Examples Lead Generation PointClear Sales Qualified Leads 
ViewPoint
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.
ViewPoint
MAY 11, 2017
PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). The point is, not all sales lead generation firms are created equal, just as not all houses are the same.
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ViewPoint
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Part III: Expectations for ongoing success: marketing and sales accountability. In fact, you may not even see any leads in this time period.) Guess what?
ViewPoint
FEBRUARY 7, 2012
In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Example 1: A shift in scoring criteria drives higher results. Example 2: A new predictive targeting model.
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.
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). This is, in fact, the cadence designed for the client in this example.
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. That is why you frequently hear sales say: “the leads suck.”. The math isn’t real complex.
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