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The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

ViewPoint

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. He landed a huge lead for our client (with a $1 billion company). As an example, PointClear targets two contacts within each account location.

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What's it take to generate leads that fuel your forecast?

ViewPoint

What is a lead? 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. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

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Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

ViewPoint

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. It takes about 1.6

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Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

ViewPoint

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.

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Who We Serve. Why it Matters.

ViewPoint

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. Software to optimize the insurance business through predictive analytics.

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Why would a company ever outsource anything?

ViewPoint

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. Read Is it Better to Insource or Outsource Lead Generation?

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What is Value Selling and How to Generate Leads in Companies that Buy Value

ViewPoint

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. We are not the low-price leader.) Our people do as well.