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

Pointclear

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s What PointClear Persistence Looks Like. Case-in-Point. We didn’t stop.

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PowerViews with Jamie Turner: Mobile Marketing Leads the Way

Pointclear

Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. In his experience sales and marketing typically leads the economy. I recently read an article that the more average sales reps flock to inbound leads and the more successful strategic reps go after outbound leads.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Neither is using advertisements to target and retarget a group of people because they work at a company and came to your web site.

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The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

Pointclear

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. After the news portion of the program, Paul and Allan invited me to the microphone where I weighed in on the following topics: Marketers are still too focused on lead quantity and not focused enough on lead quality. Voicemails work.

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How to Make Forecast If You’re Failing at the Half

Pointclear

Increase the Lead Generation Budget for Qualified Leads. Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast. Start driving up qualified leads now, from July through the end of the year, and sales will jump. The goals are: At least a 25% jump in qualified leads.