ViewPoint

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Identify high-level decision makers in prospect companies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 9, 2014

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 28, 2018

I’m often asked what kind of companies PointClear serves. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. IT systems and services to help ensure business continuity and disaster recovery.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

APRIL 11, 2018

As an example, PointClear targets two contacts within each account location. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. Obviously our objective is to deliver Leads, which are ready to be turned over to sales now. Productivity. Let me explain.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

OCTOBER 3, 2017

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. That is why you frequently hear sales say: “the leads suck.”. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

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. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

FEBRUARY 13, 2018

Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. They’ve learned a lot and are invested in the success of the sales lead management programs we deploy. Maybe the most important lesson I’ve learned is: Be loyal and value those who reciprocate loyalty.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Precise management of lists, lead data, cadence and outcomes drives revenue. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. The numbers speak for themselves.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JUNE 21, 2018

PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. Now project the revenue you expect to generate through inbound leads. It can help you too.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.” This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. It also helps both parties be clear on mutual responsibilities and follow-up. Pay attention.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

OCTOBER 13, 2011

” Quite often, I am asked about outsourcing lead generation and appointment setting to professional service firms. All of those years, all of those calls and all of those clients taught us a thing or two about why outsourcing lead generation or appointment setting is perfect for some companies and a disaster for others.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

JUNE 7, 2016

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. Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more. Thank you!

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

MAY 9, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Lead Generation Poses Biggest Challenge for B2Bs.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MARCH 22, 2018

Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. We are not the low-price leader.) You just have to ask the right questions.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JUNE 28, 2018

A deeper dive pointed to the fact that the relatively low cost per lead was offset by the relatively poor quality of the leads as indicated both by the percent of qualified leads generated, 1.28% as a percent of raw leads, and the overall percent of qualified companies. Almost 47% of sales reps miss quota.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

SEPTEMBER 23, 2011

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. Understanding. Serving.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

Biznology

JANUARY 6, 2016

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. You inspire the rest of us, Jim. I wish I could explain why the U.S. Thanks, Charlie.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

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. What kind of led you to kind of put a focus here, after 21 plus years of running PointClear?

Top of Funnel 65

Top of Funnel PointClear Work Management Marketing Management 65

Varicent

APRIL 19, 2018

We take our Fortune 1000 experience to the mid-market to help CEOs and their leadership teams realize their vision for growth. When teams are working off the same information, they generally come to the same conclusions. Agreement on lead attributes like target demographics, job titles, revenue, employees etc.

Top of Funnel 65

Top of Funnel Sales Qualified Leads Planning Work Management 65

ViewPoint

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead.

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

FEBRUARY 2, 2012

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. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads. Segmentation and testing.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

SEPTEMBER 4, 2018

Keeping data clean is critical to lead generation success. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. B2B marketers are certainly aware that business marketing data degrades quickly.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. Develop the intelligence to fully fund the right model for future programs. Want to know more?

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

Biznology

SEPTEMBER 24, 2014

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. Matt is a prolific writer, and assembles lots of helpful ideas from others to boot. The Point, by Howard J.

PointClear 80

PointClear B2B Marketing B to B B2B 80

Paul Gillin

FEBRUARY 2, 2012

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. These tactics can generate a lot of names, but not many qualified leads.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

AUGUST 3, 2010

Best SEO Link Building Guides, Tips and Tools of 2010 (So Far) - Webbiquity , July 14, 2010 Optimizing a website by incorporating keywords into page titles, headlines, text, page URLs, image alt tags and internal links will help improve the position of a site in the search engines—but it’s only half the battle. m all about helping customers.

Ning 40

Ning Paid Content Facebook Sales Management 40

ViewPoint

MAY 7, 2015

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. So there you have it.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

Hubspot

DECEMBER 17, 2012

Lead generation , PPC, SEO, website design, social media, PR, content creation. We're going to break down all those marketing tasks that are on your plate that can be successfully outsourced, and help you decide in which scenarios it's better for you to keep it in house, and when it's better to outsource it to an agency or contractor.

Enterprise Management 28

Enterprise Management Work Management Paid Search Agency Marketing Management 28