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). Completed dispositions per day Estimated lead rate Leads per month.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Peer-to-peer 120

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. None were actually leads.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JUNE 28, 2018

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? This is all because the company did not agree internally on its market, the definition of a lead or what they sold. Not 50 things. Measure what matters.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

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