ViewPoint

NOVEMBER 8, 2017

Don’t be surprised if you talk to six different people at your company and get six different definitions of a lead. See this article for my advice on “How to Establish a Meaningful Lead Definition.”. TARGET, SEGMENT AND TEST: How often does your team analyze lists? Unless you crack this problem, nothing else is going to work.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

JULY 19, 2017

tweaking the message, segmenting the list, course correcting on timing). Just ask Jim Norton, SVP of QGenda, a 3x PointClear client who recently brought us in on his first day on a new job. Jim and our other long-term and repeat clients know that it takes a team to succeed at B2B lead generation.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

APRIL 16, 2018

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. Listen to Dan’s segment below. Dan has some interesting perspectives, as have other guests on my show. What are your thoughts on pipeline ownership?

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 31, 2017

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. Read Is it Better to Insource or Outsource Lead Generation?

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. We can do that because the associates on our team have what it takes to have the interactions that generate quality leads. At PointClear, our average associate is 50. years—twice the industry standard.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

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. Something else not well understood in marketing and sales circles is the importance of certain metrics. Not all proverbs (or expressions or sayings) are well understood.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120