ViewPoint

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. How can one company be considered an uncloseable to one lead generation services firm and a success to another? A sales-qualified lead tops the list of course.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

FEBRUARY 23, 2018

Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified. A hand raiser isn’t a real lead (that is, sales qualified) until they’ve had engagement with a representative of your company to find out the answers to the questions above.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Pay attention. Pay attention to your frame of mind as well as your pacing.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

JUNE 21, 2018

Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results. Now project the revenue you expect to generate through inbound leads.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JANUARY 22, 2018

Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification? This blog , by Frederik Jonsson, is interesting as well as entertaining.

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. As a result of this finding, the client changed its lead qualification scoring method and description of what a good prospect looked like. 10% of qualified leads converted to sales opportunities.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120