ViewPoint
NOVEMBER 8, 2017
This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). They felt because they had paid a lot of money for the list that it must be accurate. They had not.
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? Empathy is important and must be paid attention to. " The most important thing in communication is hearing what isn't said" –Peter Drucker.
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ViewPoint
APRIL 11, 2018
One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. As an example, PointClear targets two contacts within each account location. He landed a huge lead for our client (with a $1 billion company).
NuSpark Consulting
JANUARY 21, 2012
B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. Books are listed by funnel category. General B2B Marketing & Lead Generation.
ViewPoint
FEBRUARY 23, 2018
Is it the name on a list you bought from a content aggregator for $23? 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. They’re ready.
ViewPoint
JUNE 28, 2018
Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Deliver fewer, but better, leads to sales. The reality is that not only are they not being managed by others, they’re likely being mismanaged.
ViewPoint
AUGUST 28, 2012
This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Marketing Automation companies! 50 for the inbound response.
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