ViewPoint

MAY 11, 2017

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. In fact, the competitor pays its staff $11 to $12 per hour – substantially less than we pay (more than half as much). What else, besides labor costs, factor in to the costs of lead generation?

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

DECEMBER 12, 2017

As long as they worked for XYZ Company and downloaded the content they were a lead. When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. They both sold relatively expensive software solutions.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 5, 2017

Accountable organizations win bigger deals--and drive a whole lot more revenue. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. Sales execs focus on deal making, not sorting through dubious (so-called) leads.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JANUARY 13, 2017

You need full visibility into how many touches it takes to generate a lead, your lead rate, and your cost per lead at every stage in the funnel. You need to measure which leads are rejected and why. And you need to know at what rate your leads progress. Exploring its feasibility in your organization?

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

FEBRUARY 23, 2018

So the first question is answered: A “real” lead is qualified and nurtured by Marketing—and ready for Sales to take over and turn into revenue. It’s a simple equation—and a win-win for both organizations. What’s it take to generate a volume of real leads, the ones you really need? At PointClear, our average associate is 50.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120