Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead. Prospecting sets you up for everything else in sales.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Parallel Thoughts.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

APRIL 21, 2015

This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. B2B Marketing B2B Sales' As Sheriff John T.

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Database management. Inside sales. Sales management.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MAY 15, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. What’s the impact on them?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

AUGUST 15, 2011

From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Lead 160

Sales Qualified Lead Leads Marketing Qualified Lead B2C 160

Pointclear

NOVEMBER 10, 2011

I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up. You lose a prospect, a customer and the sale and your competitor wins. Now I’ve done it. I’m giving away the secret.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

MARCH 17, 2015

It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. The Essential Handbook for Prospecting and New Business Development. It’s an action-oriented guide for sales people, sales managers and executives.”

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” ” What would be the state of sales and marketing? What differences in marketing and sales management would have occurred if CRM with all of its benefits had not been a part of B2B and B2C marketing?

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JUNE 15, 2017

Starving the pipeline of new prospects. I was hired by a high tech company in San Jose to find sales leakage because of a substantial sales slump. The department manager said something like: “We only give our salespeople 100% qualified leads that will buy.” Prospects have a common trait; they lie. They are lying.”.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JUNE 15, 2012

While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites. The Marketing Manager’s Role in Alignment Leadership & Wealth Building. Go back and talk to all these inquiries.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. What senior sales managers need to be looking at is how to convert sales training to buyer training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

AUGUST 1, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 125 – Grit. Via Score More Sales. The Helpful Sales Person.

PointClear 200

PointClear B2B Face-to-face Inside Sales 200

Pointclear

SEPTEMBER 19, 2011

Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Most salespeople haven’t forgotten how to sell, so they don’t need retraining, they just need more qualified prospects. Why it Matters: “In B2B, most companies have sales cycles longer than three months.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. So what’s the motivated B2B seller to do? Connect2Sell.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2012

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. He adds, “It’s very early for sales organizations.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165