ViewPoint

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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

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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.

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Sales Lead Generation: Saving Money – Killing Performance

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The point is, not all sales lead generation firms are created equal, just as not all houses are the same. What else, besides labor costs, factor in to the costs of lead generation? Bye-bye Bosch appliances, Kohler fixtures, Pella windows and white oak floors. Hello 8’ popcorn ceilings, cheap insulation and hollow doors.

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Is Your Lead Generation Strategy Broken?

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A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. If your lead generation strategy is broken, it’s not unreasonable to guess that your revenue goals might be difficult to attain.

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How to Leave Voicemails that Generate Results

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Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Multi-touch, multi-media and multi-cycle processes multiply results.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. In the end, we generated more the twice the number of leads at one-third the cost.

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” Often multiple times. It isn’t dead.

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Embarking on a sales lead generation project: What could go wrong?

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a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”