ViewPoint

MARCH 22, 2018

The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. Value selling is PointClear's bread and butter. The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. You just have to ask the right questions.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

MAY 23, 2017

Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Cost per sales qualified lead is $1,250. How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JUNE 5, 2017

At PointClear, we facilitate accountability that translates into results. Determine which portion of your market you can reach and close most cost effectively. Zero in on prospects with high propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. So how do you get from here to there?

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JANUARY 13, 2017

Determine which portion of your market you can reach and close most cost effectively. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Focus on who needs you the most to avoid wasted effort. Segment and Stratify. Use Dynamic Engagement, including Triggers.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). Compare inbound and outbound results (including all costs).

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 9, 2010

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. Money is wasted on sales lead generation programs that don’t work. After all, shouldn't more leads deliver more opportunities?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 1, 2016

At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor. How much should a lead cost?

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I recommend that you create a dashboard for your company that includes all sources of leads and ALL costs. ” “Inbound rules. Stop interruption marketing.”

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 16, 2015

How much should a lead cost? It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. Even at 3x the cost, it's not apples and oranges. Focusing on the number of leads and cost per lead misses the point. What’s a good lead rate?

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. Additionally, for the better part of 19 years, we owned and operated a professional service organization that generated leads, appointments and sales by phone for a wide variety of organizations.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

JUNE 28, 2018

The elephant-hunting sales team was put through an extensive boot camp (at the cost of $15,000 a head) and $250,000 was spent on a logo and tagline by marketing. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

AUGUST 28, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). However, there are three key takeaways (with details to follow): Qualified inbound leads are generally MORE expensive than qualified outbound leads. Cost per Company.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead. Take a look at the following cost per lead comparison.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Continuing expansion of sales efforts means it will continue to be the largest cost. Sales and marketing headcounts have increased to generate new customers. Sales force efforts include field sales and inside sales teams using the phone. Target market challenges.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 4, 2018

Keeping data clean is critical to lead generation success. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. This knowledge can be predictively applied to generate higher return on future programs.

PointClear 120

PointClear SIC Cost Lead Ranking 120

Heinz Marketing

APRIL 22, 2019

And sure a market agent checks the box and say, “I generated x number of leads for y budget”. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. And what happens is that fewer and fewer of those leads are actually followed up by sales.

Top of Funnel 62

Top of Funnel PointClear Work Management Marketing Management 62

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. This knowledge can be predictively applied to generate higher return on future programs.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

AUGUST 2, 2017

Marketing has a lead quantity and lead cost goal without regard to the effectiveness of the effort (i.e. Lead cost: To complete the story referenced above, the 9,000 suspects were acquired (for a total cost of $208,350, at $23.15 Cost per Lead (based on $61.50/hour Lead definition. Process for following up on leads.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

Paul Gillin

FEBRUARY 2, 2012

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. McDade believes that most companies invest far too much in lead generation and far too little in lead qualification and nurturing. These tactics can generate a lot of names, but not many qualified leads.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

AUGUST 3, 2010

- Junta 42 , July 29, 2010 This cost of content marketing post was inspired by Kate Headen Waddell’s post entitled Pay Peanuts Get Monkeys. Blog to Generate Leads - Lead Views , July 16, 2010 The importance of Corporate blogging is known to all, but few companies are able to use this medium as a lead generation tool.

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. Enter the databasing process of recording customer preferences for product, size, cost, shape, color, application, etc. So there you have it.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. Then again, sometimes hiring someone in house is way more trouble and cost than it's worth. Lead Generation. Wait, you can outsource lead generation? So to say that you're outsourcing lead generation as an inbound marketer is kind of like.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28