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.” That's not to say that inbound leads are less valuable than outbound leads. I asked this question on Focus.com a few weeks ago and got answers that surprised me. 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. Focus on who needs you the most to avoid wasted effort.

Account Based Marketing 100

Account Based Marketing Account PointClear Cost per Lead 100

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

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

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

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. They need better business skills—and to be able to create the demand and be more proactive in outbound. And that means that they need better sales acumen.

Inbound 145

Inbound Quota Outbound Video 145