Article, Lead and PointClear - B2B Marketing Zone

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

ViewPoint

NOVEMBER 8, 2017

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.

Lead Generation

Lead Generation Work Management Sales Qualified Leads Marketing Management

Who Owns the Pipeline, Marketing or Sales?

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. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales. Dan has some interesting perspectives, as have other guests on my show.

Top of Funnel

Top of Funnel PointClear Work Management Sales Qualified Leads

Why would a company ever outsource anything?

ViewPoint

OCTOBER 31, 2017

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. That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Plus they get support that’s hard (i.e. Want more info?

Paid Search Agency

Paid Search Agency PointClear Telemarketing Companies

Webinars

How to Leverage Behavioral Science Insights for Direct Mail Success

MORE WEBINARS

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Set sales straight—it’s a win win.

Sales Qualified Leads

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear

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

ViewPoint

MAY 28, 2015

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. (Those kinds of relationships really suck.).

Lead Generation

Lead Generation PointClear Generation Leads

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

ViewPoint

MARCH 22, 2018

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.

Lead Scoring

Lead Scoring Lead Ranking Work Management Paid Search Agency

Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” That's not to say that inbound leads are less valuable than outbound leads. I asked this question on Focus.com a few weeks ago and got answers that surprised me.

Sales Qualified Leads

Sales Qualified Leads Work Management Lead Ranking Marketing Management

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

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. Sales lead rates decline after the fifth contact cycle. It takes about 1.6

Lead Generation

Lead Generation Sales Leads Sales Qualified Leads Analytics

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

JANUARY 9, 2014

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. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.

Sales Qualified Leads

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking

Lead Generation: A Watched Pot Never Boils

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation

Lead Generation Sales Qualified Leads Generation PointClear

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring

On Becoming a Top Sales Expert at Top Sales World

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more.

PointClear

PointClear Work Management Communities B2B Sales

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. Are You Paying Enough Attention To Your Sales Teams? Via Funnelholic.

B2B Sales

B2B Sales PointClear B2B Opinions

Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. Does this sound familiar? Via BtoB Magazine.

B2B Sales

B2B Sales PointClear Effectiveness BtoB

The 11th Question to Ask Before Buying a Marketing Automation Solution

ViewPoint

OCTOBER 20, 2011

Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services

Marketing Automation Services Marketing Automation PointClear Automation

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space.

Cold Calling

Cold Calling B2B Sales PointClear Work Management

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

ViewPoint

AUGUST 22, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right? Practice the tactics outlined in this article to create a solid content strategy.

PointClear

PointClear B2B Marketing Webcast Advertising Agencies

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

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example? The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process? Via Forbes.

B2B Sales

B2B Sales Buyer Need PointClear B2B

Why Podcasting Has Great Reach and is the Least Expensive Content Creator

ViewPoint

JULY 26, 2018

The artwork from the podcast program will be used in the blog article. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. LinkedIn articles from the host about the interview are appropriate almost every time. Social media. Newsletter.

Thought Leadership

Thought Leadership PointClear Case Studies Budget Programs

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

ViewPoint

JANUARY 22, 2016

Companies need to remember the sales manager’s primary job and stop burying them with unimaginable amounts of crap that has nothing to do with leading the team or driving new revenue. Read the original article from Mikogo titled: Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions.

Top of Funnel

Top of Funnel Work Management PointClear B2B Thought Leadership

Internet Radio - Its Time Arrived Several Years Ago!

ViewPoint

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Why It’s Time for Women to Lead in America with Vicki Dolian. SLMA Radio - Since 2010. Is the Traditional Sales Compensation Program for B2B Dead? with Daniel Perry.

PointClear

PointClear Marketo Internet Marketing Broadcasting

Who gets your vote as history’s top twenty women? And the winners are…

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. There is a great opportunity to acknowledge her commitment by nominating her right now for recognition as one of the 20 women to watch in sales lead management in 2011. Nominating is open now and runs to March 16.

PointClear

PointClear PR Lead Management Work Management

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Sales and marketing activity. Selling subscriptions via a direct sales force. Customer needs can shift quickly.

Enterprise Management

Enterprise Management Work Management Marketing Management Marketing Automation Services

Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade

Heinz Marketing

APRIL 22, 2019

.” “…the technology solutions make it easier to get more bad leads faster to sales than ever before. “ The unsung hero – lead nurturing. But a lot of times what I say is that the current solutions out there, the technology solutions make it easier to get more bad leads faster to sales than ever before.

Top of Funnel

Top of Funnel PointClear Work Management Marketing Management

Six great blogs for B2B Marketers

Biznology

SEPTEMBER 24, 2014

Howard is a seasoned lead generation pro, and a terrific writer. My recent favorite article is the amusingly titled “Sorry, But ‘How Many Touches Does it Take to Make a Sale?’ B2B Lead Roundtable Blog, by Brian Carroll, with additional contributors. Viewpoint: The Truth About Lead Generation, by Dan McDade.

PointClear

PointClear B2B Marketing B to B B2B

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

ViewPoint

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads. This article shares four fundamentals that contributed to Lee’s expansion of Marvel Comics from a publishing house division to a multimedia powerhouse.

PointClear

PointClear B2B Marketing Eloqua Multi-Channel

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

ViewPoint

JULY 11, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Inspired by TED Talks, this article offers some ideas for marketers to improve their inbound programs in just 30 days. Online content in the sales and marketing industries is dynamic and constantly changing.

PointClear

PointClear B2B Marketing Advertising Agencies B2B

B2B Lead Management Market Heats Up

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management

Enterprise Management Work Management Marketing Management Lead Management

B2B Marketing Zone

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

Who Owns the Pipeline, Marketing or Sales?

Webinars

Trending Sources

Why would a company ever outsource anything?

Webinars

Does Your Sales Team Know How to Follow-Up on a Lead?

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

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

Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Lead Generation Lies That are Wreaking Havoc with Your Sales

Lead Generation: A Watched Pot Never Boils

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

On Becoming a Top Sales Expert at Top Sales World

Good Reads for B2B Sales - Selling at Every Level

Good Reads for B2B Sales - Five Greatest Sales Effectiveness Inhibitors

The 11th Question to Ask Before Buying a Marketing Automation Solution

Good Reads for B2B Sales - Cold Calling Revisited

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

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

Why Podcasting Has Great Reach and is the Least Expensive Content Creator

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

Internet Radio - Its Time Arrived Several Years Ago!

Who gets your vote as history’s top twenty women? And the winners are…

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade

Six great blogs for B2B Marketers

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

B2B Lead Management Market Heats Up

Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010

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