Jonathan Farrington

JULY 31, 2013

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. There is a direct relationship between requesting more detailed information and declining form conversions. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Two areas of opportunity and competitive advantage are training and coaching. They don’t expect to be the on-the-job training vehicle for your salespeople. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Marketing Pipeline. No Response.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — s20c First problem in sales is coaching and training followed by consistent methodology. — s20c Spend 60% of your time with prospects and clients and only 10% with technology. —

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

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. You’ve got to give prospects a compelling reason to ask for more content. Inbound leads don't “just happen.”.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

JULY 16, 2013

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. There is a direct relationship between requesting more detailed information and declining form conversions. Why wait for qualified leads to come to you?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

OCTOBER 24, 2013

Here are some salient points to our conversation. Click to start video at this point — When Jill is coaching new sales reps in the all-important first three months of training, she said she tells them to focus on defining their personal brand — in particular on their Twitter and LinkedIn pages — and becoming a social employee.

Oracle 223

Oracle Eloqua Social Media Twitter 223

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

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. get into a conversation that’s going somewhere.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

SEPTEMBER 13, 2016

Ardath Albee: “Research finds that sellers can be involved in all stages of the buying process if they bring value to the conversation. In my opinion, marketing should be helping sellers get into conversations earlier. You earn the right to be in earlier by engaging in challenging, value-added conversations. It is possible.

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. ” 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

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. Seuss'' The Cat in the Hat”.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

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. Your Facebook presence needs to be fun, conversational and provocative. American Express also does an awesome job of stimulating conversation. Ask, provoke and respond.

Facebook 216

Facebook B2B Marketing Airlines 216

Pointclear

SEPTEMBER 6, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 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.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

OCTOBER 6, 2015

But here’s where we disconnect: If marketing is responsible for “helping sales find and close business … developing valuable customer relationships in those accounts. … [AND] technology is also key to making ABM work and scale,” then many companies won’t have the staff and training to do ABM correctly.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

APRIL 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 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.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

JUNE 26, 2012

I had one conversation that partially explained why inside sales professionals may struggle to do bigger deals—even if there are no fixed rules preventing them from doing them. You can't spend the time to study your prospects and engage them in truly relevant and compelling ways when you are pressured to just smile and dial.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

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

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. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

JUNE 27, 2011

Best-practice expertise in all areas—market identification, database management, process management, recruiting and staffing, training, program management, and data analysis and content—is now the key to a program’s success. Could you share an example of market identification activity?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

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. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98