Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. as compared to $1,357.25

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

OCTOBER 3, 2017

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. In an average situation, the cost per lead drops from $1250 to $841 per lead.

Top of Funnel 140

Top of Funnel Sales Qualified Lead Cost per Lead Lead Nurturing 140

Pointclear

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. This scenario is in stark contrast to what others in our industry do, which can be encapsulated as follows: Send me a list, send me a script, send me some money—and we’ll send you some leads. (Of

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MAY 16, 2017

That is, by not using a cost-per-lead metric.) Message: Compelling "silver bullets" (conversational points) about your prospects' specific challenges, problems or concerns (vs. a scripted "blast them all" approach) let you truly interact with prospects - and progress the funnel.

Lead Rank 169

Lead Rank Lead Scoring Marketing Qualified Lead Leads 169

Pointclear

DECEMBER 16, 2010

Use internal or external dedicated resources for lead qualification and lead nurturing. Heavily integrate the use of the telephone into the qualifying and nurturing efforts. Focus on qualifying and developing leads more thoroughly prior to hand-off. Part 7: Measure Beyond Cost-Per-Lead.

Lead Generation 170

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 170

Pointclear

DECEMBER 7, 2010

Results multiply when lead nurturing strategies multiply. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

Sales Qualified Lead 170

Sales Qualified Lead Lead Generation Media Lead Rank 170