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Get 3X B2B Marketing ROI by Nurturing Leads

ViewPoint

Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. 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% The numbers speak for themselves.

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

ViewPoint

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. Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing.

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

ViewPoint

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. But what companies need to start doing is developing value-based relationships.”. Mike Weinberg.

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

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted. From #SXSW: Charting the Road Ahead for B2B Marketing.

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

ViewPoint

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. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

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Good Reads for B2B Sales - Busy People Don't Mean to be Rude

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. "Do Companies can offset these deficiencies with training and performance development.

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On Becoming a Top Sales Expert at Top Sales World

ViewPoint

The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World.