Remove customer
article thumbnail

Why would a company ever outsource anything?

ViewPoint

These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals. That’s essentially what PointClear clients do when they engage us for outsourced lead generation.

article thumbnail

Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. That one I am starting to believe.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

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

ViewPoint

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 some companies and some roles do not lend themselves to selling value. What we are trying to establish is the difference between what the customer used to do and how he does it now.

article thumbnail

Who We Serve. Why it Matters.

ViewPoint

I’m often asked what kind of companies PointClear serves. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. Some of the companies we represent have worked with us for more than 15 years.

article thumbnail

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

ViewPoint

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. 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.

article thumbnail

Use This Tool to Calculate Lead to Revenue

ViewPoint

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.

article thumbnail

Prospecting data accuracy

Biznology

Business marketers are always complaining about their customer data. We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . But when it comes to data quality, we have long wished for a better method of verifying the accuracy of the company records provided by data vendors. It’s a mess.”