ViewPoint

MAY 17, 2018

Before diving deeper, it is my opinion (after more than 35 years in direct mail marketing and B2B tele-prospecting) that there is no such thing as a good list. I am sure you get bombarded with calls and emails almost every week (if not every day) with hot new list offers. All lists are going to suck. Guess what.

Sales Qualified Leads 120

Sales Qualified Leads Buy 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. They listed those that they had had success with on top. Here is a list of desireable outcomes and and explanation of why each is desirable.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

MAY 23, 2018

You can see from the above breakout that standard lead generation—the approach most organizations take —nets 50 highly qualified leads against a list of 1,000, or a 5% lead rate. Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4%

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

NOVEMBER 13, 2017

What Is Multi-Touch? To reduce sales lead generation cost, you need to optimize the value of each prospect. One way to do this is to avoid under-touching your targets.

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

SEPTEMBER 29, 2016

The steps to achieving higher return through market segmentation include the following: Identify discriminating characteristics among the databases and lists. Segment the databases and lists into small homogeneous cubes or layers of similar companies. Conduct tests to profile and uncover opportunity in the cubes.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. 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.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

OCTOBER 3, 2017

They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. What if instead, using the outcomes or dispositions listed under Advanced Lead Generation (table below), it was possible to generate another 104 leads by reaching out to just 700 companies, instead of 1,000?

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JANUARY 26, 2018

The way this usually works is: send a third party a list, send them a script, send them some money and they will throw some so-called leads over the fence to sales. On the first pass through a list the same 50 SQLs (sales qualified leads) are identified as with the standard lead generation approach. Our experience is that 7.5%

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

NOVEMBER 7, 2017

The list of winners will be posted on Dec. PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec.

Sales Qualified Leads 159

Sales Qualified Leads Lead Management Sales Leads Lead Qualification 159

ViewPoint

JULY 26, 2018

A few podcasters use almost every tactic listed here. This program is also pushed out to the 2,400 people on the inquiry/sales lead list from the last 12 months. They too will get an email on it when it pertains to their product/service interest, which is about half of the list. Newsletter. Resources section of the website.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

FEBRUARY 23, 2018

Is it the name on a list you bought from a content aggregator for $23? Precise management of lists, lead data, cadence and outcomes drives revenue. Does your CRM manage list segments, cadence, lead data and other outcomes? Can you segment, re-segment or retire lists or list segments in seconds? What is a lead?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 28, 2015

Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Recently, my COO reminded me that I gave her this list on her first day with the company and said she still refers to it today. After all … we’ve seen it all. The important thing is that the information is and detailed.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

OCTOBER 31, 2017

expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. Clients benefit from our proven methodology and technology platform based on 20 years of industry success. Plus they get support that’s hard (i.e.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

APRIL 26, 2013

Additionally most respondents prefer building their own lists, the study found, as opposed to using lists rented or bought from third parties. 5 Tactics to Grow Your Email List. Marketers can—and should—grow their e-mail lists organically, Mike Hotz writes. Via BtoB Magazine. Via MarketingProfs. Via Mashable.'

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

NOVEMBER 2, 2016

Understand why a clean list doesn’t equate to a high-performing list. Data validation and enhancement: Have you ever been in the position where you have so much data that you are tempted to either clean it all up or throw it all out? Avoid the missed potential that traditional database clean-ups miss.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

MARCH 26, 2015

One of the most important steps is to begin creating a list of client issues your company has successfully addressed. The list should include: Customer pains you’ve removed. From that list, Mike says to craft a “playbook” with short and sweet talking points you can spit out in the first few seconds of a conversation.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

JULY 19, 2017

tweaking the message, segmenting the list, course correcting on timing). And if this person was hesitant about escalating issues for fear of appearing weak, the effort (and investment) would not be worthwhile. It takes an accountable and confident manager to make decisions following initial testing (i.e.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

FEBRUARY 8, 2016

To generate short-term success, CMOs can purchase an expensive list of leads, but Matt warns against that strategy. It’s costly and marketing teams will end up depending on purchased lists to generate pipeline growth in the future. This largely translates into long-term failure.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

OCTOBER 19, 2017

Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Just as Miller Lite excels in two conflicting arenas (palatability and how full it makes you feel), outsourced teleprospecting does as well.

Lead Generation 149

Lead Generation Cost PointClear Generation 149

ViewPoint

DECEMBER 27, 2016

In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. ITSMA’s data says that for high consideration technology solutions, this is a myth.

Top of Funnel 189

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

ViewPoint

OCTOBER 29, 2013

I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads. Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

FEBRUARY 28, 2018

For those not yet on our client list, let’s talk about working together to provide the 100% sales-qualified leads your sales needs. An analytics solution for manufacturers that improves decision-making, and plant operations. For those we’re already serving, thank you for the partnership opportunity.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 5, 2017

InsideSales.com has received numerous accolades for its technology, including being named to the CNBC Disruptor 50 and Forbes Cloud 100 lists and earning recognition as one of the fastest growing companies, according to Inc. InsideSales.com enterprise customers include ADP, Microsoft and Groupon.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

OCTOBER 20, 2017

The supporting services we provide our team (because teleprospecting is the core competency of our entire company) such as list services, data analysis and segregation that add exponential value. Download More Effective, Less Expensive —a side-by-side, line-by-line cost analysis of inside and outsourced lead generation approaches.

Sales Qualified Leads 149

Sales Qualified Leads Lead Generation Sales Leads Lead Scoring 149

ViewPoint

NOVEMBER 29, 2012

But on this topic, their ‘wish list’ from Marketing, it was passionate and heartfelt, with a hint of mischief and desperation. Last month we ran a list of the wishes from marketers to salespeople. It was interesting and relatively a nice polite list, for the most part. We want qualified leads.”. “We

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

SEPTEMBER 16, 2014

Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales.

Tips 120

Tips Ad Building Blogger Pricing 120

ViewPoint

MAY 23, 2011

Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. When B-to-B marketers want to find new prospects, they have traditionally relied on two types of lists. Is the data correct?

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

MARCH 19, 2018

While this document is a firm grounding in marketing metrics and analytics (I printed and bound my copy), Part 5, page 49 has a comprehensive list of 46 program-specific metrics on what you should measure and track. AT Internet also has a wide range of white papers to guide and teach the uninitiated.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

FEBRUARY 13, 2018

The fourth learning on my list is: You can't put in what God left out. Jim Obermayer: What is the fifth lesson on your list, Dan? They’ve seen over and over what a client may have only encountered once in a lifetime. They’ve learned a lot and are invested in the success of the sales lead management programs we deploy.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JANUARY 22, 2018

According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. 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.

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

NOVEMBER 8, 2016

Cold calling is all about generating a list of people to call, a script for what you'll say, and spending money with the objective to produce a bunch of leads. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

AUGUST 27, 2013

This cut the prospect list by 70%. One pass through, the list took about 200-250 hours. Leads who said they would be making a decision by year’s end. We decided these were the most honest, high-probability prospects. The results were hot prospects (call me, talk to me, contact me ASAP) in 10% of those called and spoken with.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

MAY 21, 2015

In closing out the session, Linda points out that the most important launching point for change is not a list of “how-tos,” but rather a commitment, intent and desire to be the best. Consultative selling is need-based—thus creating the need for a new sales language. Once you have that established, you can find the how-to that fits.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

JULY 17, 2013

A whopping 40% of the companies that were at the top of the Fortune 500 list in 2000 were no longer even on that list as of 2010. As many as 100 million people are expected to telecommute to work by the year 2013. They will be calling from home or another wired office. The first areas to go are field sales teams.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

APRIL 14, 2017

Worse yet, the list they provided had less than 50% of the targeted hospitals. They asked us to call every contact. As it turns out, in their target market there are only 804 hospitals that are big enough to be of interest to them (based on number of beds).

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

SEPTEMBER 24, 2015

Buy more lists! Rather than having an SDR churning through volumes of purchased lists, why not have them focus breaking into the most important accounts. To do that you have to generate a lot of leads to get there. Run CPL campaigns! We need more in the top of the funnel!”. Account-Based Marketing turns that philosophy on its head.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120