Pipeliner

FEBRUARY 5, 2018

The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem to be fine with alternatives to face-to-face meetings. Just from an efficiency standpoint, phone calls, video or web conferencing options are preferable to buyers so that waste is minimized on their already overfilled calendars.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

JULY 31, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

JANUARY 31, 2012

Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. 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

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. In marketing, teammates must ensure that website visitors and inquisitors can access the right content to assist and propel the buyers’ route. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

OCTOBER 24, 2013

Using social networks to listen and engage with buyers, then surrounding yourself with the influencers and experts that your buyers trust on LinkedIn and Twitter. She’s Down with OPC. Click to start video at this point —Jill believes in a social surround strategy. Define Your Personal Brand. Why are you doing what you’re doing?

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

DECEMBER 27, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

OCTOBER 10, 2011

The drivers for a shared revenue funnel and the revenue team comprised of both sales and marketing are: Buyer behavior has changed. Buyers can now glean a majority of information on potential solutions from the web or through social media. This disintermediation with sales has effectively given control of the sales cycle to the buyer.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

AUGUST 28, 2013

Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. I also shared statistics from the Corporate Executive Board that 71 percent of buyers still want sales involved early in the buying process.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

SEPTEMBER 13, 2016

And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. Deb Calvert: “The CEB reports that buyers now work their way 67% through the buying process before engaging with a seller.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

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. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

AUGUST 30, 2016

If they hear a buying signal in the form of a technical question when talking to a buyer, they are likely to bring in a sales engineer. Teleprospectors are specifically hired and trained for engaging high level executives and initiating the complex sale. No one outside gets us. However, as with any business, there are specialists.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

OCTOBER 11, 2012

2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0. He also believes—from the point of view of skill sets and understanding Buyer 2.0—marketers Instead of Outbound vs. Inbound, Focus on an Integrated, Buyer-Centric Approach. He is a frequent speaker, blogger and contributor to many B2B marketing publications.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JUNE 2, 2015

Now let’s move on to: Part II: Participation in planning & training. With proper preparation, our team can be trained in as few as 4 to 8 hours. Bringing your “A-Team” to training is essential to our mutual success. Insight into the buyers’ mentality. When I was in high school I worked for a garden center.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

AUGUST 21, 2013

Among the many arguments used to relegate cold calling to the duckpins of history is that educated buyers have access to more information than ever and that 70 percent of the buying process is completed before a sales rep needs to get involved in a sale. Whether you call it Gold Calling or cold calling 2.0,

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

SEPTEMBER 26, 2011

A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. But that doesn't mean you can't find buyers and get serious business done. And B2B buyers ultimately do business with other people. Graphic credits: Ignite Social Media

Facebook 216

Facebook B2B Marketing Airlines 216

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. The idea is to use content to give confidence to buyers. Attract the Bees. Photo Credit: DigitalFRANCE.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

MAY 12, 2015

This conversation took us down the road that explained average buying ratio of raw leads (45% were buyers), qualified leads (20-40% higher), and then proposals (30-59%). Improving presentation skills (not the same as sales training). “Kind of crappy,” was his unvarnished response. This was why he should expect more.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

JULY 24, 2012

the case of sales lead management we have: Relationships—marketing, prospects, suspects, salespeople, buyers and the connections between all of these. Airplanes and medical instruments, submarines and drones, tanks and trains are all built using systems engineering. Why should sales lead management be any different?

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. In many cases hot opportunities are already baked.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JUNE 26, 2012

After all, these teams often offer a superior return on investment (relative to field sales), particularly as communication technology enables us to engage buyers in ever more rich and productive ways. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. The Right Marketing Mix: Blended… and Grounded in Buyer Understanding.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Jonathan Farrington

FEBRUARY 27, 2013

This is often referred to as ‘Buyers Remorse.’ These can include, the use of testimonials, higher initial servicing levels, regular contact and if appropriate training sessions on the areas effected by the introduction of your product or service.

Follow-up 40

Follow-up Lead Rank Lead Scoring Remedy 40

Pointclear

FEBRUARY 27, 2014

Eloqua, too, makes a strong case for strategy in its guide, “6 Pitfalls to Avoid in Your Marketing Automation Journey,” which contains the important reminder to avoid putting “too much focus on technology, and not enough focus on buyers.”. Train up your team. And junior staffers need training in strategic marketing thinking.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

JULY 10, 2013

Carlos Hidalgo from Annuitas recommends that “organizations should be training their teams on how to use it effectively”. Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.” Still my favorite!”.

Social Media 239

Social Media Media Tools InsideView 239

Pointclear

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). Create policies for retaining only serious buyers on the pipeline. You must insist on the truth from salespeople, not overly optimistic estimates.

Quota 113

Quota Forecasting Policies Pipeline 113

PandaDoc

SEPTEMBER 2, 2020

Connect2Sell is an award-winning blog that regularly shares tips and techniques to connect with buyers and make the sale. Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. CustomerCentric Selling Sales Training Blog. Sandler Training.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2017

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. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations.

Sales Goal 124

Sales Goal B2B Groups Buyer 124