No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? 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

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

NOVEMBER 7, 2018

It is based on fixed principles and is reasonably exact. The Tools are Available, but the Flesh is Weak. The tools are available to prove marketing’s return on investment, but the flesh is weak, except perhaps for those who believe measuring marketing’s ROI is worth the effort. Every statement has been weighed.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Direct mail Direct mail, for decades the workhorse of direct response communications for lead generation, still delivers the goods.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

OCTOBER 9, 2013

In other words, falling short of sales goals due to a lack of follow-up is caused by the attitude of managers and an increased reliance on automated inside sales platforms, which are great at generating tons of unqualified leads that won’t lead to sales. Marketing automation in the hands of a fool is still a fool’s tool.”.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Jonathan Farrington

AUGUST 10, 2012

Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads. On average sales reps qualify less than one-third of the leads they are given. The result is leakage between marketing and sales on marketing qualified leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

MAY 5, 2015

The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. They provided us approximately 50% of their leads generated that year, about 1,500. These leads had not engaged with the organization for at least 90 days. Personal nurturing.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100