--- title: ViewPoint Blog | PointClear, LLC | B2B Marketing (4) description: B2B Marketing | PointClear's blog features articles related to B2B sales, marketing & lead generation issues that many companies face today. (4) --- ![blog_banner_3.png](https://www.pointclear.com/hs-fs/hubfs/blog_banner_3.jpg?width=1903&name=blog_banner_3.jpg "blog_banner_3.png") [![Small-Color](https://www.pointclear.com/hs-fs/hubfs/logo-1.png?width=270&height=59&name=logo-1.png "Small-Color")](https://www.pointclear.com) - [home](https://www.pointclear.com/) - [who we are](https://www.pointclear.com/who-we-are) - [what we do](https://www.pointclear.com/what-we-do) - [how we do it](https://www.pointclear.com/how-we-do-it) - [resources](https://www.pointclear.com/resource) - [blog](https://www.pointclear.com/blog) - [careers](https://www.pointclear.com/careers-2) - [contact us](https://www.pointclear.com/contact-us) - [home](https://www.pointclear.com/) - [who we are](https://www.pointclear.com/who-we-are) - [what we do](https://www.pointclear.com/what-we-do) - [how we do it](https://www.pointclear.com/how-we-do-it) - [resources](https://www.pointclear.com/resource) - [blog](https://www.pointclear.com/blog) - [careers](https://www.pointclear.com/careers-2) - [contact us](https://www.pointclear.com/contact-us) [![Featured Blog Image](https://www.pointclear.com/hubfs/blog_image/7_truths_header_images/7_Truths_Header-8.jpg)](https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead) ![Lead Generation Specialist](https://www.pointclear.com/hs-fs/hubfs/dan_mcdade_author_avatar_new.jpg?width=35&name=dan_mcdade_author_avatar_new.jpg) Posted by [Dan McDade](https://www.pointclear.com/blog/author/dan-mcdade) on Jun 7, 2016 3:58:27 PM Tags: [B2B Marketing](https://www.pointclear.com/blog/topic/b2b-marketing), [Marketing & Sales Alignment](https://www.pointclear.com/blog/topic/marketing-sales-alignment), [B2B Sales](https://www.pointclear.com/blog/topic/b2b-sales) 0 Comments ## [Does Your Sales Team Know How to Follow-Up on a Lead?](https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead) ***Develop a guide for sales on "What is a Lead and How to Follow-up on One"** is the last of [7 Truths about Sales and Marketing that CEOs need to know](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-1). This post is part of a series about the CEO's role in eliminating..* [Read More](https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead) share on: [![Twitter](https://www.pointclear.com/hubfs/blog_social_icon/twitter.png)](http://twitter.com/intent/tweet?status=Does%20Your%20Sales%20Team%20Know%20How%20to%20Follow-Up%20on%20a%20Lead?+https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead+via%20@PointClearPD) [![LinkedIn](https://www.pointclear.com/hubfs/blog_social_icon/in.png)](http://www.linkedin.com/shareArticle?mini=true&url=https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead&title=Does%20Your%20Sales%20Team%20Know%20How%20to%20Follow-Up%20on%20a%20Lead?&source=https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead) [![Facbook](https://www.pointclear.com/hubfs/blog_social_icon/facebook.png)](http://www.facebook.com/share.php?u=https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead&title=Does%20Your%20Sales%20Team%20Know%20How%20to%20Follow-Up%20on%20a%20Lead) [![Google Plus](https://www.pointclear.com/hubfs/blog_social_icon/google-plus.png)](https://plus.google.com/share?url=https://www.pointclear.com/blog/does-sales-know-how-to-follow-up-on-a-lead) [![Featured Blog Image](https://www.pointclear.com/hubfs/blog_image/7_truths_header_images/7_Truths_Header-7.jpg)](https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return) ![Lead Generation Specialist](https://www.pointclear.com/hs-fs/hubfs/dan_mcdade_author_avatar_new.jpg?width=35&name=dan_mcdade_author_avatar_new.jpg) Posted by [Dan McDade](https://www.pointclear.com/blog/author/dan-mcdade) on Jun 2, 2016 11:00:00 AM Tags: [B2B Marketing](https://www.pointclear.com/blog/topic/b2b-marketing), [Marketing & Sales Alignment](https://www.pointclear.com/blog/topic/marketing-sales-alignment), [B2B Sales](https://www.pointclear.com/blog/topic/b2b-sales) 0 Comments ## [Lead Nurturing: Triple Your Marketing Return](https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return) ***Nurture leads until they’re ready to turn over to sales** is the sixth of [7 Truths about Sales and Marketing that CEOs need to know](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-1). This post is part of a series about the CEO’s role in eliminating wasted marketing..* [Read More](https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return) share on: [![Twitter](https://www.pointclear.com/hubfs/blog_social_icon/twitter.png)](http://twitter.com/intent/tweet?status=Lead%20Nurturing:%20Triple%20Your%20Marketing%20Return+https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return+via%20@PointClearPD) [![LinkedIn](https://www.pointclear.com/hubfs/blog_social_icon/in.png)](http://www.linkedin.com/shareArticle?mini=true&url=https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return&title=Lead%20Nurturing:%20Triple%20Your%20Marketing%20Return&source=https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return) [![Facbook](https://www.pointclear.com/hubfs/blog_social_icon/facebook.png)](http://www.facebook.com/share.php?u=https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return&title=Lead%20Nurturing:%20Triple%20Your%20Marketing%20Return) [![Google Plus](https://www.pointclear.com/hubfs/blog_social_icon/google-plus.png)](https://plus.google.com/share?url=https://www.pointclear.com/blog/lead-nurturing-triple-your-marketing-return) [![Featured Blog Image](https://www.pointclear.com/hubfs/blog_image/7_truths_header_images/7_Truths_Header-6.jpg)](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6) ![Lead Generation Specialist](https://www.pointclear.com/hs-fs/hubfs/dan_mcdade_author_avatar_new.jpg?width=35&name=dan_mcdade_author_avatar_new.jpg) Posted by [Dan McDade](https://www.pointclear.com/blog/author/dan-mcdade) on May 26, 2016 10:00:00 AM Tags: [B2B Marketing](https://www.pointclear.com/blog/topic/b2b-marketing), [Marketing & Sales Alignment](https://www.pointclear.com/blog/topic/marketing-sales-alignment), [B2B Sales](https://www.pointclear.com/blog/topic/b2b-sales) 0 Comments ## [Put A Judicial Branch In Place to Eliminate Wasted Leads](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6) ***Keep leads from being ignored*** *is the fifth of [7 Truths about Sales and Marketing that CEOs need to know](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-1). This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales..* [Read More](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6) share on: [![Twitter](https://www.pointclear.com/hubfs/blog_social_icon/twitter.png)](http://twitter.com/intent/tweet?status=Put%20A%20Judicial%20Branch%20In%20Place%20to%20Eliminate%20Wasted%20Leads+https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6+via%20@PointClearPD) [![LinkedIn](https://www.pointclear.com/hubfs/blog_social_icon/in.png)](http://www.linkedin.com/shareArticle?mini=true&url=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6&title=Put%20A%20Judicial%20Branch%20In%20Place%20to%20Eliminate%20Wasted%20Leads&source=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6) [![Facbook](https://www.pointclear.com/hubfs/blog_social_icon/facebook.png)](http://www.facebook.com/share.php?u=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6&title=Put%20A%20Judicial%20Branch%20In%20Place%20to%20Eliminate%20Wasted%20Leads) [![Google Plus](https://www.pointclear.com/hubfs/blog_social_icon/google-plus.png)](https://plus.google.com/share?url=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-6) [![Featured Blog Image](https://www.pointclear.com/hubfs/blog_image/7_truths_header_images/7_Truths_Header-5.jpg)](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5) ![Lead Generation Specialist](https://www.pointclear.com/hs-fs/hubfs/dan_mcdade_author_avatar_new.jpg?width=35&name=dan_mcdade_author_avatar_new.jpg) Posted by [Dan McDade](https://www.pointclear.com/blog/author/dan-mcdade) on May 24, 2016 8:45:00 PM Tags: [B2B Marketing](https://www.pointclear.com/blog/topic/b2b-marketing), [Marketing & Sales Alignment](https://www.pointclear.com/blog/topic/marketing-sales-alignment), [B2B Sales](https://www.pointclear.com/blog/topic/b2b-sales) 0 Comments ## [How Much Do Your Leads Cost?](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5) **Understand the price you are paying for your leads and then optimize.** ***Document the cost per lead*** *is the fourth of [7 Truths about Sales and Marketing that CEOs need to know](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-1). This post is part of a series about the CEO’s..* [Read More](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5) share on: [![Twitter](https://www.pointclear.com/hubfs/blog_social_icon/twitter.png)](http://twitter.com/intent/tweet?status=How%20Much%20Do%20Your%20Leads%20Cost?+https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5+via%20@PointClearPD) [![LinkedIn](https://www.pointclear.com/hubfs/blog_social_icon/in.png)](http://www.linkedin.com/shareArticle?mini=true&url=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5&title=How%20Much%20Do%20Your%20Leads%20Cost?&source=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5) [![Facbook](https://www.pointclear.com/hubfs/blog_social_icon/facebook.png)](http://www.facebook.com/share.php?u=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5&title=How%20Much%20Do%20Your%20Leads%20Cost) [![Google Plus](https://www.pointclear.com/hubfs/blog_social_icon/google-plus.png)](https://plus.google.com/share?url=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5) [![Featured Blog Image](https://www.pointclear.com/hubfs/blog_image/7_truths_header_images/7_Truths_Header-4.jpg)](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4) ![Lead Generation Specialist](https://www.pointclear.com/hs-fs/hubfs/dan_mcdade_author_avatar_new.jpg?width=35&name=dan_mcdade_author_avatar_new.jpg) Posted by [Dan McDade](https://www.pointclear.com/blog/author/dan-mcdade) on May 20, 2016 12:00:00 PM Tags: [B2B Marketing](https://www.pointclear.com/blog/topic/b2b-marketing), [Marketing & Sales Alignment](https://www.pointclear.com/blog/topic/marketing-sales-alignment), [B2B Sales](https://www.pointclear.com/blog/topic/b2b-sales) 2 Comments ## [Marketing Needs to Put Skin in the Game](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4) ***Make marketing accountable for sourcing revenue*** *is the third of [7 Truths about Sales and Marketing that CEOs need to know](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-1). This post is part of a series about the CEO’s role in eliminating wasted marketing spend and..* [Read More](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4) share on: [![Twitter](https://www.pointclear.com/hubfs/blog_social_icon/twitter.png)](http://twitter.com/intent/tweet?status=Marketing%20Needs%20to%20Put%20Skin%20in%20the%20Game+https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4+via%20@PointClearPD) [![LinkedIn](https://www.pointclear.com/hubfs/blog_social_icon/in.png)](http://www.linkedin.com/shareArticle?mini=true&url=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4&title=Marketing%20Needs%20to%20Put%20Skin%20in%20the%20Game&source=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4) [![Facbook](https://www.pointclear.com/hubfs/blog_social_icon/facebook.png)](http://www.facebook.com/share.php?u=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4&title=Marketing%20Needs%20to%20Put%20Skin%20in%20the%20Game) [![Google Plus](https://www.pointclear.com/hubfs/blog_social_icon/google-plus.png)](https://plus.google.com/share?url=https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-4) - [*![Preview Blog Post](https://www.pointclear.com/hubfs/blog_image/preview-arrow.png)  Previous  |  *](https://www.pointclear.com/blog/topic/b2b-marketing/page/3) - [2](https://www.pointclear.com/blog/topic/b2b-marketing/page/2) - [3](https://www.pointclear.com/blog/topic/b2b-marketing/page/3) - 4 - [5](https://www.pointclear.com/blog/topic/b2b-marketing/page/5) - [6](https://www.pointclear.com/blog/topic/b2b-marketing/page/6) - [*  |  Next   ![Next Blog Post](https://www.pointclear.com/hubfs/blog_image/next-arrow.png)*](https://www.pointclear.com/blog/topic/b2b-marketing/page/5) [View All posts](https://www.pointclear.com/blog/all) ### Subscribe to our blog Revenue - Inbound - Nurturing = The GAP. 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Stevens Stacy Williams Stephanie Tilton Tony Jaros Tony Zambito Trish Bertuzzi - Search ### Top 5 posts [Is it Fraudulent to Spend Money on Lead Gen Without an ROI?](https://www.pointclear.com/blog/is-it-fraudulent-to-spend-money-on-lead-gen-without-an-roi) [Why Don’t Companies Want to Talk to Anyone?](https://www.pointclear.com/blog/why-dont-companies-want-to-talk-to-anyone) **It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..** [What Should the Sales Close Rate Be?](https://www.pointclear.com/blog/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.. [Gold Calling vs. Cold Calling](https://www.pointclear.com/blog/gold-calling-vs-cold-calling) I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a.. [How Much Do Your Leads Cost?](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-5) **Understand the price you are paying for your leads and then optimize.** ***Document the cost per lead*** *is the fourth of [7 Truths about..](https://www.pointclear.com/blog/7-truths-sales-and-marketing-that-ceos-need-to-know-part-1)* # Healthcare Case Study ### Addressing Lead Generation Pains in the Healthcare Industry Learn what it takes to effectively generate leads in this complex environment. Healthcare solution providers that recognize what's required for lead generation success get better market coverage, improved industry intelligence and more sales opportunities. 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