best-practice work PointClear Related Topics 
ViewPoint
APRIL 16, 2018
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. While marketing does need to enable a field sales team to focus on what they do best—which is close deals—they can’t do that if the leads they’re sending over are not qualified and nurtured.
ViewPoint
FEBRUARY 23, 2018
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. Over the past two decades we’ve worked hard to crack the code on this. While all of these scenarios have potential, none could be called a lead.
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ViewPoint
MAY 23, 2018
These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% True Nurture. No Response. Who should care about the power of nurturing?
ViewPoint
FEBRUARY 21, 2012
to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. Thank you!
ViewPoint
JUNE 7, 2016
Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead. Set sales straight—it’s a win win.
ViewPoint
OCTOBER 20, 2011
As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.
ViewPoint
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. The best example of this is an appointment setting company that charges by the appointment. But it is NOT 50% of the sales-qualified leads they work.
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