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Sales Lead Generation: Saving Money – Killing Performance

ViewPoint

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Bye-bye Bosch appliances, Kohler fixtures, Pella windows and white oak floors. The point is, not all sales lead generation firms are created equal, just as not all houses are the same. He liked us.

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The Flavors That "Sales Ready" Leads Come In

ViewPoint

At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus and no company firmographics and no telephone numbers).

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Lead Generation Best Practices Part 6: Fewer Leads Are Better

ViewPoint

With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. Money is wasted on sales lead generation programs that don’t work. After all, shouldn't more leads deliver more opportunities?

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Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

ViewPoint

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The most sought after content are research reports, white papers, case studies and product reviews. He suggests using this trend for ongoing long-term lead generation. Via BtoBMagazine.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

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Dear CEO: Fix these three things and increase revenue

ViewPoint

Here’s a real-life case that illustrates why this point is important: Over the past year marketing has generated thousands of “leads” from many sources with the most preferred source called Downloads from Content Syndicator—see table Lead Source Analysis. Here is a report from marketing: “We’re on track for a great quarter in lead generation.

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Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade

Heinz Marketing

And sure a market agent checks the box and say, “I generated x number of leads for y budget”. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. That is a higher bar than just saying, “thanks for downloading the white paper, would you like to see a demo?”.