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.”.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

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. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. Plus they get support that’s hard (i.e.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. Ann Handley, C.C

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ViewPoint

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. Our associates have a range of industry expertise that comes from long experience.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. But a live one-on-one conversation also differs from online approaches. Personal connection.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Ranking 120

ViewPoint

JUNE 21, 2018

Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results. Now project the revenue you expect to generate through inbound leads.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MARCH 7, 2018

Highlighted below are the six skills required for active listening, which we have adapted from the Center for Creative Leadership , a top-ranked, global provider of leadership development, for the purpose of training our associates on the skills needed to perform as expert B2B sales lead generation, lead qualification and lead nurture professionals.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. We are not the low-price leader.) You just have to ask the right questions.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Develop a lead hand-off process and follow-up best practices. Virtually 100% of these “reheats” result in a rescheduled call.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Sales and marketing headcounts have increased to generate new customers. Sales force efforts include field sales and inside sales teams using the phone. Continuing expansion of sales efforts means it will continue to be the largest cost.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Heinz Marketing

APRIL 22, 2019

“ The unsung hero – lead nurturing. And what happens is that fewer and fewer of those leads are actually followed up by sales. And sure a market agent checks the box and say, “I generated x number of leads for y budget”. The total addressable market is the market that you want to sell to.

Top of Funnel 65

Top of Funnel PointClear Work Management Marketing Management 65

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. This process results in the identification of recommended courses of action that are likely to improve sales lead generation results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

AUGUST 2, 2017

This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition. Lead definition. Process for following up on leads. Lead nurturing.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Lead Scoring ROMI 192

Biznology

SEPTEMBER 24, 2014

Howard is a seasoned lead generation pro, and a terrific writer. Brian made an important point in his recent post Stop Cold Calling and Start Lead Nurturing. It seems so obvious that a robust lead nurturing effort reduces the need for constant lead acquisition, but this is often overlooked.

PointClear 80

PointClear B2B Marketing B to B B2B 80

Paul Gillin

FEBRUARY 2, 2012

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. These tactics can generate a lot of names, but not many qualified leads.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

ViewPoint

MAY 7, 2015

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

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