The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Let me clarify: I would argue that the highly trained, effective salesperson is more important than ever. Should they blog? Don’t hold it back, give it away.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Blog posts related to sales training are posted regularly by the SBI team.

Hiring 177

Hiring Prospecting Inbound Journal 177

Jonathan Farrington

JULY 31, 2013

The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JUNE 2, 2016

In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. Prospects will move up and down in the funnel.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Attract the Bees.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

JULY 16, 2013

The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Since the economic downturn we recognize that companies have cut back on training for salespeople. So a lot going on!

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Well, if it was that simple, sales training courses would offer money back guarantees. Here are a few questions you might like to ask the prospect: What impact is this issue having on your operations?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

NOVEMBER 27, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Sometimes those people are us! As it turns out a lot.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

NOVEMBER 8, 2016

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” Rather than just “how many calls did you make?”

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

JANUARY 31, 2012

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. He holds a B.S. in Business and an M.B.A.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Rather it is “to address critical needs and issues and goals that the client is trying to reach.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

APRIL 10, 2012

The inside sales rep's role has also shifted—from being an entry-level and training position to one that requires expanded skill sets to handle far more sophisticated opportunities. And while there are currently fewer overall sales positions available, there is a dramatic increase in the number of inside sales hires. Top Sales World.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

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. Adaptive Business Blog. Sales Management Blog. Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98