ViewPoint

DECEMBER 12, 2017

An employee of a targeted company needed only to download some content to be qualified as a lead. When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. The cost of an appointment was $900.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

FEBRUARY 23, 2018

million one-on-one touches with our clients’ targets—and counting. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. We start every program by spending a period of time talking to targets to test response. What time of day are we reaching targets?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 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

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. Ushering in the era of accountability requires leveraging account-based marketing approaches, including: Work together to identify targets and target roles. So how do you get from here to there? And you need to know at what rate your leads progress.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JANUARY 13, 2017

The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. Then it’s time to continuously improve it all.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. Who should care about the power of nurturing?

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

DECEMBER 1, 2016

They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus and no company firmographics and no telephone numbers).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 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

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

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. Needs what the company sells.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

OCTOBER 14, 2011

PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. In a BtoB test, Facebook beat LinkedIn and Twitter when measuring response to targeted ads (IT hardware product). It's great to be home after a very productive trip to the Northeast.

BtoB 120

BtoB PointClear Class Linkedin 120

ViewPoint

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. For B2B Marketing, Email Should be Personalized and Targeted. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

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. So, we know how things break down—what do we do to fix the problem?

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

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 work with you to create an accurate, current targeted database. We then loop in your closers when the lead is hot, keeping their focus on directly generating revenue.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Generating more leads still tops the list of B2B marketing challenges, but reaching a target audience is on the rise, according to a BtoB survey. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

Biznology

FEBRUARY 2, 2017

Look at his StiristaLINK, which adds consumer data to business records, giving B2B marketers rich insight and broader access to their targets. Karla Blalock is COO of PointClear , the prospect development company founded by Dan McDade. Or send him your Twitter and Facebook follower lists. I love this guy. How satisfying.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. A key piece of both books is my firm commitment to showing others that by targeting better prospects, it is possible to close more deals at a higher price. The entire day was spent talking about prospecting. How could we fix it?

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

MAY 23, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Email Marketers Focus on Targeting Content. Online content in the sales and marketing industries is dynamic and constantly changing. Michael Chassen''s Rules for Authentic B2B Communications.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JANUARY 22, 2016

Kyle Porter – Sales Loft : Account-based approach will have prospectors, inside sales reps, AE’s and top of the funnel demand generation professionals focused on a set of very relevant and highly targeted accounts. All of their efforts will be focused on converting these accounts from contact information to paying customer.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. Specifically, it was proven that if a prospect’s title included the word, “security,” then it was a high-value target. Example 2: A new predictive targeting model. to 6.0%, an improvement of 158%.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 16, 2015

movement harshly declare that proactive targeting and prospecting for new business is dead. 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. I beg to differ. Most companies stop here.)

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

Onalytica B2B

FEBRUARY 24, 2016

It also means changes in behaviour and culture as sales people are now targeting to sell to the wrong people and missing out to competitors that have moved on-line. PointClear. PointClear PD. Social Selling is a strategy (not a tactic) and requires sales teams to reorganize and move on-line. Jon Ferrara. Nimble LLC. Sam Hurley.

Enterprise Management 0

Enterprise Management PointClear Brand Identity Branding 0

ViewPoint

JULY 17, 2012

Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights. This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JULY 14, 2015

What if the target audience is wrong? In our experience here at PointClear, very few companies are getting it right. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). But what if the message is wrong? These are bigger, fundamental problems that require broader shifts.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). One program in particular targeted the CFO at the top fifty utilities in North America.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

AUGUST 28, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Inbound responses are no more qualified than carefully selected outbound targets. Qualified Inbounds Leads are MORE Expensive than Qualified Outbound Leads. Here’s proof: Source.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JULY 11, 2011

The sales cycle may grow longer as larger companies are targeted. Target market challenges. Sales and marketing headcounts have increased to generate new customers. Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Heinz Marketing

APRIL 22, 2019

Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. What are some of the keys that made PointClear so successful and continue to be so successful in engaging with prospects and helping to build some pipeline? What are some of the keys to doing that?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

OCTOBER 13, 2011

My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” They have the power of scale and metrics on their side and the good ones understand and deploy the absolute best practices available for the industry they are targeting. ” I suggest you check it and others out.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

Biznology

JANUARY 6, 2016

Mark Rentschler revolutionized the go-to-market strategy at Makino Americas, a leading machine tools company, by building a marketing database and using content marketing , social media and targeted communications to reduce marketing expense-to-revenue year on year. Theresa and I were thrilled to share the case in our new book.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Varicent

APRIL 19, 2018

Agreement on lead attributes like target demographics, job titles, revenue, employees etc. What do you think about marketing having a revenue target? He runs a company called PointClear, and I think they are some of the best in the business of lead generation. Attributes that can be measured and explicitly agreed upon are key.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

NuSpark Consulting

JANUARY 21, 2012

Published in 1999; still my favorite book on display advertising- choosing mediums, research, targeting strategies, tools, and measurement. Dan from PointClear gives B2B firms practical advice on how sales and marketing aligned can drive revenue and manage the lead generation process. Updated to include online. Social Media.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

MLT Creative

MARCH 1, 2011

Atlanta, GA: Dan McDade, CEO of PointClear will discuss ways to nurture the relationship between sales and marketing. New York, NY: Learn how to power your online campaign through search, social media, behavioral targeting, mobile and video. March 13-18, eMetrics Marketing Optimization Summit.

Paid Search Agency 40

Paid Search Agency B2B Marketing Advertising Agencies Enterprise Management 40

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