sales 
ViewPoint
OCTOBER 24, 2017
In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). Earlier today I was talking to my wife about the B2B marketplace. I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. Maybe I was just sensitive.
ViewPoint
NOVEMBER 8, 2017
(One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). Lead nurture programs done well triples your B2B sales lead generation marketing ROI.
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ViewPoint
NOVEMBER 16, 2017
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 PointClear team would like to hear from you about your sales lead generation best practices. Think of those annoying robo calls.
ViewPoint
JULY 19, 2017
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. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. We’d spent some time on the persistent yet professional cadence we employ.
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. Prospects will move up and down in the funnel.
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). To reduce sales lead generation cost, you need to optimize the value of each prospect. For one client, it takes 9.82
ViewPoint
JANUARY 4, 2018
Others stated that the range is between $35 – $100 for a B2B lead. Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. Sales is focused on the quality of the leads and revenue generated.
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