Business, PointClear and Sales Qualified Leads

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

ViewPoint

NOVEMBER 8, 2017

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.

Lead Generation

Lead Generation Work Management Sales Qualified Leads Marketing Management

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

ViewPoint

JUNE 9, 2017

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. I have been extremely busy but I’ll be ready to talk to you soon.”.

Lead Qualification

Lead Qualification Touchpoints Sales Qualified Leads PointClear

Leads are Hard

ViewPoint

JANUARY 10, 2018

According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Not surprisingly, the “leads” advertisers would get from the magazines were a mixed bag. Sound familiar? Guess what.

Sales Qualified Leads

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking

Webinars

Scan to Success: How to Leverage QR Codes for Offline and Online Marketing Power

MORE WEBINARS

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

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). This approach yields a 5% lead rate. We invest about 10,000 touches to generate 50 leads. How did you do it?”

PointClear

PointClear Media Sales Qualified Leads High Quality Lead

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

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. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Leads aren’t leads unless: They’re qualified.

Sales Qualified Leads

Sales Qualified Leads Forecasting PointClear Enterprise Management

Scheduling an Appointment With an "Uncloseable"

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

Sales Qualified Leads PointClear Lead Qualification High Quality Lead

The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company). As an example, PointClear targets two contacts within each account location.

PointClear

PointClear Sales Qualified Leads Marketing Qualified Leads Leads

Who We Serve. Why it Matters.

ViewPoint

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies.

PointClear

PointClear Work Management Marketing Management Sales Qualified Leads

Use This Tool to Calculate Lead to Revenue

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Guess what.

Lead Ranking

Lead Ranking Sales Qualified Leads PointClear Lead Scoring

The Perfect Lead

ViewPoint

JANUARY 22, 2018

Can companies reach the holy grail of marketing—the perfect lead? 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? All leads have warts.

Sales Qualified Leads

Sales Qualified Leads Lead Scoring Lead Ranking PointClear

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear

PointClear Ethics Budget Programs Business

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear

PointClear Lead Scoring Lead Ranking Sales Qualified Leads

Does Your Sales Team Know How to Follow-Up on a Lead?

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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Sales Qualified Leads

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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.

Lead Generation

Lead Generation B2B Sales Sales Qualified Leads Sales Leads

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

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer.

Lead Scoring

Lead Scoring Lead Ranking Work Management Paid Search Agency

Dear CEO: Fix these three things and increase revenue

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. What constitutes a good lead? Is a good lead only one where a c-level executive is involved?

Enterprise Management

Enterprise Management Work Management Marketing Management Sales Qualified Leads

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

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

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation

Lead Generation PointClear Sales Qualified Leads Generation

A Healthcare Information Technology Lead Generation Success Story

ViewPoint

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation

Lead Generation PointClear Sales Qualified Leads Lead Scoring

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

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. It takes about 1.6

Lead Generation

Lead Generation Sales Leads Sales Qualified Leads Analytics

Lead Generation: A Watched Pot Never Boils

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. In the last blog we talked about qualified rates. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation

Lead Generation Sales Qualified Leads Generation PointClear

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. All because the CEO did not insist on a common definition of a lead.

Allocation

Allocation PointClear SIC Ideal Customer Profiles

The Power of the Human Voice in Lead Qualification & Lead Nurturing

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. A live call leads to an atmosphere of spontaneous and spirited dialog. Personal connection.

Lead Qualification

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring

Good Reads for B2B Sales - Selling at Every Level

ViewPoint

APRIL 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Via Marketo B2B Marketing and Sales Blog.

B2B Sales

B2B Sales PointClear B2B Opinions

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling

Cold Calling B2B Sales PointClear Work Management

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

ViewPoint

JANUARY 22, 2016

Executives came to their senses and stopped listening to the hysteria that these new methods were the fix for all of their sales issues. The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted.

Top of Funnel

Top of Funnel Work Management PointClear B2B Thought Leadership

The Key to Sales and Marketing Alignment: Empathy

Varicent

APRIL 19, 2018

Beyond that I was Director of Marketing for a systems business then Vice President of Marketing and decided at that point it was time to move on and left Xerox for Silicon Valley. 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.

Top of Funnel

Top of Funnel Sales Qualified Leads Planning Work Management

BMA Atl Recap: Dan McDade on B2B Marketing & Sales Leads

MLT Creative

MARCH 14, 2011

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. The author of The Truth About Leads addressed the group of B2B marketers (ironically half sales, half marketing) about his philosophy for achieving marketing and sales alignment. Agree on definition of lead.

Marketing Qualified Leads

Marketing Qualified Leads Lead Ranking B2B Sales PointClear

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

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. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads.

Lead Generation

Lead Generation Sales Leads Sales Qualified Leads Analytics

‘The Truth about Leads’ Is Just That

Paul Gillin

FEBRUARY 2, 2012

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. Most sales people give up after three.

Cost per Lead

Cost per Lead Sales Qualified Leads PointClear CPL

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

ViewPoint

SEPTEMBER 5, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads. The ever-present gap between marketing and sales continues for many businesses.

PointClear

PointClear B2B Marketing Eloqua Multi-Channel

B2B Lead Management Market Heats Up

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

Enterprise Management Work Management Marketing Management Lead Management

When You Should (and Shouldn't) Outsource Your Marketing

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. Lead Generation. Wait, you can outsource lead generation? Ideally, most of your leads are coming from inbound marketing -- people who raise their hand to say they want to hear from you by doing something like filling out a form on your website.

Enterprise Management

Enterprise Management Work Management Paid Search Agency Marketing Management

B2B Marketing Zone

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Webinars

Trending Sources

Leads are Hard

Webinars

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

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

Scheduling an Appointment With an "Uncloseable"

The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

Who We Serve. Why it Matters.

Use This Tool to Calculate Lead to Revenue

The Perfect Lead

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

Does Your Sales Team Know How to Follow-Up on a Lead?

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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

Dear CEO: Fix these three things and increase revenue

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

A Healthcare Information Technology Lead Generation Success Story

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Lead Generation: A Watched Pot Never Boils

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

The Power of the Human Voice in Lead Qualification & Lead Nurturing

Good Reads for B2B Sales - Selling at Every Level

Good Reads for B2B Sales - Cold Calling Revisited

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

The Key to Sales and Marketing Alignment: Empathy

BMA Atl Recap: Dan McDade on B2B Marketing & Sales Leads

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

‘The Truth about Leads’ Is Just That

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

B2B Lead Management Market Heats Up

When You Should (and Shouldn't) Outsource Your Marketing

Stay Connected