Channels Lead Qualification PointClear Sales 
Pointclear
JANUARY 9, 2014
Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.
Pointclear
SEPTEMBER 24, 2013
BANT is dead in most complex B2B sales. Jonathan Farrington (Top Sales World). The quality of leads passed across from marketing will continue to be questionable as long as marketing is allowed to qualify … in most cases marketing does not have the appropriate skills to weight the value of leads. "The BANT isn’t BUNK.
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Pointclear
AUGUST 21, 2013
More musings on the premature death knell for outbound sales. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle.
Pointclear
JANUARY 26, 2012
But what are the most effective outbound marketing channels for kicking off a business relationship? Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Every business needs new customers.
Pointclear
JUNE 27, 2011
In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards. What for you were the critical success factors you weighed in outsourcing lead generation?
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