ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. As a result of this finding, the client changed its lead qualification scoring method and description of what a good prospect looked like. 22% of more than 20,000 raw leads converted to qualified leads.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

MARCH 8, 2011

I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 120

ViewPoint

FEBRUARY 23, 2018

This scenario is in stark contrast to what others in our industry do, which can be encapsulated as follows: Send me a list, send me a script, send me some money—and we’ll send you some leads. (Of Does your CRM manage list segments, cadence, lead data and other outcomes? That doesn’t work either. Let us help you light the fire.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 23, 2017

Best case a stack of leads (virtual or otherwise) is rifled through, a few leads are cherry-picked out – and other leads are left to go into the black hole frequently called CRM. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JUNE 15, 2017

Twenty percent of the savings obtained from cutting the two departments went to an outside qualification service tied into the CRM system. Lead flow jumped by 300% to 400% in four weeks. Immediate-need’ leads were hot transferred by telephone to a rep. Two departments were consolidated into one smaller department.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

JUNE 30, 2015

Standardize the qualification questions. Use the same basic qualification questions in everything: All promotions. CRM and marketing automation systems. Make a decision for lead distribution. Landing pages. Business reply devices. Contact us forms. Telemarketing scripts. Some questions will differ by product.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

MARCH 4, 2014

Inbound Marketing Problem #1: Too Many Leads. Ironically, we often see a huge pile of entries in the “lead” part of the sales funnel in some of our client’s CRM records. They’ve got tons of leads in the pipeline, but very few making it past the initial lead stage. Conclusion.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120