ViewPoint
JANUARY 4, 2018
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. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads.
ViewPoint
JANUARY 10, 2018
The variety of today’s “leads” are an even worse mix of “not qualified leads” than those coming from IEN magazine. At least IEN readers were, for the most part, mostly qualified “birds of a feather." High quality B2B teleprospecting and telequalifying are key to turning the garbage into gold. Guess what.
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ViewPoint
FEBRUARY 13, 2018
Or alternatively they use a formulaic approach and say if we close 10 percent and the average deal size is $50,000, then the return on marketing investment would be 10x, and we have to have at least 8x so 10x qualifies, and they approve the program. Jim Obermayer: At a higher price. Nice makes for a great working environment.
ViewPoint
JANUARY 22, 2018
Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. Requiring budget and timeframe to qualify a lead (other than those for low-priced commodity offerings) ensures that you are eliminating some of the best opportunities. All leads have warts.
ViewPoint
JUNE 28, 2018
While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization. Do we provide staffing, or are we a HR services firm? But that is baloney.
ViewPoint
MARCH 22, 2018
Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. We are not the low-price leader.) It is possible however to qualify for an inhospitable environment.
ViewPoint
JUNE 16, 2015
The lead rate for high quality, enterprise opportunity leads has been roughly flat.) 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. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events). Most companies stop here.)
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