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? Is the person I’m talking to relaxed and slow talking? Think of those annoying robo calls. One simple trick.
ViewPoint
JULY 19, 2017
I went on to explain that if the program was delegated to a marketer who didn’t have experience in lead management it wouldn’t work. And if this person was hesitant about escalating issues for fear of appearing weak, the effort (and investment) would not be worthwhile.
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ViewPoint
NOVEMBER 13, 2017
The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. I have been trying to get to that person for two years. What Is Multi-Touch?
ViewPoint
APRIL 6, 2017
Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. The sender is taking a scattershot approach, blasting this un-personalized message to large quantities of so-called prospects, qualified or not.
ViewPoint
FEBRUARY 13, 2018
Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.
ViewPoint
MARCH 7, 2018
Highlighted below are the six skills required for active listening, which we have adapted from the Center for Creative Leadership , a top-ranked, global provider of leadership development, for the purpose of training our associates on the skills needed to perform as expert B2B sales lead generation, lead qualification and lead nurture professionals.
ViewPoint
FEBRUARY 23, 2018
What is a lead? Is it the person who signed up for your webinar this week? 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. Leads aren’t leads unless: They’re qualified.
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