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Tell Marketing They Can Keep Their Leads

No More Cold Calling

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

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A Healthcare Information Technology Lead Generation Success Story

Pointclear

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Identify high-level decision makers in prospect companies.

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Lead Generation Best Practices Part 6: Fewer Leads Are Better

Pointclear

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

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The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

Pointclear

You know when you get excited about new inbound leads. Well, I called 185 inbound leads like that, in one week. After making that many calls, you start to recognize behavioral patterns in the leads. You start to see unique trends based on the specific source of the leads. What Was Wrong with Marketing''s Inbound Leads.

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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Pointclear

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

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B2B Lead Gen: Can you do it cheaper and better inside?

Pointclear

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead.

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Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Pointclear

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough. To make a point, I will share a brief story about my all-time favorite client.