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Lead Generation Lies That are Wreaking Havoc with Your Sales


Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Their fear that you’ll turn on the hard sale based on that form is one reason they lie.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)


Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going.

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The 10 most fascinating people in B2B Marketing in 2015


Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling.

Why would a company ever outsource anything?


Managers have hard evidence … in the form of the team’s performance record—revenue increased, deals notched, customers acquired, and so on — and its longevity and stability over time,” said Finkelstein, who is also the author of Superbosses: How Exceptional Leaders Master the Flow of Talent. That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Read Is it Better to Insource or Outsource Lead Generation?

Does Your Sales Team Know How to Follow-Up on a Lead?


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Gain sales acceptance.