ViewPoint

FEBRUARY 23, 2016

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead? Have marketing and sales decided on a shared definition for a qualified sales lead?

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

NOVEMBER 4, 2014

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification' You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak!

Opinions 120

Opinions Lead Qualification Leads Lead 120

ViewPoint

OCTOBER 31, 2014

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification' You’re weak! You’re weak! You’re weak!”

Opinions 120

Opinions Lead Qualification Leads Lead 120

ViewPoint

OCTOBER 29, 2014

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification' You’re weak! You’re weak! You’re weak!”

Opinions 120

Opinions Lead Qualification Leads Lead 120

ViewPoint

AUGUST 12, 2014

Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? Lead Qualification'

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Guess what. This is a key benchmark.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

AUGUST 19, 2014

Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 26, 2014

Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 17, 2016

I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. And, if you want to talk about why you should not use BANT or ANUM to qualify leads, let me know ( dan.mcdade@pointclear.com ) or ask a question and I will respond promptly.

Lead Qualification 120

Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. I n the first two weeks of the program you will see disproportionately more unqualified dispositions than qualified dispositions or leads. (In Guess what?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 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

NOVEMBER 6, 2014

But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification' We blame the products, the salespeople, and then we blame the salespeople again.

Lead Qualification 120

Lead Qualification Sales Qualified Leads Marketing & Strategy Lead Generation 120

ViewPoint

JULY 29, 2014

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?

Lead Qualification 120

Lead Qualification Lead Generation Sales Leads Leads 120

ViewPoint

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. Lead flow jumped by 300% to 400% in four weeks.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. 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. Read Is it Better to Insource or Outsource Lead Generation?

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

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. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

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

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

MARCH 8, 2011

I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 120

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. The marketing team sees this as a “great source of leads”.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 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.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Pay attention.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 16, 2010

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Most of the others had little or no pre-qualification information.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking 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

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

JUNE 16, 2015

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. I have seen inbound lead rates reported as high as 11 – 14%.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 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

SEPTEMBER 10, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. Eric and I talked about paying Marketing on: Total inquiries.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

AUGUST 2, 2012

Misaligned goals, differing definitions of qualified leads, blame games, and more. For example, the two organizations must: Jointly define a qualified lead— This is an area of contention that needs to be overcome. Contact her at ginger.conlon@dmnews.com or @customeralchemy.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. 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. Sales and marketing activity.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

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? Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120