ViewPoint
NOVEMBER 8, 2017
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? TARGET, SEGMENT AND TEST: How often does your team analyze lists? They had not.
ViewPoint
OCTOBER 31, 2017
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.
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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.
ViewPoint
APRIL 16, 2018
I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. Listen to Dan’s segment below. Dan has some interesting perspectives, as have other guests on my show.
ViewPoint
FEBRUARY 23, 2018
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.
ViewPoint
JUNE 5, 2017
At PointClear, we facilitate accountability that translates into results. Segment and stratify. For a case study about how one technology company entered the era of accountability (by partnering with our company), read this post. So how do you get from here to there? Focus on who needs you the most to avoid wasted effort.
ViewPoint
JULY 10, 2012
We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. Lead rates never dropped to zero.
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