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

MARCH 22, 2018

The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. (See this blog for a build vs. buy analysis that takes that argument off the table.).

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

NOVEMBER 7, 2017

Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs. Under her leadership, her teams deliver the sales-qualified leads client marketing leaders are looking for. You have until Dec.

Sales Qualified Leads 159

Sales Qualified Leads Lead Management Sales Leads Lead Qualification 159

ViewPoint

NOVEMBER 17, 2016

I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on.

Lead Qualification 120

Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 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

ViewPoint

NOVEMBER 6, 2014

But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification' We blame the products, the salespeople, and then we blame the salespeople again.

Lead Qualification 120

Lead Qualification Sales Qualified Leads Marketing & Strategy Lead Generation 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. Voicemails are a waste of time.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JULY 29, 2014

Lead Generation Lead Qualification Sales Leads' Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.” ” Was he right?

Lead Qualification 120

Lead Qualification Lead Generation Sales Leads Leads 120

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

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.”. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

AUGUST 12, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? Lead Qualification'

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Ranking Lead Scoring 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

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 28, 2018

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. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

AUGUST 19, 2014

Here, in the second of this three part series, we will hear from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 26, 2014

Lead Qualification Inbound Marketing Lead Management' That’s the overarching question I recently presented to a panel of industry experts.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Ranking 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

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

NOVEMBER 2, 2016

The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.

Lead Ranking 120

Lead Ranking Lead Scoring Lead Qualification Validation 120

ViewPoint

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

DECEMBER 7, 2010

From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 10, 2013

Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. Generally, revenue for Marketing doesn’t meet those criteria. In my opinion, it’s for this “generated interest” that they should be compensated. Eric and I talked about paying Marketing on: Total inquiries. Total Revenue.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. The marketing team sees this as a “great source of leads”.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Ranking 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

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

JANUARY 12, 2012

“We’re on track for a great quarter in lead generation,” she writes. “This month we generated 1,278 leads from all sources—that’s a 30 percent gain over last year! And in spite of higher ad rates, we continue to keep our cost-per-lead under $100!

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

AUGUST 21, 2013

Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced. Whether you call it Gold Calling or cold calling 2.0,

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 28, 2015

Depending on the source this will vary, but along with the leads we generate, we provide detailed documentation of conversations AND a digital audio file (except where prohibited) so that you can get to know the personality, cadence and communication preferences of the prospect and validate that the lead qualification criteria has been met.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 23, 2017

How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads? Did you know that leads cost more than you think, but probably a lot less than you are currently paying?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. They’re generating tons of leads. He also is encouraged by hearing that “VPs of sales—when they were being interviewed in the Valley—were asking the CEO what his lead generation strategy was.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

OCTOBER 7, 2017

Sending sales leads that suck is a lose-lose plan. Read “How Much Do Your Leads Cost” to understand why. In 30 minutes or less I can help you estimate what your lead cost should be.

B2B Sales 222

B2B Sales Sales Leads Lead Generation Lead Ranking 222

ViewPoint

JUNE 16, 2015

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I do, however, challenge the value [emphasis added] of that inbound lead versus the value [emphasis added] of the outbound lead, and that was not discussed. Bottom line?

Lead Ranking 120

Lead Ranking Lead Scoring Cost per Lead PointClear 120

ViewPoint

JUNE 15, 2017

One finding stood out: 85% to 90% of all inquiries and leads were in a qualification and nurture process that was out of control. The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople.

Sales Qualified Leads 168

Sales Qualified Leads Lead Ranking Lead Scoring Telemarketing 168

ViewPoint

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120