marketing-lead sales 
ViewPoint
APRIL 16, 2018
It’s referred to as the sales pipeline and it’s owned by sales people, right? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. Traditionally few would contest who owns the pipeline in any organization.
ViewPoint
FEBRUARY 28, 2018
I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. 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.
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ViewPoint
FEBRUARY 9, 2012
In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. Sales lead rates decline after the fifth contact cycle.
ViewPoint
NOVEMBER 16, 2017
Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. One simple trick.
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.
ViewPoint
FEBRUARY 23, 2018
What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process.
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. True Nurture.
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