Pointclear

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. The compassion and commitment to healing and education of: 13. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Marie Curie 11.

PointClear 157

PointClear B2C Lead Management ROI 157

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

APRIL 16, 2013

The Sales 2.0 Attendees were promised they would learn: how to create a sales process ruled by metrics and measurement. Gerhard, as usual, was a genial, entertaining and tireless host—ensuring that sponsors and attendees were educated, entertained and well-fed—service was as you would expect from The Four Seasons Hotel.

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MARCH 20, 2014

I wrote an article for my sales club about the " Best Answer to Sell Me This Pen I Have Ever Seen. " Let''s say you have a sales interview coming up. So after, when you make your sales calls. Ian is the founder of the Senator Club , a social club for entrepreneurs and sales professionals to get good at sales.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Pointclear

DECEMBER 27, 2016

These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Nurturing is about talking to your prospective clients at every stage in the sales cycle. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. No Response.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Now what is needed, they say, is to provide support to sales people in the middle and late stages of the buying process. Sales Accepted Leads.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

Marketing 247

Marketing Outbound Inbound Vendor 247

Jonathan Farrington

APRIL 25, 2012

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Geoffrey is a journalist in love with the field of sales.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

OCTOBER 6, 2010

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Lead Management 145

Lead Management Education Leads Marketing Qualified Lead 145

Pointclear

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Youth Meets Experience in Sales Force. That has pros and cons, Nick said.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads.

Twitter 189

Twitter Inside Sales Video Motivation 189

Jonathan Farrington

JANUARY 5, 2013

Over the past couple of months I have been asked by several publications to predict what will happen in marketing and sales in 2013. I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? Answers: Not so much. Not so much.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Jonathan Farrington

JULY 10, 2013

The best they can do is to make a sort of “educated guess” based on the facts they can assemble and then rely upon their past experience and knowledge to interpret them. News: Over at Top Sales World we have announced last week’s Top Sales Article , together with this week’s Top 10 choices.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

OCTOBER 10, 2011

If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do!” The line between sales and marketing is becoming more blurred every day. Marketing now owns the top of the traditional sales funnel.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

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 Marketing automation can be used to sell education and services (client buys XYZ Class 101, automatically gets offered XYZ Class 201 in four weeks). Educational and fun. times more revenue and 6.2

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pointclear

FEBRUARY 26, 2013

The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. But self-aware salespeople, with an education in potential cross-cultural pitfalls, are better equipped to avoid misunderstandings, win trust, and make the sale. How to do this?

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Stay in touch.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

OCTOBER 4, 2016

I quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. and “Sales Management. During the video I talk about the five steps in the sales process and how most sales people only use two steps which results in bad experiences for their prospects and NO DEALS. Simplified.” Simplified.”).

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

Pointclear

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads.

Twitter 124

Twitter Inside Sales Video Motivation 124

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. Identify the problem.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JUNE 2, 2016

Nurture leads until they’re ready to turn over to sales is the sixth 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. What sort of impact has nurturing had on your sales activity?

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

MARCH 14, 2011

The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need. Stone also graciously asked me to talk about my work as chair of the Technology Association of Georgia Education Collaborative. listen to the podcast ).

Lead Generation 140

Lead Generation B2B Leads Marketing Qualified Lead 140

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

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Demand creation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

OCTOBER 11, 2012

Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. 2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0. Get Involved in the Dialog and Shape the Conversation from an Education Standpoint.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

APRIL 4, 2011

Sports and Entertainment delivering personalized messages to drive more ticket sales. Vendors need to work much harder at collaborating to educate the market. Manufacturing, Education, CPG, Media It would appear that marketing automation vendors share a certain enmity when it comes to their competitors.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

SEPTEMBER 24, 2013

More buyers self-educate long before they contact a prospective seller.". 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.". "If Anthony Iannarino (The Sales Blog). Think: lead nurturing.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Marketing provides air cover by nurturing and educating their known universe of prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. LinkedIn is a great platform to use to develop customer advisory councils. Blogging is not about pushing out information.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

AUGUST 8, 2011

Marketing organizations that choose to report on financial contribution metrics such as Percent of Total Sales Contributed by Marketing, Percent of Total Revenue Contributed by Marketing and Marketing-Generated Closed Revenue benefit from insight into lead quality and how those leads convert to sales, revenue, and profits.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. The New Selling Landscape Calls for a New Sales Map.

Video 174

Video Journal Up-Sell Education 174

Pointclear

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. 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.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

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.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

JULY 20, 2016

These dispositions will drive 1,547 leads, 1,252 pipeline accounts (scheduled next step that consistently results in a very high lead rate) and 6,158 nurture accounts (qualified companies where the timing is not right for a sales follow-up – but this filtered list yields a high lead rate on future touches). What Is a Multi-Touch Cycle?

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100