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

JUNE 5, 2015

So decide in advance if you are looking for quality over quantity, and if you are willing to wait for leads to be developed that are worth your sales team’s time. You effectively accelerate revenue by identifying better opportunities and by working them early in the cycle rather than responding to RFP’s won by a more agile competitor.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

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. Take a look at what YOUR lead to revenue calculator looks like.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

What’s it take to generate a volume of real leads, the ones you really need? Over the past two decades we’ve worked hard to crack the code on this. Of course, these leads—which can be attractive to those who value cost-per-lead above other criteria—will be not be followed up by Sales and will end up in the CRM black hole.).

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 23, 2016

When the two departments don’t agree on what they’re working toward, marketing will continue to accuse sales of disregarding leads, and sales will continue to accuse marketing of providing bad leads. SQL, a sales qualified lead, which is a lead that results in an closeable opportunity.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

SEPTEMBER 10, 2013

Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. The key to making revenue programs work is to pay them on something they have the most control over; something directly connected to their efforts. Total Revenue. We kept coming back to total revenue. Is this good or bad?

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

MARCH 22, 2018

Do not leave them to work it out for themselves, they might not bother! Focus on explaining and expressing how it works for the customer. He said: “ You have the business, I just want you to work through my sales operations guy to finalize the deal.” Dave Kurlan. Sales Performance International.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

AUGUST 2, 2012

Linking marketers’ variable pay to sales performance increases the likelihood that marketers will make it their mission to work closely with sales teams to ensure that marketing efforts drive positive sales outcomes.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". It’s the studs of an ugly structure for the finishing work that makes it beautiful. If you have not killed BANT in your lead qualification process, do it now. "I believe that this is market dependent. It is not the magic wand either.

Opinions 120

Opinions Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MARCH 1, 2012

He correctly notes that neither marketing automation nor any technology is capable of delivering effective demand generation strategies and lead management processes. He adds that it can enable and support these two areas by helping with content marketing, lead nurturing, and lead qualification.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

JULY 11, 2011

It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

OCTOBER 20, 2011

We work with our complex-sale B2B clients to leverage their marketing automation initiatives, and marketing automation is a key ingredient of our internal lead generation, lead qualification and lead nurturing processes.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

JANUARY 9, 2014

Actually I take that back, it’s not okay if you pass those 10 leads to quota-carrying sales reps. It is okay if you filter those leads via a combination of lead nurturing and sales development (or lead qualification) before you pass to your sales team. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 24, 2011

In fact, there are advantages similar to those of Kenandy’s cloud strategy in that PointClear’s outsourced services can accelerate lead time-to-delivery and reduce the need for internal marketing and sales groups to invest in lead generation, lead qualification and lead nurturing infrastructure.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 28, 2015

Exciting when it works. The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. This will provide insight that goes beyond their work history and education. Today, the Hail Mary pass usually refers to a last minute pass into the end zone to score from behind for the win.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 21, 2013

One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

AUGUST 22, 2011

To define the current process, identify gaps, and create a new lead management process that fills those gaps. This process should cover areas such as data management, lead qualification, lead routing, lead nurturing, and metrics. To see how this can work, Go to “Myth 5” in this example.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JANUARY 26, 2012

Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Direct mail Direct mail, for decades the workhorse of direct response communications for lead generation, still delivers the goods. Better yet, but more expensive, is dimensional mail, delivered by an express mail service.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MAY 23, 2017

Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% None were actually leads. Not very efficient, right? What a waste.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. In this context, the solution works best for ecommerce companies where social media can be directly linked to transactions and revenue positions, a more straightforward ROI scenario than in the B2B complex sale. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JUNE 15, 2017

In all, there were about 40 inside people in two departments working on the qualification and nurture process. Doing what doesn't work is one of 56 reasons sales are down, from the ebook: 56 Ways to Turn Around Failing Sales. They say they aren’t going to buy right away, they have no budget and they are not the decision maker.

Sales Qualified Leads 168

Sales Qualified Leads Lead Ranking Lead Scoring Telemarketing 168

ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified. touches to engage with a prospect. The program was an unqualified success.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JUNE 16, 2015

For argument's sake, let's just say it takes 10 inbound leads to get one pipeline opportunity, and 3 outbound leads to do the same. We attribute it to the fact that the outbound work does much of the screening and vetting and sometimes even the first steps of selling, thereby increasing the quality of the lead.

Lead Ranking 120

Lead Ranking Lead Scoring Cost per Lead PointClear 120

ViewPoint

OCTOBER 7, 2017

Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Sending sales leads that suck is a lose-lose plan.

B2B Sales 222

B2B Sales Sales Leads Lead Generation Lead Ranking 222

ViewPoint

MAY 1, 2012

For example, it would be possible to generate a qualified lead for a $10,000 piece of hardware for a couple hundred dollars. Technical specifications are to the point, the buying process may involve working directly with a single contact in a purchasing group, or the sale may be transacted via an ecommerce application.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

MARCH 4, 2014

That’s the only way to provide your sales force with the data they need to successfully and quickly follow up on inbound leads. Let’s say your marketing efforts are generating leads and you’ve got an effective lead qualification process in place. Inbound Marketing Problem #3: The Black Hole Between Marketing and Sales.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

JUNE 27, 2011

We have collaborated with Karen and CenterBeam on lead qualification, lead generation and lead nurturing programs, and I had an opportunity recently to ask her for her take on the in-house vs. outsource question, as well as her take on success factors, challenges and benefits associated with outsourcing.

Lead Generation 120

Lead Generation Lead Ranking Marketing Qualified Leads Sales Qualified Leads 120