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Embarking on a sales lead generation project: What could go wrong?

ViewPoint

We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. We’d spent some time on the persistent yet professional cadence we employ.

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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

ViewPoint

(One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). Lead nurture programs done well triples your B2B sales lead generation marketing ROI. How many calls will be returned if you don’t leave a voicemail?

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

ViewPoint

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). To reduce sales lead generation cost, you need to optimize the value of each prospect. For one client, it takes 9.82

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

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? The PointClear team would like to hear from you about your sales lead generation best practices. Think of those annoying robo calls.

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Who Owns the Pipeline, Marketing or Sales?

ViewPoint

It’s referred to as the sales pipeline and it’s owned by sales people, right? I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. SLMA Radio is one of six marketing and sales shows for at-work listeners on the Funnel Radio Channel.

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Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales. Simplified ) who also gets the importance of outbound to sales: “Many in what’s called the Sales 2.0

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How Much Leads Cost

ViewPoint

Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads.