Pointclear
AUGUST 27, 2013
My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. This cut the prospect list by 70%. We decided these were the most honest, high-probability prospects. The telemarketing time amounted to about 250 hours, over four weeks.
Pointclear
JUNE 9, 2017
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 associates keep trying. Here’s What PointClear Persistence Looks Like. We didn’t stop. One billion dollars.
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Pointclear
FEBRUARY 13, 2018
As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. It's kind of amazing, because while my prospects acknowledge that this is a good question, frequently they don't have an answer. Covey’s 7 Habits: Start with the end in mind.
Pointclear
JANUARY 9, 2014
I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. And, it’s irritating to your prospects. You are better off calling someone who actually wants to talk with you.
Pointclear
AUGUST 30, 2016
Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.
Pointclear
JANUARY 26, 2012
Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.
Pointclear
JUNE 15, 2017
Starving the pipeline of new prospects. It turns out there were several stages of qualification, from two different inside telemarketing departments. Prospects have a common trait; they lie. Hot transfers should be made from the telemarketing department (or company) to the reps. A 100% True Story. They are lying.”.
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