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Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

ViewPoint

Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? RESEARCH: Are folks responsible for reaching out to your market knowledgeable and prepared for quality conversation? NURTURE: Are you getting maximum return on marketing programs?

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How Much Leads Cost

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see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. per gross lead). You can read more here.

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

ViewPoint

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”. I have been extremely busy but I’ll be ready to talk to you soon.”. We didn’t stop.

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Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA

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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. Those who’ve had the privilege of working with Kimmy know that this is a well-deserved honor.

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices.

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The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

ViewPoint

As an example, PointClear targets two contacts within each account location. However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles. This is, in fact, the cadence designed for the client in this example.