Pointclear

OCTOBER 15, 2013

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. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Mike Schultz of the Rain Group. SLMA Radio - Since 2010.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. I also had the privilege of hosting a breakfast where we discussed the state of sales in the security industry. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

SBI

NOVEMBER 13, 2012

The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. It was founded 4 years ago by James Oberhausen, Susan Campanale and Mark Friedman who had a vision for serving the sales lead management community with valuable information and resources. Trish Bertuzzi – The Bridge Group.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? ” As a modern digital magazine, Sales POP!

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 124

Conference Outbound Social Media PointClear 124

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 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

AUGUST 19, 2014

That’s the overarching question I recently presented to a panel of industry experts. Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

JULY 14, 2015

We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. We generate high quality leads, align sales and marketing, and drive revenue. Contain inadequate sales input. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.).

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. They hired us, and we took over their sales from soup to nuts.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Pointclear

AUGUST 26, 2014

That’s the overarching question I recently presented to a panel of industry experts. Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

APRIL 16, 2013

The Sales 2.0 Conference billed itself as “the number one industry event devoted to excellence in leveraging SaaS technologies.” Attendees were promised they would learn: how to create a sales process ruled by metrics and measurement. For me, as an attendee and sponsor, Sales 2.0 Top 10 Tweets from Sales 2.0

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., which assists sales trainers in selecting the appropriate providers. How Much Social Selling Should Sales Reps be Doing?

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. from “The Sales Development Playbook” ).

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. 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.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?". By Dan McDade.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

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.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Using an industry personality’s name may help, but you have to use a giant name such as Marc Benioff in the title to benefit from it.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

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. Remember the group. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms.

Closing 198

Closing Face-to-face Workbooks Conference 198

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. Experienced sales managers, however, know how to deal with it.”. _.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Jonathan Farrington

JULY 10, 2013

Also they must have loyalty to their products and to their associates and loyalty to their industry. They should never allow themselves or others in their group to ridicule, or down grade other leaders or people in the industry, as it is a sign of jealousy and this is one trait that cannot exist in a true leader.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Each were covered in detail, and referenced thought leadership from industry leaders. A summary: 1.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. 48% followed industry conversations on topic.

Sales Qualified Lead 162

Sales Qualified Lead Leads Marketing Qualified Lead Marketo 162

Pointclear

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. the HIMMS Media Group, and the Business Information Industry Association.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. A key to this trend is lead scoring. Part 2 (coming up).

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

OCTOBER 3, 2011

Angela DeFinis is an industry expert in professional public speaking. They give presentations to small and large groups alike, and therefore face the same challenges that public speakers face. All salespeople are public speakers, whether they embrace that identity or not.

Face-to-face 187

Face-to-face Energy Coaching Groups 187

Pointclear

MARCH 6, 2012

As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric. If there’s one persistent thorn in the side of many B2B organizations, it’s failure to align sales and marketing. decline among Laggards.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. 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!” But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

JANUARY 24, 2012

Because it's true: Manufacturing firms don't watch YouTube. Logistics companies aren't on Twitter. But people do. And people are. And some of them are your buyers. And what does top-of-mind get you? Is it challenging to find the prospects? Is it worth it to find them? Should you be trying?

B2B 192

B2B Social Media Face-to-face Twitter 192

Pointclear

OCTOBER 1, 2015

What are sales and marketing leaders saying about it? Is ABM the Holy Grail for 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? 1) Marketing must lock arms with sales and have a solution selling mindset.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Lack of alignment between marketing and sales.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. They tend to fall into one of two groups: Peers and Experts. Anthony Iannarino (along with Jeb Blount).

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. In late August I asked industry experts that same question and asked them to substantiate their response. Mike Weinberg, The New Sales Coach , Principal. Marketing and sales both serve an audience.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. 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? Thanks, Jim!

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100