» How to Fix a Sales Forecast Killer
27/11/17 10:27 from ViewPoint | The Truth About Lead Generation
“Our numbers are off substantially,” he said over lunch some time ago, “but our individual salespeople are making quota for the most part. What is killing us is turnover in salespeople. It’s been irritating, surprising and very difficult...
» 9 Ways to Crush Your Sales Goals in 2018/Infographic
20/11/17 10:25 from ViewPoint | The Truth About Lead Generation
Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up.
» Marketing and Sales Alignment—Still Conversation Worthy in 2017
17/11/17 09:31 from ViewPoint | The Truth About Lead Generation
The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. Marketing complains th...
» Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results
13/11/17 07:22 from ViewPoint | The Truth About Lead Generation
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 lend themselves to dispo...
» 6 Things Good Lead Generation Companies Do Right (That You May Be Doing Wrong)
08/11/17 10:53 from ViewPoint | The Truth About Lead Generation
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 teleprospecting) is not rocket sc...
» Vote for Kimmy Netterville, an inspired sales lead management leader
07/11/17 09:11 from ViewPoint | The Truth About Lead Generation
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 open until Dec. 6, 20...
» Why would a company ever outsource anything?
31/10/17 08:29 from ViewPoint | The Truth About Lead Generation
“… 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.”
» Chairs are Dead—and Other B2B Marketing Hogwash
24/10/17 05:45 from ViewPoint | The Truth About Lead Generation
In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was d...
» Lists and the Rest of the Story
21/10/17 04:30 from ViewPoint | The Truth About Lead Generation
There is no such thing as a good list. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck. There are reasons: