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. You can’t have one without the other!

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

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.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. This first blog is about the difference between inbound and outbound marketing results and the proverb or expression “Kill not the goose that lays the golden eggs.”.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

DECEMBER 9, 2010

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. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

FEBRUARY 13, 2018

(For more information, check out this blog about the four revenue sources that most ROI calculators miss.). Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. Dan McDade: The big hand theory. I decided I wanted to work only with certain kinds of people.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Precise management of lists, lead data, cadence and outcomes drives revenue. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. Below is a screen grab of the PointClear lead to revenue calculator using hypothetical numbers and followed by descriptions of the line items.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.” This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

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. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. Ann Handley, C.C

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more.

PointClear 120

PointClear Work Management Communities B2B Sales 120

Biznology

FEBRUARY 2, 2017

When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. His blog is a must-read. Cyndi Greenglass is SVP at Diamond Marketing Solutions.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

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 See this blog for a build vs. buy analysis that takes that argument off the table.). Today, in this blog, I share some recent findings: Jonathan Farrington. We are not the low-price leader.)

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. In the last blog we talked about lead rates.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

Biznology

JANUARY 6, 2016

Japan’s foremost lead generation marketing company. Mark Rentschler revolutionized the go-to-market strategy at Makino Americas, a leading machine tools company, by building a marketing database and using content marketing , social media and targeted communications to reduce marketing expense-to-revenue year on year.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Varicent

APRIL 19, 2018

Hi Karen, welcome to the blog! When teams are working off the same information, they generally come to the same conclusions. For example, if you're going to do lead generation and work with sales, you want crisp handoffs that can be measured in an objective way. He blogs on a regular basis at pointclear.com.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

Heinz Marketing

APRIL 22, 2019

And sure a market agent checks the box and say, “I generated x number of leads for y budget”. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. What kind of led you to kind of put a focus here, after 21 plus years of running PointClear?

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

FEBRUARY 7, 2018

Take a look at the following cost per lead comparison. These numbers show what goes into generating a high-quality lead—and what it costs. They demonstrate the fallacy of measuring the success of lead generation programs solely on the basis of cost per lead. If they’re not, they aren’t.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

Biznology

SEPTEMBER 24, 2014

While this used to mean reading business books and magazines, today it means blogs. We’ve all heard the stats about blog proliferation. A new blog launched every six seconds—or whatever. And there is no dearth of blogs on B2B marketing. Howard is a seasoned lead generation pro, and a terrific writer.

PointClear 80

PointClear B2B Marketing B to B B2B 80

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. This process results in the identification of recommended courses of action that are likely to improve sales lead generation results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

AUGUST 3, 2010

A Simple B2B Marketing Framework - Everything Technology Marketing , July 10, 2010 We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. But that’s content for another blog post. Content is not just about an email send, or a blog post, or a white paper, or a Tweet.

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. This is part two of a two-part blog. Eleven sales & marketing experts on the importance of lead nurturing. So there you have it.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. Lead Generation. Wait, you can outsource lead generation? So to say that you're outsourcing lead generation as an inbound marketer is kind of like. Let me explain. outsourcing all of your marketing.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28