--- title: First Friday Report | PointClear | | B2B Sales description: B2B Sales | Read The First Friday Report for original articles designed to help you improve your lead generation process from start to finish. --- [![PointClear - Developing Prospects. Driving Revenue](https://www.pointclear.com/hs-fs/file-26192158-gif/images/PointClear-logo.gif?width=266&height=69&name=PointClear-logo.gif)](https://www.pointclear.com/) Search: Search ![Developing Prospects. Driving Revenue](https://www.pointclear.com/hs-fs/file-26194386-gif/images/tagline.gif) - [Home](https://www.pointclear.com/) - [Developing Prospects](https://www.pointclear.com/developing-prospects/) - PLANNING - PEOPLE - PROCESS - [Driving Revenue](https://www.pointclear.com/driving-revenue/) - [Case Studies](https://www.pointclear.com/case-studies/) - [Solutions](https://www.pointclear.com/solutions/) - [Resources](https://www.pointclear.com/resources/) - [About Us](https://www.pointclear.com/about-us/) - [Blog](https://blog.pointclear.com/) # The First Friday ReportTM ## [Long-Term Leads Demand Attention Now](https://www.pointclear.com/first-friday-report/bid/116860/Long-Term-Leads-Demand-Attention-Now) Posted by [Dan McDade](https://www.pointclear.com/first-friday-report/author/dan-mcdade) Jul 12, 2013 10:00:00 AM - [Tweet](https://twitter.com/share) [![](https://www.pointclear.com/hs-fs/file-221554624-jpg/images/short_term_leads_300px.jpg)](https://www.pointclear.com/first-friday-report/bid/116860/Long-Term-Leads-Demand-Attention-Now) ## ***Near-Term Opportunities are Important, But So is Keeping the Pipeline Full*** Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. [Read More](https://www.pointclear.com/first-friday-report/bid/116860/Long-Term-Leads-Demand-Attention-Now) 0 Comments [Click here to read/write comments](https://www.pointclear.com/first-friday-report/bid/116860/Long-Term-Leads-Demand-Attention-Now#comments-listing) Tags: [Lead Generation](https://www.pointclear.com/first-friday-report/topic/lead-generation), [B2B Marketing](https://www.pointclear.com/first-friday-report/topic/b2b-marketing), [B2B Sales](https://www.pointclear.com/first-friday-report/topic/b2b-sales), [Lead Management](https://www.pointclear.com/first-friday-report/topic/lead-management) ## [Scoping Qualified Prospects for B2B Lead Generation: Shotgun or Laser?](https://www.pointclear.com/first-friday-report/bid/114548/Scoping-Qualified-Prospects-for-B2B-Lead-Generation-Shotgun-or-Laser) Posted by [Dan McDade](https://www.pointclear.com/first-friday-report/author/dan-mcdade) Apr 5, 2013 1:00:00 AM - [Tweet](https://twitter.com/share) [![](https://www.pointclear.com/hs-fs/file-26590456-png/images/april_ffr_artwork-7_percent1.png)](https://www.pointclear.com/first-friday-report/bid/114548/Scoping-Qualified-Prospects-for-B2B-Lead-Generation-Shotgun-or-Laser) A shotgun blast impacts a widely affected and less targeted area, while a laser beam is precise and accurate to its aim. Both have their place in sales and marketing. Which style works best for qualified lead generation and provides a lower cost per lead? [Read More](https://www.pointclear.com/first-friday-report/bid/114548/Scoping-Qualified-Prospects-for-B2B-Lead-Generation-Shotgun-or-Laser) 0 Comments [Click here to read/write comments](https://www.pointclear.com/first-friday-report/bid/114548/Scoping-Qualified-Prospects-for-B2B-Lead-Generation-Shotgun-or-Laser#comments-listing) Tags: [B2B Marketing](https://www.pointclear.com/first-friday-report/topic/b2b-marketing), [B2B Sales](https://www.pointclear.com/first-friday-report/topic/b2b-sales), [Lead Qualification](https://www.pointclear.com/first-friday-report/topic/lead-qualification), [Inbound Marketing](https://www.pointclear.com/first-friday-report/topic/inbound-marketing) ## [Why Sales Needs Fewer Leads](https://www.pointclear.com/first-friday-report/bid/113748/Why-Sales-Needs-Fewer-Leads) Posted by [Dan McDade](https://www.pointclear.com/first-friday-report/author/dan-mcdade) Feb 1, 2013 1:00:00 AM - [Tweet](https://twitter.com/share) Welcome to the February 2013 issue of the First Friday Report. In sales and marketing we are all looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Sales reps need leads that have been carefully qualified, properly and consistently nurtured and appropriately developed increasing the likelihood of a completed sale. We have a software client whose marketing representative proudly stated that they had driven 9,000 leads to sales the prior twelve months. The VP of Sales, however, expressed that he had received “zero leads.” So we ran some tests and found that inbound leads from one particular source were netting one qualified lead per 100 raw leads generated. What chance do you think there is that a busy sales rep would follow-up on 100 raw leads to generate one qualified lead? Your answer should be zero to none. [Read More](https://www.pointclear.com/first-friday-report/bid/113748/Why-Sales-Needs-Fewer-Leads) 0 Comments [Click here to read/write comments](https://www.pointclear.com/first-friday-report/bid/113748/Why-Sales-Needs-Fewer-Leads#comments-listing) Tags: [Lead Generation](https://www.pointclear.com/first-friday-report/topic/lead-generation), [B2B Sales](https://www.pointclear.com/first-friday-report/topic/b2b-sales), [Lead Qualification](https://www.pointclear.com/first-friday-report/topic/lead-qualification) [All posts](https://www.pointclear.com/first-friday-report/all)   [![Dan McDade's interview  series with marketing and sales industry leaders](https://www.pointclear.com/Portals/61796/images/powerviews%20headebluer.png)](https://blog.pointclear.com/blog/?Tag=PowerViews) [![PowerViews with Jill Rowley 200](https://www.pointclear.com/Portals/61796/images/powerviews%20with%20jill%20rowley_200.jpg)](https://blog.pointclear.com/blog/bid/123356/PowerViews-with-Jill-Rowley-Social-Employees-Should-Connect-and-Amplify) ### **with Jill Rowley, aka the Eloqueen  ** [![PowerViews with Kyle Porter 200](https://www.pointclear.com/Portals/61796/images/powerviews%20with%20kyle%20porter_200.jpg)](https://blog.pointclear.com/blog/bid/124009/PowerViews-with-Kyle-Porter-How-Can-You-Sell-If-You-re-Always-On) ### **with Kyle Porter of SalesLoft  **     [![Subscribe to theFirst Friday Report](http://cdn1.hubspot.com/hubshot/13/05/14/25083258-b872-4779-b3a4-aa4320ef2b3b.png)](http://cta-service-cms2.hubspot.com/cs/c/?&cta_guid=d4c2a107-585f-4a52-bbdf-759e6ea2981d&placement_guid=a83c1a65-49b2-4afd-b909-8bda46a49f13&portal_id=61796&redirect_url=3ZeCQ2r6sInwiq06tjNkgi2Pzqfkmolz2Ufjjn7n9YYuTVqhs1H%2BASC4JjHj%2B7H8&iv=XOk4dWt%2BJfE%3D&hsutk=f9f8a26712c59ffe03a5d25f60185837&utm_referrer=http%3A%2F%2Fblog.pointclear.com%2Ffirst-friday-report%2F&canon=)       [![Good Reads in the B2B Marketing Sphere](https://www.pointclear.com/Portals/61796/images/marketingsphere-blue.png)](https://blog.pointclear.com/blog/?Tag=Marketing+Sphere) [![Good Reads in the B2B Sales Sphere](https://www.pointclear.com/Portals/61796/images/salessphere-rustR3.png)](https://blog.pointclear.com/blog/?Tag=Sales+Sphere) [![The Truth About Leads, author Dan McDade](https://www.pointclear.com/Portals/61796/images/Leads_SoftCover_TransparentBck_165.png)](https://www.pointclear.com/the-truth-about-leads/) *"Let's be frank. Most of the nonsense you read about leads and prospecting is as stale as last week's toast. Dan McDade's short book breaks the mold. It blew my socks off. And made me think. I thought I had heard it all. Seen it all. Smelled it all. Boy was I wrong. Big time. If you care about making more money, buy this book and read it. If you want old stale toast dig around in your trash can. Or just go buy a bigger, longer book about prospecting from someone else."* -Dan Waldshmidt ### Connect with PointClear ### First Friday Report Archives - [January 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/01) - [February 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/02) - [March 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/03) - [April 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/04) - [July 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/07) - [August 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/08) - [September 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/09) - [November 2013 (1)](https://www.pointclear.com/first-friday-report/archive/2013/11) Copyright © 2014 PointClear, LLC. [![LinkedIn](https://www.pointclear.com/hs-fs/file-556325435-gif/Layout/linkedin.gif?width=19&height=18&name=linkedin.gif)](http://www.linkedin.com/groups?home=&gid=2138290&trk=anet_ug_hm) [![Twitter](https://www.pointclear.com/hs-fs/file-556362580-gif/Layout/twitter.gif?width=19&height=18&name=twitter.gif)](http://www.twitter.com/pointclearpd) [![RSS](https://www.pointclear.com/hs-fs/file-552838971-gif/Layout/rss.gif?width=19&height=18&name=rss.gif)](https://blog.pointclear.com/CMS/UI/Modules/BizBlogger/rss.aspx?tabid=157336&moduleid=209404&maxcount=25&u=29190&t=186b0c54-e412-46e3-8997-837c3ce21c12) [![Facebook](https://www.pointclear.com/hs-fs/file-550919883-gif/Layout/facebook.gif?width=19&height=18&name=facebook.gif)](https://www.facebook.com/pointclear) [home](https://www.pointclear.com/) [contact us](https://www.pointclear.com/contact-us.php)  \[877.582.9909\] [privacy](https://www.pointclear.com/privacy.php) [blog](https://blog.pointclear.com/)