ViewPoint

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How to Blow $100,000 on a Lead Generation Campaign

ViewPoint

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). Compliance laws are a good example of how a fear of loss condition of need is reached: If you don’t comply with this regulation or that guideline, you will be fined and lose money. The Verdict.

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Dear CEO: Find out how well your team is nurturing its B2B sales leads

ViewPoint

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count.

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How to Turn Sales Leads into Revenue, Not Just Work

ViewPoint

For example, companies always want to make more money. For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology.

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

ViewPoint

This is, in fact, the cadence designed for the client in this example. As an example, PointClear targets two contacts within each account location. However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement. For example: Sales process information, updated client lists, active opportunities, messaging, etc.)

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What is Value Selling and How to Generate Leads in Companies that Buy Value

ViewPoint

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Let’s Take an Example.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

20,000 companies with multiple contacts and verified technical environment information—but with no email addresses. 20,000 companies with multiple contacts and verified technical environment information—but with no email addresses. Here’s an example from one of our past research partners, an $80 billion IT management organization.