Who We Serve. Why it Matters.


What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. Software to optimize the insurance business through predictive analytics.

3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing Management

Despite this, many vendors still wait multiple days before responding to leads. Timing is important for engaging leads, but it’s only the first step. Only good leads matter: If marketing provides thousands of unqualified leads that go nowhere, money disappears and the sales department feels slighted. Failing to close good leads means companies are throwing away money that could be saved with stronger engagement.

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The Dangers of Using Cost per Lead as a Metric to Measure Marketing


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. B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”.

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The Scientific Approach To Setting Sales Goals For Your Sales Development Team

Sales Hacker

Then we can add tools, data, benefits, insurance, office space, and the very important cost of management! Just think of your Sales Development organization as the marketing and lead qualification component.

What's it take to generate leads that fuel your forecast?


What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified. It could well be that a qualified lead fits your definition of a lead, but often the time isn’t right.

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Account-based Everything (ABE) or Account-based Revenue (ABR) is a framework that entails full coordination of customized care and management of targeted customer accounts across all relevant units of your organization (such as marketing, sales, finance, and product development) as well as the entire customer life cycle from lead generation to after-sales support. Lead Generation. Lead Nurturing. Lead Qualification. Lead Scoring. Marketing Qualified Lead.

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