ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. 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. “What could derail this project?”

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

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. According to SiriusDecisions , average companies close about 20% of sales-qualified leads and best in class companies close about 30%. Marketing and Sales Accountability.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% Why don’t they follow-up?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

DECEMBER 9, 2010

With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. Money is wasted on sales lead generation programs that don’t work. After all, shouldn't more leads deliver more opportunities?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

Biznology

FEBRUARY 2, 2017

When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. I still use Laura’s nifty “touchpoint analysis” tool in my business school classes.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

Heinz Marketing

APRIL 22, 2019

And sure a market agent checks the box and say, “I generated x number of leads for y budget”. Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. Matt Heinz: Getting a little bit of a master class here in sales pipeline development from Dan McDade.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

ViewPoint

AUGUST 2, 2017

Analysts attempt to provide formulas for companies to follow regarding close rates for average companies (20%) vs. close rates for best-in-class companies (around 30%). In my opinion, this approach is too simplistic, and doesn’t account for variety of variables such as deal size, margins and lead rate.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192