ViewPoint

JUNE 9, 2017

One opportunity we turned over to a client took 42 touchpoints across 3 months to nurture to sales-qualified status. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. Case-in-Point.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

MAY 16, 2017

Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. Testing, segmentation, and nurturing non-lead outcomes make the usual bad list work for you (delivering 3x more return) and allow you to deliver an on-point message. More about this.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

JULY 24, 2017

Notice we used a multi-touch (18 touchpoints over approximately one month) cadence and utilized multi-media (calls, voicemails, emails) to get this prospect converted to a sales-qualified lead for our client. I'll be on vacation from 24 Aug to 2 Sep and will have limited access to email. call scheduled for 8 Sep at 11.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

JANUARY 19, 2012

Sometimes they respond to a letter or email from weeks earlier, or they call when the latest touchpoint coincides with their timing window. Many prospects will save your emails or letters and will eventually self-qualify.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

DECEMBER 7, 2010

Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Multi-media : Use a smart mix of multiple media.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 12, 2012

Each had already been contacted at least seven times; the best touchpoint techniques use multiple media—some combination of phone, voice message, email, letter, and direct mail. Each qualified lead is deemed to have “graduated” from unknown or long-term status to a near-term decision-making mode.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MARCH 22, 2011

From the initial web search to interacting with your web site to engaging with inside or field sales reps, all of these touchpoints form an impression and influence their likelihood to recommend. Instead, spend time to really understand how your prospects—all of them—perceive their experience with your brand.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120