6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts?

Vendor 119

The 10 most fascinating people in B2B marketing in 2016


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.

Trending Sources

Prospecting data accuracy


We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. Good news: B2B prospecting data is more accurate than you may think.

Six great blogs for B2B Marketers


Howard is a seasoned lead generation pro, and a terrific writer. Viewpoint: The Truth About Lead Generation, by Dan McDade. I was honored to contribute a guest post for PointClear last year.

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation


Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” We then loop in your closers when the lead is hot, keeping their focus on directly generating revenue. I don’t want you to be burned by an outsourced b2b lead generation company.

Sales Lead Generation: Saving Money – Killing Performance


PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. The point is, not all sales lead generation firms are created equal, just as not all houses are the same. What else, besides labor costs, factor in to the costs of lead generation? Lead Generation Cost Per Lead Sales Leads White Papers

Lead 27

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. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there.

How much does outsourced lead generation cost (vs. keeping it in house)?


Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. By outsourcing your lead generation, qualification and nurturing activities you get better results for less cost, and I can prove my claim. Who’s going to take their eye off the lead generation ball to keep positions filled? per hour for a PointClear outsourced teleprospecting resource.

B2B Sales Lead Generation Pros Who Listen, Learn


Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices.

‘The Truth about Leads’ Is Just That

Paul Gillin

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. McDade believes that most companies invest far too much in lead generation and far too little in lead qualification and nurturing.

How Much Leads Cost


see marketing charts analysis of HubSpot’s “2017 Demand Generation Benchmarks Report” ). Look at this data from an actual PoinClear teleprospecting client: One source of leads was PointClear—we sent them only qualified leads and nurtured leads—at an average cost of $1,357.25. Leads from these sources, most of which will land in a black hole , all cost more than the PointClear qualified and nurtured leads. Sales is focused on the quality of the leads and revenue generated.

Cost 54

B2B Lead Generation: Are You Killing the Golden Goose?


This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal


PointClear is known for its perseverance. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”.

4 Great Reasons to Take the Sales Performance Optimization Survey Today


Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study.

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). We invest about 10,000 touches to generate 50 leads. To reduce sales lead generation cost, you need to optimize the value of each prospect. Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

Vote for Kimmy Netterville, an inspired sales lead management leader


PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs. Look for Kimmy’s name in the “People in Lead Generation Companies” category.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day.

Dear CEO: Find out how well your team is nurturing its B2B sales leads


Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. If you are buying leads on a pay for performance basis (which means the lead generator makes more money by generating more leads) then to the lead generator everything looks like a lead.

5 Steps to Account-based Marketing Success


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. Assembled with input from ABM thought leaders, and via first-hand account-based marketing experiences with PointClear clients, this is your go-to source. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. 4:15 min —How analytics are used in lead generation.

Sales 21

How Not to Buy Leads


Here, in my opinion, is what is wrong with this approach to lead generation: Lower-level workers are 2.5 During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified. More than half of the appointments generated weren’t qualified, so that means the cost per qualified appointment was actually $2,250.

Buy 42

The 10 most fascinating people in B2B Marketing in 2015


Amanda Kahlow represents the newest generation of B2B marketers, as a pioneer in deploying “intent data” to help marketers get visibility into pre-funnel tech buyer behavior online. Japan’s foremost lead generation marketing company.

Lead 66

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

The Quest for Good Leads: Are You Asking the Right Questions?


It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. This leads me to the revenue Gap: The Gap, which can be determined using my RING formula, is critical to revenue generation.

Good Reads for B2B Marketing - Protect Your Online Reputation


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Lead Generation Poses Biggest Challenge for B2Bs. Online content in the sales and marketing industries is dynamic and constantly changing.

Why would a company ever outsource anything?


That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. And, as Finkelstein says, “change the game on competitors, operating in bold, unexpected ways that are simply better” by outsouring your marketing and B2B sales lead generation.

Embarking on a sales lead generation project: What could go wrong?


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. Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. Lead Generation Sales Process B2B Sales Lead Nurturing Lead Management

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


In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled.

The Flavors That "Sales Ready" Leads Come In


At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor.

What Should the Sales Close Rate Be?


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% How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads? 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%.

Rate 68

What Percent of Leads Should Sales Close?


Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication. The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.


We're entering the era of accountability in sales and marketing


At PointClear, we facilitate accountability that translates into results. 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. What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer


Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads.

SIC 75

Insights on Outbound Conference in Atlanta


Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]


We generate high quality leads, align sales and marketing, and drive revenue. In our experience here at PointClear, very few companies are getting it right.

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


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. It’s 2015. The marketing word of the year is Nurture.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. Acquity Group created an infographic that takes a look at buying trends based on generation.

B2B 26

Is it better to in-source or outsource sales lead generation?


This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. Just as the beer pleases two constituencies (those who want their beer to be both full bodied and light), the outsourced approach to lead generation, qualification and nurturing pleases two kinds of marketing and sales leaders.

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. While marketers may be able to create new content rapidly, does it accomplish what it should—position you as a leader in your industry and generate quality leads?

B2B 35

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. He suggests using this trend for ongoing long-term lead generation. Online content in the sales and marketing industries is dynamic and constantly changing.