ViewPoint | The Truth About Lead Generation is a blog exploring issues related to B2B sales, marketing and lead generation.
Authored by Dan McDade, president and CEO of PointClear, ViewPoint draws on his 20-plus years of experience helping companies develop prospects and drive revenues. Named one of the 50 most influential people in sales lead management in 2009 and 2010 by the Sales Lead Management Association, Dan offers insights into how to close the gap between marketing and sales and explorations on the most effective means of reaching target audiences—supported by real-world examples—Dan fosters productive thought and collaboration among executives.
PointClear immediately stood out from the pack due to strong references and the quality of its prospect development associates.
-Angela Bailey, Ingenix, a wholly owned subsidiary of UnitedHealth Group
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A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably.
Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.
Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could...
The success story describes the prospect development process and program elements that included database cleaning, an integrated multi-touch strategy, and the manner by which Ingenix sales reps were provided intelligence that supported face-to-face meetings with qualified prospects.
Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.
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