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

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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.

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Embarking on a sales lead generation project: What could go wrong?

ViewPoint

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”

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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). We invest about 10,000 touches to generate 50 leads. Make it your mantra (like PointClear associates do).

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? The moment a phone contact is made, we’re all ears. The tone of the prospect is generally clear almost immediately. One simple trick.

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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.

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

ViewPoint

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.

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

ViewPoint

As an example, PointClear targets two contacts within each account location. These contacts are worked until completed or until the contact cycle is exhausted. We start the cadence once a contact is validated, and we work it to arrive at a disposition. Targeted contacts per account. Voicemail #3.