B2B Sales, Companies, PointClear and Sales Qualified Leads

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

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

ViewPoint

JUNE 9, 2017

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s What PointClear Persistence Looks Like. Case-in-Point.

Lead Qualification

Lead Qualification Touchpoints Sales Qualified Leads PointClear

How Much Leads Cost

ViewPoint

JANUARY 4, 2018

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.”

Cost per Lead

Cost per Lead Cost PointClear Sales Qualified Leads

Leads are Hard

ViewPoint

JANUARY 10, 2018

Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads. Not surprisingly, the “leads” advertisers would get from the magazines were a mixed bag. I recently wrote a blog called How Much Does a Lead Cost.

Sales Qualified Leads

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking

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

ViewPoint

OCTOBER 3, 2017

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. That is why you frequently hear sales say: “the leads suck.”. Long term, things get even worse.

Top of Funnel

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

APRIL 6, 2017

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” Often multiple times. It isn’t dead.

Lead Generation

Lead Generation B2B Sales Sales Qualified Leads Sales Leads

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

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). This approach yields a 5% lead rate. We invest about 10,000 touches to generate 50 leads.

PointClear

PointClear Media Sales Qualified Leads High Quality Lead

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

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process.

Sales Qualified Leads

Sales Qualified Leads Forecasting PointClear Enterprise Management

Scheduling an Appointment With an "Uncloseable"

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Leads

Sales Qualified Leads PointClear Lead Qualification High Quality Lead

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 some companies and some roles do not lend themselves to selling value. The challenge is that some companies and some roles do not lend themselves to selling value.

Lead Scoring

Lead Scoring Lead Ranking Work Management Paid Search Agency

Get 3X B2B Marketing ROI by Nurturing Leads

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves.

Sales Qualified Leads

Sales Qualified Leads ROI Lead Scoring Lead Ranking

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

ViewPoint

APRIL 11, 2018

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). Completed dispositions per day Estimated lead rate Leads per month.

PointClear

PointClear Sales Qualified Leads Leads Lead

Who We Serve. Why it Matters.

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

PointClear

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Use This Tool to Calculate Lead to Revenue

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Guess what.

Lead Ranking

Lead Ranking Sales Qualified Leads PointClear Lead Scoring

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

ViewPoint

DECEMBER 15, 2017

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

PointClear

PointClear Lead Scoring Lead Ranking Sales Qualified Leads

The Perfect Lead

ViewPoint

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification?

Sales Qualified Leads

Sales Qualified Leads Lead Scoring Lead Ranking PointClear

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

APRIL 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Are You Selling At Every Level?

B2B Sales

B2B Sales PointClear B2B Opinions

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates.

Lead Management

Lead Management Sales Qualified Leads B2B Sales Sales Leads

The Flavors That "Sales Ready" Leads Come In

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. For details on how sales should follow-up on a lead click here.

Sales Qualified Leads

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear

We're entering the era of accountability in sales and marketing

ViewPoint

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be.

Top of Funnel

Top of Funnel Sales Qualified Leads PointClear Cost per Lead

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

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

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation

Lead Generation PointClear Sales Qualified Leads Generation

A Healthcare Information Technology Lead Generation Success Story

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. Identify high-level decision makers in prospect companies.

Lead Generation

Lead Generation PointClear Sales Qualified Leads Lead Scoring

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

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. In the last blog we talked about qualified rates. Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation

Lead Generation Sales Qualified Leads Generation PointClear

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. In 2010 just over 40% of our dispositions or completed companies were from inbound responses.

Lead Generation

Lead Generation Sales Qualified Leads PointClear Generation

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. It took less than two years for the company to go through $100 million.

Allocation

Allocation PointClear SIC Ideal Customer Profiles

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

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? 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

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

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). .

Top of Funnel

Top of Funnel Work Management PointClear B2B Thought Leadership

‘The Truth about Leads’ Is Just That

Paul Gillin

FEBRUARY 2, 2012

I spent 15 months as a sales manager, which was just long enough to learn how little aptitude I had for the job. My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. Sales people don’t effectively follow up on longer-term opportunities.

Cost per Lead

Cost per Lead Sales Qualified Leads PointClear CPL

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

ViewPoint

SEPTEMBER 5, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads. 3 Marketing Mistakes Most Companies Make.

PointClear

PointClear B2B Marketing Eloqua Multi-Channel

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

When You Should (and Shouldn't) Outsource Your Marketing

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. Lead Generation. Wait, you can outsource lead generation? Ideally, most of your leads are coming from inbound marketing -- people who raise their hand to say they want to hear from you by doing something like filling out a form on your website.

Enterprise Management

Enterprise Management Work Management Paid Search Agency Marketing Management

B2B Marketing Zone

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

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

Trending Sources

How Much Leads Cost

Leads are Hard

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

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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

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

Scheduling an Appointment With an "Uncloseable"

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

Get 3X B2B Marketing ROI by Nurturing Leads

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

Who We Serve. Why it Matters.

Use This Tool to Calculate Lead to Revenue

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

The Perfect Lead

Good Reads for B2B Sales - Selling at Every Level

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

The Flavors That "Sales Ready" Leads Come In

We're entering the era of accountability in sales and marketing

Lead Generation Lies That are Wreaking Havoc with Your Sales

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

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

A Healthcare Information Technology Lead Generation Success Story

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

Lead Generation: A Watched Pot Never Boils

B2B Lead Generation: Are You Killing the Golden Goose?

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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

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

‘The Truth about Leads’ Is Just That

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

B2B Lead Management Market Heats Up

When You Should (and Shouldn't) Outsource Your Marketing

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