Pointclear

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.” ” “Inbound rules. That's not to say that inbound leads are less valuable than outbound leads. Stop interruption marketing.” This is not an anomaly.

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

Pointclear

JANUARY 13, 2017

The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. It isn’t just inbound. Segment and Stratify.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

Pointclear

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 But investing in more lead-sourcing technology is not the answer, nor is inbound marketing or social media. percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates.

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Pointclear

MARCH 1, 2012

Successful demand generation strategies fill the sales funnel with the right prospects and engage them correctly so they progress from marketing qualified leads (MQLs) to sales accepted leads (SALs) and sales qualified leads (SQLs). In part one , Carlos differentiates between demand generation strategies and lead management processes.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

SEPTEMBER 20, 2012

Inbound Marketing Risk: Reps Relegated to “Super Closing Machine” Role. Click to start video at this point — In response to a question about the continuing debate on the merits of outbound marketing vs. inbound marketing, Bob says they both serve a role. I think all that’s to the good. But I think there’s an RPM 2.0

Inbound 145

Inbound Quota Outbound Video 145