ViewPoint

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

Top of Funnel 189

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

ViewPoint

FEBRUARY 26, 2015

A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead. Lead Generation Lead Nurturing' The first type of data we’ll look at is what we call the “pipeline” disposition*.

Leads 120

Leads Lead Marketing Qualified Leads Lead Nurturing 120

ViewPoint

MARCH 10, 2015

Lead Generation Lead Nurturing' In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.

Marketing Automation Services 120

Marketing Automation Services Leads Lead Marketing Qualified Leads 120

ViewPoint

NOVEMBER 7, 2017

Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs. Under her leadership, her teams deliver the sales-qualified leads client marketing leaders are looking for.

Sales Qualified Leads 159

Sales Qualified Leads Lead Management Sales Leads Lead Qualification 159

ViewPoint

MARCH 3, 2015

Unfortunately, I find that most companies ignore the value of qualified nurture dispositions—meaning that while they go to the expense of identifying leads, they squander the opportunity to identify the highest potential long-term prospects. Lead Nurturing' What a waste! With that said, how does this all play out?

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

JANUARY 20, 2015

After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Lead Generation Prospect Development Lead Nurturing' Who wouldn’t?

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Leads Contacts 120

ViewPoint

OCTOBER 31, 2017

Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. Plus they get support that’s hard (i.e.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

JULY 24, 2017

How can one company be considered an uncloseable to one lead generation services firm and a success to another? At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. Don’t let your bottom line fall victim to overpromising and under-delivering inbound programs.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

AUGUST 20, 2018

In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead development function. A lead farmer equips the sales rep with in-depth knowledge about the prospect. Often this process takes months.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

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.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

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.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

MARCH 7, 2018

Highlighted below are the six skills required for active listening, which we have adapted from the Center for Creative Leadership , a top-ranked, global provider of leadership development, for the purpose of training our associates on the skills needed to perform as expert B2B sales lead generation, lead qualification and lead nurture professionals.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

FEBRUARY 23, 2012

He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges. Shifting marketing metrics from a focus on the number of leads to deeper-in-the-funnel close rates will correctly prioritize lead quality.

Top of Funnel 120

Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

MAY 23, 2013

According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. Delivering relevant content was cited most often as the method that would improve email efforts, followed by lead-nurturing programs and the content''s quality and volume.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

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.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

NOVEMBER 8, 2016

Third, a gold calling program requires sales to reviews leads provided to them and either accept or reject them within 24 to 48 hours. What I call a judicial branch of cross-departmental judges determine if the lead meets the criteria and ensures that the lead either goes back to sales or is put in a lead nurturing program.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 2, 2016

Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Validation and calibration of lead scoring : Your scoring needs calibration.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

MAY 18, 2016

However, since only a small percentage are truly qualified, the cost to nurture them is high—especially if you are using your direct sales team to do it. The so-called lead that cost $25 to generate inbound will cost more than $2,500 to bring to a sales-accepted state (vs. an average of $1,350 for a qualified outbound lead).

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

MARCH 1, 2016

The real potential of lead nurturing is ignored. However, that is overly simplistic and lacks critically important metrics. Revenue projected from the “write content and they will come” mentality is overestimated. Furthermore, necessary outbound investments are underestimated.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JUNE 21, 2018

Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

DECEMBER 7, 2010

Results multiply when lead nurturing strategies multiply. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 12, 2011

PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads. This approach may not help with lead nurturing or ROI, but it’s fun to step back and laugh at some of the things we do in the lead management business.

Lead Management 120

Lead Management Sales Leads PointClear Marketing Management 120

ViewPoint

DECEMBER 19, 2012

Marketing Management: Get a marketing automation program in place with full-on sales lead nurturing. Sales Management : Use the CRM system yourself. Be an expert. It is your best friend. This is, and continues to be, the best investment you can make in getting a jump on your competitors who lag on this discipline.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

MARCH 8, 2011

With C-level executives at these firms, correct lead qualification and lead nurturing strategies require proactively engaging and building personal relationships rather than expecting technology to provide sales-ready buyers.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 120

ViewPoint

APRIL 14, 2011

Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Identify high-level decision makers in prospect companies. Engage them in dialogue around their business challenges.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

MARCH 29, 2011

Listen as McDade discusses: The best approach for lead nurturing. Why firms need quality leads not just more leads. The one thing you must do to improve lead generation. You need a process that moves them closer to the sale, McDade says. How to communicate and get the attention of executives.

Marketing Automation Services 120

Marketing Automation Services Service Lead Nurturing Paid Search Agency 120

ViewPoint

FEBRUARY 23, 2018

I've always said that what we do is not rocket science, but there are a lot of moving parts that make it difficult to manage lead generation, lead qualification and lead nurturing in-house and/or on a small scale. See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 11, 2011

Lead scoring and lead nurturing will move from art to science. Scoring and nurturing used to be “nice to haves” and they are now “must haves” Reps need to be able to prioritize their workloads and lead scoring helps them separate activity from real opportunity.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

MAY 5, 2011

RPM is being positioned in a similar way: a strategy, an application, analytics, and integration that bring together demand generation, marketing automation, lead nurturing, and lead management to measure, manage, and drive top line revenue growth.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

NOVEMBER 7, 2011

A short-sighted focus on immediate results can reduce the proven return from committing to mid- and long-term lead nurturing. Internal marketing and sales performance measurement may be based on the wrong metrics. C-level executives may not be fully committed to supporting a comprehensive strategic account management initiative.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

NOVEMBER 29, 2011

This article examines how focusing only on short-term leads wastes investments in lead generation programs and ignores the revenue to be gained by consistently nurturing long-term leads until they are ready to buy. Voting is now open at TopSalesAwards.com and runs until December 9.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

JULY 11, 2011

There is something of an irony at work here in that the MA offerings focus on generating inbound leads, and it’s a requirement that MA vendors need to supplant their own functionality with huge investments in outbound lead generation, lead qualification and lead nurturing if they want to achieve enterprise-level, complex sale success.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

OCTOBER 9, 2012

VP I was talking to yesterday summed up the “state of the industry” as he sees it: “Well, since we can’t seem to get sales reps to follow-up on leads, we are going to try to tele-sell a $25,000 trial with a money back guarantee. If we turn those trials over to sales instead of leads, maybe then we can get them to do their job”.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120