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Exploring issues related to B2B sales, marketing & lead generation.

Posted by Jim Hall on Nov 16, 2017 10:13:46 AM

Tags: Inside Sales

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B2B Sales Lead Generation Pros Who Listen, Learn

"The most important thing in communication is hearing what isn't said" –Peter Drucker

Lead Generation Specialist

Posted by Dan McDade on Nov 13, 2017 10:22:37 AM

Tags: B2B Sales

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs..

Lead Generation Specialist

Posted by Dan McDade on Nov 8, 2017 1:53:25 PM

Tags: Lead Generation, Lead Nurturing

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6 Things Good Lead Generation Companies Do Right (That You May Be Doing Wrong)

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or..

Lead Generation Specialist

Posted by Dan McDade on Nov 7, 2017 12:11:28 PM

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Vote for Kimmy Netterville, an inspired sales lead management leader

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is..

Lead Generation Specialist

Posted by Dan McDade on Oct 31, 2017 11:29:20 AM

Tags: B2B Telemarketing

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Why would a company ever outsource anything?

“… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
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What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

How Much Do Your Leads Cost?

Understand the price you are paying for your leads and then optimize.

Document the cost per lead is the fourth of 7 Truths..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

6 Sales & Marketing Strategy Recommendations for 2012

I’m an avid reader of Bob Apollo’s “Accelerating Revenue Growth” blog. Bob is the founder of Inflexion-Point Strategy Partners, a..

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..