Pointclear

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Any interest in a short chat?

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. But we advise companies we talk to that it’s an important consideration in setting up their inside sales organizations, assessing current operations, or evaluating an outsourced solution. Probably more often than you’d like.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

DialSource

JULY 8, 2020

At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. . Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. The Rise of Inside Sales.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Others are more subtle branding channels with more difficult-to-measure metrics.

Paid Content 252

Paid Content Social Media Survey ROI 252

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. They especially want to know about their job performance.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

MARCH 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

Pointclear

MAY 21, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. But what about the sales forecast? Accountability and results measurement can be done only through sales lead management. What world are they living in?

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

AUGUST 27, 2018

With today’s wide choice of communications channels, it isn’t difficult to take someone’s definition, such as Drucker’s, and poop all over it with your own opinions, designed to meet your own needs (yes Friedman and Cathcart come to mind, sorry Jim). Marketing is the distinguishing, unique function of the business.". Ask Yourself. “Is

Company 124

Company Marketing SalesForce Maximizer 124

Pointclear

DECEMBER 12, 2013

But on top of the basics, I have premium channels and the infinite variations of those premium channels. I begin to scroll through the countless stations at my disposal, but none of the many channel offerings fill my need. In sales and marketing (and life in general), knowledge is everything. This is a two-way analogy.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

SEPTEMBER 28, 2018

About the author: James Obermayer is the founder of the Sales Lead Management Association and the publisher of the Funnel Media Group which produces programming for the Funnel Radio Channel. Can you recognize the program personalities on the Funnel Radio Channel?

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Tier 3: SMB/Channel Accounts. Measuring marketing’s contribution to revenue.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Each interview is available on our blog and YouTube channel. There are a few topics that come up regularly.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

NOVEMBER 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. What is the revenue target, and what are quotas for the sales channels by month? What is your closing rate and average sales price?”.

Report 252

Report System CRM Campaigns 252

Pointclear

OCTOBER 1, 2015

What are sales and marketing leaders saying about it? Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? 1) Marketing must lock arms with sales and have a solution selling mindset.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. So before you redo your sales dept.,

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. Consolidation is Going to Continue.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

FEBRUARY 11, 2014

Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. We talked about this issue and about the sustainable relevance of direct mail and cold calling. How valuable are trade shows?

Trade Show 221

Trade Show Scale Marketing Direct Mail 221

Pointclear

JANUARY 24, 2012

Social media is a different marketing channel than all those that came before it. Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? B2B marketers don't target Monolithic Company X or Big Conglomerate Y. They target the purchase decision-maker.

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

APRIL 24, 2018

It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. In most companies, leads are sent to the sales force too soon. Marketing automation has made it possible to get more poor-quality leads to sales faster than ever.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Pointclear

DECEMBER 19, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. Sales Lead Management Association. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads). Marketing measures the sales contribution value of every campaign. Why it’s Important. “If

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Sales is Still Important. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Jonathan Farrington

OCTOBER 11, 2012

But salespeople who lack a disciplined, future-orientated plan for generating new contacts and sales often find themselves spending more time attending to “urgent” tasks for existing accounts instead. Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. times more responsive to quality voicemails and personalized email than other marketing channels.

Revenue 140

Revenue Inbound Outbound Marketing 140

Pointclear

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 Synchronize the client/prospect/employee experience across all channels. This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

JANUARY 19, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. What would be the condition of the sales channels? This month Jim's intention is to stimulate conversation.

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

SEPTEMBER 24, 2013

BANT is dead in most complex B2B sales. Jonathan Farrington (Top Sales World). This has traditionally been a sales team responsibility, and in my opinion should remain so.". Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

SEPTEMBER 25, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “Of Do you create a marketing plan that drives sales based on the sales forecast? buyers; with a 30% closure rate on average, the sales result will be 4.7

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Traditionally, sales and marketing budgets drop before the economic markets because the C-level executives see what''s on the horizon. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

Buyer 154

Buyer Social Media Hiring Inbound 154