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Who Owns the Pipeline, Marketing or Sales?

Pointclear

Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.

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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

(One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). For example: With effective list management for every lead you generate you should also generate one “pipeline.”

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Pointclear

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

Media 266
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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

PointClear is known for its perseverance. Here’s What PointClear Persistence Looks Like. The client wrote, after getting the SQL from their dedicated PointClear team: "Our AE’s would never have been persistent enough to get this opportunity.”. I have been extremely busy but I’ll be ready to talk to you soon.”. We didn’t stop.

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The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

Pointclear

As an example, PointClear targets two contacts within each account location. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. If they want to talk to us in two weeks, or after their upcoming conference or vacation, or some other reason, they’re a Pipeline.

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The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

Home About The Pipeline. The Pipeline Renbor Sales Solutions Inc.s The Pipeline Guest Post – Craig Rosenberg. The Pipeline [.]. PointClear PD. PointClear PD. ©2008 Copyright by The Pipeline. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. February 2012.

Report 244
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5 (doable) ways to drive revenue growth now

Pointclear

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline. Accountability in sales activity, from pipeline through forecast. That’s marketing’s job.

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