Pointclear

APRIL 3, 2014

Humans need face-to-face contact with others. Even with whisper-light computing power and immediate, 140-character Twitter posts, we are a face-to-face species, one that thrives on interpersonal communication and being in the presence of like-minded individuals working together for a common goal.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

JULY 11, 2011

Telesales lead generation supports both field and inside sales. It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. Sales and marketing activity.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

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.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. Last September, we published the white paper, The Rise of Inside Sides , which is now more relevant than ever. Prior to the COVID-19 pandemic, the concept of inside sales was a fast-growing trend. This is a new way of life. .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

AUGUST 15, 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. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Lead 160

Sales Qualified Lead Leads Marketing Qualified Lead B2C 160

Pointclear

JUNE 10, 2016

Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Define a lead. Are these truly leads? A summary: 1. Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

SEPTEMBER 22, 2015

Is ABM the Holy Grail to 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? As with other technologies, automating a bad process just leads to more bad results.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

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. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

FEBRUARY 26, 2013

Your leads may be perfect. Unfortunately, leads from other cultures probably won’t close as quickly as those in the same country. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase. But there’s one problem: They’re on the other side of the world. How to do this?

Closing 198

Closing Face-to-face Workbooks Conference 198

Fill the Funnel

NOVEMBER 10, 2010

Best Sales Lead Management Program – Unisfair. Dan McDade/Pointclear posted a good highlight of the conference from his perspective. It was great to meet so many new people and to put names to faces as well. sorted out. Conference on November 9th. Best Customer Experience/Collaboration Program - Green Grass One.

Twitter 74

Twitter Conference Omniture Airlines 74

Pointclear

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. Just 42% of marketing qualified leads are accepted and worked by sales. The #1 sales execution challenge is the lack of qualified leads. Sales is mad.

Lead Rank 100

Lead Rank Account Marketing Qualified Lead Sales Qualified Lead 100

Pointclear

MAY 14, 2013

Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.” It’s that personal one-to-one connection that ultimately leads to sales. Due to technical difficulties only one side of the video will display.). The Battle for Customer Attention.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

FEBRUARY 12, 2013

I keep hearing, we all keep hearing, “Marketing doesn’t give us enough good leads.”. Sales doesn’t follow up enough on the leads we give them.”. Ask for input and put the caveat out there to not say “I need better leads.” When there’s a trade show or national sales meeting, it’s another opportunity for face time.

Trade Show 154

Trade Show Demand Generation Demand Generation Targets Webinar Metrics 154

Pointclear

NOVEMBER 27, 2017

Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. What is killing us is turnover in salespeople. It’s been irritating, surprising and very difficult to over-come.”. The Situation.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Jonathan Farrington

JULY 10, 2013

I also took on my first “leadership” role at the tender age of eight, so you can assume that “leading from the front” has been a major feature of my commercial life. The leader has to face up to new challenges all the time. Genuine enthusiasm does not mean a glib, backslapping, plastic smile type attitude. This is important!

Report 51

Report PointClear Loyalty ACT 51

Pointclear

APRIL 18, 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. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." It''s even harder when you don’t follow up a sales lead.".

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JANUARY 16, 2018

"One of the things that I found that really made a difference to me early on was whenever I faced a problem, to not call it a problem. Isn't that funny? I do a lot of reframing. I just reframe failure into valuable learning experiences, and now the only thing I do is I reframe problems. What are you going to do about it?'

Decision Maker 100

Decision Maker Microsoft Face-to-face Exercises 100

Pointclear

JANUARY 31, 2013

As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. Millennial Talent 2.0 is Here to Stay. The Inside Sales Superhero to the Rescue.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

Pointclear

FEBRUARY 18, 2014

With a pained expression on his face he squeaked, “Do we need something that detailed? Don, Shelly’s partner, jumped up and said he’d be right back, and he was gone before I could look in his direction. Shelly and I made small talk. This was my first visit to the company and she wanted my help to create a strategic direction for the company.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

MARCH 2, 2011

But doing these things won’t help your business generate leads and convert sales using social media. And who said you cannot use LinkedIn to generate sales leads? Read that again and notice how it flies in the face of what we're being told to do by "experts.". He blogs at [link]. Follow customers into social spaces.

Social Media 165

Social Media Media Top of Funnel Hiring 165

Pointclear

APRIL 1, 2015

Gemini (May 22 - June 21): You were going to improve time management skills this year and learn how to sort the essential out from the trivial … but face it, the trivial is a lot more fun. Leo (July 23 -August 21): Most of the leads you get from marketing are not so hot, and as usual, you already knew about all of the good ones anyway.

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. When a salesperson gets a lead, that’s all well and good.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JULY 25, 2011

For eight innings your starting pitcher and relievers have done their part, cultivating a lead, offering a wide variety and style of pitches to keep the opponent off guard and setting you up to win. If a batter faces you three times in a game he will eventually catch up with the pitches. He does not have great curveballs or change ups.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

DECEMBER 2, 2010

James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. ” At this point, Jim, with a pained expression on his face, said, “But why Coach?” Our salespeople are to blame, they don’t follow-up the leads. Losers give excuses.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. Marketing groups are facing a large number of challenges in areas like the following: New marketing technologies.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

APRIL 18, 2012

Social Media is Becoming a Lead Gen Vehicle. While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions.

Inbound 145

Inbound Quota Outbound Video 145

Jonathan Farrington

FEBRUARY 27, 2013

Phase 2 can be a potentially vulnerable time for a sales person, because without the benefit of an established track record, and in the face of possible problems, no matter how minor, this is the time when most newly acquired customers are apt to change their mind. They: Have to be motivated to want to buy from you.

Follow-up 40

Follow-up Lead Rank Lead Scoring Remedy 40

Pointclear

FEBRUARY 21, 2013

After decades of developing new techniques for prospecting and nurturing leads, Bob says that inside sales professionals have earned their “rightful place” in most companies. It’s tough to replace the handshake and the face-to-face meeting, and that’s still a huge step in the sales process.”. e-mail communication.

Inside Sales 240

Inside Sales Skype Face-to-face Field Sales 240

Pointclear

JULY 21, 2011

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales. SQLs and closed deals) at risk. Complex internal buying landscapes.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184