Pointclear
FEBRUARY 23, 2018
At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. How do we know candidates have what it takes to carry the conversations needed to fuel the forecast? Testing and data over opinions and conventions.
Pointclear
NOVEMBER 27, 2017
It only took two months after the first rep’s retirement to start seeing an impact on the forecast and on revenue. With three out of 10 reps gone, the forecast dropped substantially and with it the year that was going so well for the company. The yearly forecast has to have a hedge. Many sales managers have two forecasts.
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Pointclear
MAY 23, 2017
Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% So, they don’t provide visibility into the pipeline until late in the game which causes inaccurate forecasts and other pain. Why don’t they follow-up?
Pointclear
APRIL 19, 2017
Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. Now my second book, " High-Profit Prospecting ", is available.
Pointclear
AUGUST 8, 2011
Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). The ability to report and forecast metrics improves when full-featured marketing automation integrated with CRM or sales automation is in place.
Pointclear
MAY 21, 2013
Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. But what about the sales forecast? How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas?
Jonathan Farrington
JUNE 12, 2013
Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. Do you have visibility of their numbers – year to date, forecast vs. required performance? . . Pick up a typical report and what words do you find? What set of people are required?
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