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

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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. He landed a huge lead for our client (with a $1 billion company). As an example, PointClear targets two contacts within each account location.

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

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What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

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Who We Serve. Why it Matters.

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I’m often asked what kind of companies PointClear serves. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. Software to optimize the insurance business through predictive analytics.

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What is Value Selling and How to Generate Leads in Companies that Buy Value

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Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. We are not the low-price leader.) Our people do as well. Tom Hopkins.

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions.

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Good Reads for B2B Marketing - Respect Your Competition

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The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 Four Foundational Elements of Marketing Analytics Success.

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Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

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When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. And analytics expertise without leveraging technology results in uninformed “what ifs” and conjecture.