best-practice sales-lead 
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.
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.
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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.
ViewPoint
APRIL 16, 2018
It’s referred to as the sales pipeline and it’s owned by sales people, right? 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. SLMA Radio is one of six marketing and sales shows for at-work listeners on the Funnel Radio Channel.
ViewPoint
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Part III: Expectations for ongoing success: marketing and sales accountability. In fact, you may not even see any leads in this time period.)
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. After all … we’ve seen it all.
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.
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