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ViewPoint
JULY 19, 2017
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?”
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). We invest about 10,000 touches to generate 50 leads. The technology prompts the best next touch. Of course not.
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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 tone of the prospect is generally clear almost immediately. Think of those annoying robo calls. One simple trick.
ViewPoint
FEBRUARY 23, 2018
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.
ViewPoint
APRIL 6, 2017
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.
ViewPoint
APRIL 16, 2018
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.
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.
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