article thumbnail

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

ViewPoint

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.

article thumbnail

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

ViewPoint

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. Make it your mantra (like PointClear associates do).

Insiders

Sign Up for our Newsletter

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

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. Plus they get support that’s hard (i.e. Want more info?

article thumbnail

Sales Lead Generation: Saving Money – Killing Performance

ViewPoint

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. I asked my contact how he thought a company could provide the same level of service for half the cost. The point is, not all sales lead generation firms are created equal, just as not all houses are the same.

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. But what companies need to start doing is developing value-based relationships.”. No, not at all!

article thumbnail

How Much Leads Cost

ViewPoint

For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ).

article thumbnail

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

ViewPoint

PointClear is known for its perseverance. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. Here’s What PointClear Persistence Looks Like. One billion dollars. There were 32 total touches from start to finish.