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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.

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

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However, there are a lot of things good insourced operations and lead generation companies do well. Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? Many of the company names had no contact associated with the record.

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

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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). Make it your mantra (like PointClear associates do). For one client, it takes 9.82

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How Much Leads Cost

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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 I review a lot of content on this topic and am amazed at what I find written about lead cost.

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

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PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”. One billion dollars. A Keep-at-It Story Close to Home. Anecdotal Validation.

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Chairs are Dead—and Other B2B Marketing Hogwash

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I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. I invite you to subscribe to the PointClear blog so you never miss a post. That one I am starting to believe. Earlier today I was talking to my wife about the B2B marketplace.

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

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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. Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today.