Forecasting, PointClear and Sales Management

What's it take to generate leads that fuel your forecast?

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.

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

How to Fix a Sales Forecast Killer

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting

Forecasting Sales Forecasts Territories Sales Qualified Lead

Insights on Outbound Conference in Atlanta

Pointclear

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile.

Conference

Conference Outbound Social Media PointClear

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

Pointclear

DECEMBER 19, 2012

My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal. Include goals, objectives, strategies, tactics, a lead generation spreadsheet, and a forecast for the number of inquiries and leads you need to make the revenue forecast.

Policies

Policies Leads Marketing Qualified Lead Hiring

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

MAY 13, 2011

PointClear PD. Small Business Startup and Sales Tips | Free Web Design Tucson. PointClear PD. EDGE Sales Process. Funnel management. Hiring Sales Talent. HR Management. Lead Management. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Report

Report Pipeline Top of Funnel Webinar Metrics

So How Do You Develop A First Class Sales Team?

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. The primary objective of a professional Sales Manager has to be: “ To achieve consistently superior results through the performance of every key individual.”.

PointClear

PointClear Forecasting Construction Loyalty

Enhance Sales Momentum

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. For instance: Leadership Changes.

Territories

Territories Quota Sports Compensation

What is Inside Sales (And Why Do You Need It?)

DialSource

JULY 8, 2020

At the end of the day, AI does not exist to replace sales reps, but to act as a supportive assistant in regard to automation, analytics, and overall productivity. For example, by implementing Salesforce and Dialsource, you can take your remote sales strategies to new heights. . Inside Sales Is Here to Stay — Here’s Why .

Inside Sales

Inside Sales Scale Outside Sales Face-to-face

Marketing’s Wish List to the Sales Department

Pointclear

OCTOBER 16, 2012

She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That they would follow up all sales leads until the prospect buys or dies.”.

Trade Show

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM

PowerViews with Jim Dickie: Customer-centric is Key

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. We should definitely start analyzing the metrics so we can be more effective in closing sales and generating better leads. Accurate Closing Forecasts. percent close rate on forecasted deals.

Customer

Customer Sales Qualified Lead Lead Generation Trends

Leveraging Inside Sales

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales

Inside Sales Lead Rank Hiring Lead Scoring

Sales Qualification Isn’t an Event - It’s a Process

Pointclear

APRIL 23, 2013

It’s no wonder that the latest studies of sales forecast accuracy have concluded that at an individual deal level, and measured in terms of “did the deal close when expected, at the value expected”, your odds of getting it right are no better than tossing a coin. The Role of Management.

Sales Forecasts

Sales Forecasts Forecasting Guidelines B2B

True Story: Without a marketing plan, he planned to fail!

Pointclear

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. Do you have a sales plan?” A sales plan is usually submitted by the sales manager. After some coaching, the sales manager created his team sales plan and the company had a new direction.

Margin

Margin Marketing Hiring Lead Rank

You’ll never break a horse if you stay sittin on the fence!

Pointclear

JUNE 13, 2011

I think it’s about getting off the fence and creating marketing plans that drive the sales forecast. It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. ” But I think it’s more than that.

Sales Forecasts

Sales Forecasts Forecasting System Software

Put A Judicial Branch In Place to Eliminate Wasted Leads

Pointclear

MAY 26, 2016

How many were accepted by sales? How many were proactively rejected by sales (vs. How many made it to the forecast? This is a problem marketing and sales cannot solve alone. Note that the seventh “truth” in this blog series will deal with best practices in sales follow-up on leads.). How many were generated?

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

Make Marketing More Efficient by Embedding Analytics on Top KPIs

Pointclear

MAY 1, 2013

These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle. This will deliver insight on the trends in your pipeline and more accurately identify upward or downward forecasts.

Analytics

Analytics Marketing Sales Qualified Lead Negotiation

How to Make Forecast If You’re Failing at the Half

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Also, getting a new sales manager at mid-year won’t have an impact until the following year. Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast.

Forecasting

Forecasting Outsourcing Services Sales Qualified Lead Discount

Do Standardized Sales Processes Really Work Anymore?

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. What senior sales managers need to be looking at is how to convert sales training to buyer training.

Sales Process

Sales Process Lead Rank Sales Qualified Lead Buyer

Four Reasons for Quota Failures

Pointclear

AUGUST 15, 2017

Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. In my years of sales management and sales consulting I have found the following four reasons for sales failure in many companies.

Quota

Quota Forecasting Policies Pipeline

Five Ways to Grow Revenue (and Lower Cost)

Pointclear

JUNE 15, 2018

Mastery of the five key elements of sales and marketing effectiveness: Market focus. Leverage of the sales force’s strengths. Accountability from pipeline through forecast. Accountability From Pipeline Through Forecast. And, indeed, the three C’s are responsible for most sales accountability ills. You choose.

Revenue

Revenue Forecasting Commission Telecommunications

Sales Pro Central

What's it take to generate leads that fuel your forecast?

How to Fix a Sales Forecast Killer

Trending Sources

Insights on Outbound Conference in Atlanta

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

So How Do You Develop A First Class Sales Team?

Enhance Sales Momentum

What is Inside Sales (And Why Do You Need It?)

Marketing’s Wish List to the Sales Department

PowerViews with Jim Dickie: Customer-centric is Key

Leveraging Inside Sales

Sales Qualification Isn’t an Event - It’s a Process

True Story: Without a marketing plan, he planned to fail!

You’ll never break a horse if you stay sittin on the fence!

Put A Judicial Branch In Place to Eliminate Wasted Leads

Make Marketing More Efficient by Embedding Analytics on Top KPIs

How to Make Forecast If You’re Failing at the Half

Do Standardized Sales Processes Really Work Anymore?

Four Reasons for Quota Failures

Five Ways to Grow Revenue (and Lower Cost)

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