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B2B Sales Lead Generation Pros Who Listen, Learn

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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.

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Lead Generation Best Practices Part 6: Fewer Leads Are Better

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With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. Money is wasted on sales lead generation programs that don’t work. After all, shouldn't more leads deliver more opportunities?

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

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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. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. At PointClear, our average associate is 50.

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Who Owns the Pipeline, Marketing or Sales?

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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. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales. Dan has some interesting perspectives, as have other guests on my show.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

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.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

ViewPoint

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. The best example of this is an appointment setting company that charges by the appointment. But it is NOT 50% of the sales-qualified leads they work.

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

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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 lead generators with happy ears don’t ask the questions that might effectively disqualify an account. The best product, at the best price, does not always win the order.