ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Leads aren’t leads unless: They’re qualified.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. What constitutes a good lead? Is a good lead only one where a c-level executive is involved?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

Paul Gillin

FEBRUARY 2, 2012

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. Sales people don’t effectively follow up on longer-term opportunities.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50