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

ViewPoint

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?”

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. Think of those annoying robo calls. One simple trick.

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Sales Lead Generation: Saving Money – Killing Performance

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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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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

ViewPoint

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). We invest about 10,000 touches to generate 50 leads. Make it your mantra (like PointClear associates do).

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

ViewPoint

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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Who Owns the Pipeline, Marketing or Sales?

ViewPoint

It’s referred to as the sales pipeline and it’s owned by sales people, right? I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. SLMA Radio is one of six marketing and sales shows for at-work listeners on the Funnel Radio Channel.