing and continuous improvement. At PointClear, our average associate is 50.

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

Pointclear

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. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. Those kinds of relationships really suck.).

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Pointclear

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. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads.

Listen more, talk less … and drive more revenue

Pointclear

Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. 6 skills required for active listening. You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener. This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients.

Good Reads for B2B Sales - Selling at Every Level

Pointclear

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. Are You Paying Enough Attention To Your Sales Teams? Sales teams are expensive, complex and powerful, so they should be made as productive as possible.

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

Pointclear

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.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

Pointclear

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 B2B Marketing Advantage of LinkedIn. LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell.

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

Pointclear

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? These are questions stirring in the minds of executives everywhere. Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions?

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

Pointclear

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. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process? Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it.