Pointclear

JUNE 16, 2015

Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events). Let’s take a look at the average first-pass lead rates PointClear has experienced across multiple clients over the course of the last five years: These are the results of one round of outbound only. A very fine line makes the difference. Most companies stop here.)

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

JULY 23, 2013

Add a telemarketing element and this alone can improve the first few stages of the pipeline, until the suspect becomes a prospect ready for sales contact. Suddenly you will hear back from them that the quality has improved, and sales will improve. The cost is pocket change. How to qualify them?

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

DECEMBER 19, 2013

In most instances, you can have someone call the unqualified to get them qualified; usually a telemarketing service. You can give salespeople qualified leads the majority of the time, and then you are left with the question of what to do with the unqualified leads.

Sales Qualified Lead 226

Sales Qualified Lead Telemarketing Lead Gen Quota 226

Pointclear

NOVEMBER 27, 2017

By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. Use a telemarketing service to set appointments. Where Can You Get Qualified Leads & Appointments? I can only tell you what I have done in the past.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JUNE 30, 2015

Telemarketing scripts. Standardize the qualification questions. Use the same basic qualification questions in everything: All promotions. Landing pages. Business reply devices. Contact us forms. CRM and marketing automation systems. Some questions will differ by product. Make a decision for lead distribution.

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Pointclear

JUNE 15, 2012

Increased budgets of this nature are including outbound telemarketing and lead generation companies. They are successfully using integrated direct marketing programs—combining mail, email and telemarketing in a 1-2-3 punch—to hit very targeted prospects on the upper end of their marketplaces.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

OCTOBER 9, 2013

Jim points out that 3rd party telemarketing services are getting more business than ever because of the need to qualify a large number of inquiries, when really companies should be looking inward. There are also so many automated software programs out there that marketing, especially, has become confusing for the average marketer.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

MAY 15, 2012

If you contract with a telemarketing services company, follow-up is assured. Personally I like the 100% follow-up number and it’s worth targeting. Now you just have to figure out how to do that. If you have a marketing automation system, it’s easier.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Jonathan Farrington

AUGUST 10, 2012

We even had one sales rep follow-up on a lead by saying: “Some telemarketing company in Atlanta said you were interested in buying our solution. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

JANUARY 26, 2012

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.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

MAY 30, 2012

He mentions a DemandCon panel he was on with a representative from a semiconductor company who reported they are doing a lot of outbound telemarketing. He notes that they’re also finding out with their sold out Conversion2Content conference that people still like to get together physically and hear from people.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

OCTOBER 11, 2012

He talks about the importance of how media are used in an integrated way: “When I read that it’s only inbound and that outbound is dead—that’s like saying email is dead or telemarketing is dead—I don’t think any of it is dead. I think that it’s the way that we’re using them.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

AUGUST 2, 2017

Process for following up on leads: The prospect experience can be compromised on the front-end (by pushy appointment setters, by inexperienced junior telemarketers reading from a script or by generic messages shell-shocking them from a spam cannon). Far as I know they still are sending “raw” leads, and they are still being ignored.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

JUNE 15, 2016

Telemarketing Inbound. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. Direct Marketing Agency. Digital Agencies. Content Agency. Branding Agency. SEO Agency.

Lead Management 145

Lead Management Sales Qualified Lead Marketing Qualified Lead Leads 145

Pointclear

JUNE 4, 2018

Remember the old light beer tagline: “Tastes Great, Less Filling”? It was a best of both world’s brand promise, and part of a hugely successful campaign. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Generates More.”

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Pointclear

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget.

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

Pointclear

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. Combining voice nurture with email is the Holy Grail for sales and marketing and is now possible with whole solutions like OutboundOnDemand and PointClear!

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

PandaDoc

SEPTEMBER 2, 2020

The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. VanilaSoft Blog is a resource for anyone that has a team of people making phone calls including inside sales and telemarketing. What to check out: Coaching Moment: The Buyer-Centric Social Profile.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98