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Looking to enhance sales lead performance? Put process before technology.

Pointclear

Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. Message: Compelling "silver bullets" (conversational points) about your prospects' specific challenges, problems or concerns (vs. That is, by not using a cost-per-lead metric.)

Lead Rank 169
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Who’s Harvesting Your Lead Farm?

SBI

Guest Post By Dan McDade, CEO & President, PointClear. They are incented to deliver high volumes of interested names, and they don’t have the skill sets and bandwidth to nurture leads or close sales. Ironically, marketing’s success in delivering large quantities of interested prospects creates a problem. About the Author

Harvest 63
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Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Pointclear

On average, 50% of these inquirers are still in the market to buy, and he might not have to resort to losing tactics, such as price reductions or expensive sales incentive programs, which seldom work in Q4. This cut the prospect list by 70%. We decided these were the most honest, high-probability prospects.

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A Salesperson's Wishes from Marketing

Pointclear

Please tell us about a campaign before you launch it so I don’t have that ‘deer in the headlights’ look when a prospect says, “So tell me about the free iPad mini if I buy from you by the end of November.”. “I This doesn’t have to do with marketing, but why does management cap my incentive system? “We want qualified leads.”.

Marketing 221
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What Determines Cost Per Lead

Pointclear

(Those who’ve ever called a close friend more than a few times to schedule lunch know why you won’t engage a busy prospect with just a couple of calls.). Lead generation companies like PointClear can no more overcharge companies for services than they can substantially reduce the cost of their services. Your comments are welcome.

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Four Reasons for Quota Failures

Pointclear

Is the sales incentive bar set too high? Remember, a pipeline is managed by fearful, insecure salespeople reporting to optimistic sales managers, and both deal with selfish prospects who lie.”. I think the issue lies with the accounting department, which dislikes doing this work. Quotas are unrealistic. Why it Matters. James Obermayer.

Quota 113
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Outsourcing Lead Generation: A CMO’s Perspective

Pointclear

We began with a target market of 80,000 companies, and we wanted to fine tune our ideal prospect characteristics to focus on higher-value opportunities more likely to close. This precise identification of target prospects has resulted in us now focusing on fewer than 20,000 companies, and it has significantly increased closed deal size.