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Chairs are Dead—and Other B2B Marketing Hogwash

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Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. I invite you to subscribe to the PointClear blog so you never miss a post. Note this quote from Marketo. Inbound, Outbound? They both sound pretty good, right? So, which is the ultimate approach?

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Who We Serve. Why it Matters.

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I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies.

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Who Owns the Pipeline, Marketing or Sales?

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Traditionally few would contest who owns the pipeline in any organization. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true?

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Why would a company ever outsource anything?

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That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Save yourself the management headaches of keeping those positions filled.

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What's it take to generate leads that fuel your forecast?

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It’s a simple equation—and a win-win for both organizations. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. Our group is capable of navigating a prospect organization to find the right decision-makers.

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How Not to Buy Leads

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When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. As long as they worked for XYZ Company and downloaded the content they were a lead. Candidly, I doubt that is actually how the lead recipients feel.

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Sales Lead Generation: Saving Money – Killing Performance

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PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). Searching for an Analogy.