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. The Pipeline Guest Post – Craig Rosenberg.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

Jonathan Farrington

JULY 31, 2013

There is a direct relationship between requesting more detailed information and declining form conversions. The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

AUGUST 30, 2016

Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead. Teleprospectors are specifically hired and trained for engaging high level executives and initiating the complex sale.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

APRIL 9, 2013

s20c First problem in sales is coaching and training followed by consistent methodology. — If you attended please join the conversation.' . — Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. 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

DECEMBER 27, 2016

These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. No Response. These are contacts past the point of diminishing return on a given touch cycle. 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 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

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. Next, simply locate and/or attract qualified “conversations” with prospects. Attract the Bees.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

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

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

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. Our team will have more conversations with your market in the first month than your sales force will all year.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

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. Creating conversation that has a worthwhile outcome is, and will forever be, a mixture of art, science. The Solution is PROCESS.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

DECEMBER 30, 2013

It''s also a way as to not alert anyone who may be eavesdropping as to what is happening in the current operations if that person is not trained in the codes. So the conversation might sound like this: Wilco—I understand and will comply (WILL COMPLY = WILCO), also from Voice Procedures.

Film 193

Film Face-to-face Follow-up Call-back 193

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

OCTOBER 11, 2012

Commenting on the complete alignment across the organization, he notes, “Never once did we start the conversation with how are we going to get you guys to get along. He describes a recent conversation with a client: “She said, ‘I’ve got to develop how I’m going to approach inbound vs. outbound.’ He adds, “Those are staggering numbers.

Outbound 169

Outbound Inbound Telemarketing Education 169

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). How would you feel?”. Kind of crappy,” was his unvarnished response.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

JULY 16, 2013

There is a direct relationship between requesting more detailed information and declining form conversions. The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

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

APRIL 30, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Training Tool: www.60seconduniversity.com. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. 60secondmarketer.com. Website: www.60secondcommunications.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

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. And we need to have a back and forth conversation or discussion.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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

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 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. This strikes me as an issue of convention and territoriality over talent and profit maximization. Are we measuring stuff that doesn't matter?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

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. Arriving at the answers and implementing effective sales training programs, Jill says, will result in prospects saying things like, “Wow, she really knows a lot, or he is so smart about what’s going on.

Buyer 154

Buyer Social Media Hiring Inbound 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. 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 10, 2013

Carlos Hidalgo from Annuitas recommends that “organizations should be training their teams on how to use it effectively”. Anthony Iannarino ( The Sales Blog ) said, “It allows you to engage in one-to-one and one-to-many conversations. But that’s the point—increasingly, it’s the place where business gets done.”. Still my favorite!”.

Social Media 239

Social Media Media Tools InsideView 239

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

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. CCS® is annually named to Training Industry’s Top Sales Training Companies list. Sandler Training. Sales Gravy. Heinz Marketing.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98