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Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead.

B2B 392
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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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Lies, damned lies, and statistics

Sales 2.0

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

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Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

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Leads are Hard 

Pointclear

There would be, assuming you could find them, some real prospects. I recently wrote a blog called How Much Does a Lead Cost. One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. This link takes to a blog on the topic that includes a video. Sound familiar? Guess what.

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Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Pointclear

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. At that point, a prospect has received an average of 41 different touches over a period of 15 months.

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B2B Sales Lead Generation Pros Who Listen, Learn

Pointclear

How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. I want to clarify to those reading this blog that I am not apologizing for the purpose of my call. One simple trick. The moment a phone contact is made, we’re all ears.