article thumbnail

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

ViewPoint

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.

article thumbnail

Embarking on a sales lead generation project: What could go wrong?

ViewPoint

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. Think of those annoying robo calls. One simple trick.

article thumbnail

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

ViewPoint

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.

article thumbnail

How Much Leads Cost

ViewPoint

see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Others stated that the range is between $35 – $100 for a B2B lead. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads. per gross lead).

article thumbnail

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

ViewPoint

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). We invest about 10,000 touches to generate 50 leads. Make it your mantra (like PointClear associates do).

article thumbnail

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

ViewPoint

PointClear is known for its perseverance. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. Here’s What PointClear Persistence Looks Like. I have been extremely busy but I’ll be ready to talk to you soon.”. We didn’t stop.