ViewPoint

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). The alternative to defining optimal cadence is under-touching, over-touching or not touching important prospects.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

SEPTEMBER 11, 2012

Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

FEBRUARY 2, 2012

This award was made possible because of our team’s ability to develop and apply marketing analytics innovations that improve operational efficiencies and deliver to clients the qualified leads they need. Applications should be used to track the number and frequency of touches, aggregate information, and align data points with outcomes.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120