Lead Generation Specialist

Posted by Dan McDade on Aug 29, 2017 2:19:17 PM

Tags: B2B Sales

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Why Buyers Buy

Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs..

Lead Generation Specialist

Posted by Dan McDade on Jul 19, 2017 1:51:01 PM

Tags: Lead Generation, Sales Process, B2B Sales, Lead Nurturing, Lead Management

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Embarking on a sales lead generation project: What could go wrong?

“What could derail this project?” a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing..

Lead Generation Specialist

Posted by James Obermayer on Jul 12, 2017 12:34:15 PM

Tags: B2B Sales, Sales Training, Guest Blogs, Prospecting Questions

1 Comment

Salespeople Must Accelerate Response or Fail

Lead Generation Specialist

Posted by Dan McDade on Jun 9, 2017 9:41:32 AM

Tags: B2B Telemarketing, B2B Sales, Increase Sales

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support..

Lead Generation Specialist

Posted by James Obermayer on May 5, 2017 10:06:59 AM

Tags: Sales Process, B2B Sales, Guest Blogs

2 Comments

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Why it’s Important:

Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
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Why Don’t 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?

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

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..

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..