ViewPoint

JUNE 2, 2015

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. There are certain responsibilities specific to the client that can help make their program a success.

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Lead Generation Generation Work Management Leads 120

ViewPoint

AUGUST 11, 2016

For one, there is greater recognition that marketing should deliver qualified leads that are fully vetted, closeable and likely to convert through the buyer’s journey. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. The cost-per-lead metric accomplishes none of the above.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

APRIL 17, 2012

I responded in saying it is a leadership issue and having sales control the lead generation task without hiring someone to do it (which just drives up sales expense) is not the answer. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

SEPTEMBER 25, 2012

Is your lead generation plan based on the forecast by product? Lead Generation Based on Forecast? For every lead generation tactic, you should have the cost divided by the inquiries or the qualified leads. 35 leads will find 15.75 Ramping Up Lead Generation to Match Sales Forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

SEPTEMBER 24, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Well, it’s neither.

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Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

OCTOBER 6, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 8, 2011

Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. These metrics have greater meaning to executives outside of marketing, helping to earn more respect for marketing.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 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. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Sangram Vajre, Terminus : Think of ABM as revenue generating—NOT lead generating.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JUNE 7, 2011

For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. As a matter of fact, successful lead generation processes rarely run what we know as "campaigns."

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 14, 2011

billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

DECEMBER 9, 2010

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. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Not seeing the forest for the trees.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

JULY 10, 2012

It is interesting to note that when GDP goes down, long-term lead rates sink while short-term lead rates more or less hold their own. Understanding this can help you pinpoint your marketing investments and generate better than average results.

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BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. All of those years, all of those calls and all of those clients taught us a thing or two about why outsourcing lead generation or appointment setting is perfect for some companies and a disaster for others.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.”

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 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

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. The numbers speak for themselves.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Our success stories are attributed to this persistent (yet professional) approach to teleprospecting. Anecdotal Validation.

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Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

DECEMBER 27, 2016

Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—three times higher. Want help with nurturing? I can help.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. Without a carefully crafted plan to nurture your leads, and without outbound efforts as part of the mix, meeting your numbers is going to be tough.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

FEBRUARY 26, 2016

Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. Inbound Helps Fill Your Revenue Gap, But How Much? The Key: An “Allbound” Marketing Approach.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

APRIL 28, 2017

Stopping or slowing down lead generation, qualification and nurturing programs creates what I call a “bubble-in-the-funnel.” Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Contact me if I can help.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

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

JANUARY 26, 2018

Some people ask if voicemail and email should be part of the sales lead generation cadence. Many of the leads we generate for clients are the result of a call back or email reply. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Not all sales leads are created equal. Find the Pain.

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Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 2, 2016

In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. Today we will discuss how lead nurturing can triple the return on most marketing campaigns: Nurturing is essential for successful lead generation—both inbound and outbound.

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Lead Nurturing Top of Funnel Sales Qualified Leads 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.

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PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. It also helps both parties be clear on mutual responsibilities and follow-up. Pay attention.

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PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

NOVEMBER 5, 2013

Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results.

Sales Qualified Leads 120

Sales Qualified Leads Video Marketing High Quality Lead Lead Generation 120

ViewPoint

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Precise management of lists, lead data, cadence and outcomes drives revenue. We can do that because the associates on our team have what it takes to have the interactions that generate quality leads.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120