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

ViewPoint

touches to engage with a prospect. 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 put these numbers into perspective, in 2017 we will complete over 500,000 touches to disposition roughly 50,000 companies on behalf of our clients.

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

ViewPoint

One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts? The alternative to defining optimal cadence is under-touching, over-touching or not touching important prospects.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Scheduling an Appointment With an "Uncloseable"

ViewPoint

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. At PointClear, we approach our client’s lead generation, lead qualification and lead nurturing by combining persistence with professionalism. To demonstrate, take a look at the touch summary for the “uncloseable” that our competitor identified: Date Stamp.

Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

ViewPoint

When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. It took thirty-two total touches from start to finish. The touches resulted in six conversations… and one giant opportunity. After almost three months and fifty-four total touches, the CFO of the fourth largest utility in the country called and said: “Don’t stop calling me.

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Beyond Cadence—The Importance of All Outcomes

ViewPoint

For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead.

BMA Atl Recap: Dan McDade on B2B Marketing & Sales Leads

MLT Creative

Dan McDade, president and CEO of PointClear spoke at the BMA Atlanta luncheon on March 10 at Maggiano's. Design your touch cycle using multi-touch, multimedia, multi-cycle processes to multiply results.

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

ViewPoint

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes.

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

ViewPoint

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs.

Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade

Heinz Marketing

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 are some of the keys that made PointClear so successful and continue to be so successful in engaging with prospects and helping to build some pipeline? Who’s been doing it for a long time, president and CEO PointClear and now a managing partner of Prospect Experience. By Matt Heinz, President of Heinz Marketing.