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2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

This really is a group which represents the “who’s who” in the sales space right now, and I am delighted to be working and collaborating with them. This is the group that will be … Writing articles for the Top Sales magazine. And no doubt many of this year’s Top Sales & Marketing Influencers and Top 50 Blogs will come from this group. million.

So How Do You Develop A First Class Sales Team?

Jonathan Farrington

For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent. . Pick up a typical report and what words do you find? What set of people are required?

Identifying the Perfect Leader – Do You Report To One?

Jonathan Farrington

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. . Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history. This is important!

Guest Post: Yikes! We have met the enemy and it is us!

Jonathan Farrington

As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. General BANT Dan McDade Neil Rackham PointClear Sales vs Marketing SLMAIn this post I am going to talk about solutions to this problem including: BANT vs. real lead definition.

What is the Net Effect of the Migration to Inside Sales?

Jonathan Farrington

I discuss this fact in detail with Dan McDade of PointClear – HERE. News: Talking of sales training, you can also catch my interview with Mike Schultz of the Rain Group – “95% of Product Training is Ineffective!” General Dan McDade Geoffrey James Inside Sales Linda Richardson Mike Schultz PointClear Rain Group Sales Training Top Sales Magazinemillion visitors in March.

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Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]


Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). In our experience here at PointClear, very few companies are getting it right. We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. Why did we ask? Because we care about quality leads. It’s what we do. Part 1. Part 2.

Hoffman's Hot Seat: The Key to Generating Sales Leads - Think.

The 1to1 Media Blog

Peppers & Rogers Group. 1to1 Medias Tom Hoffman speaks with Dan McDade, President and CEO of PointClear, about best practices for generating sales leads effectively. 1to1© is a registered trademark of Peppers & Rogers Group 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Marketing.

Internet Radio - Its Time Arrived Several Years Ago!


That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. Mike Schultz of the Rain Group. This show is hosted by Debbie Qaqish, Principal and Chief Strategy Office for The Pedowitz Group. To date Debbie has interviewed real-world marketers like Rachel Spasser of Ariba (a SAP company) and Cleve Bellar of LexisNexis, as well as notables like Charlene Li, Founder of Altimeter Group and co-author of Groundswell. SLMA Radio - Since 2010.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Acquity Group created an infographic that takes a look at buying trends based on generation. It splits buyers into three groups; the up-and-comers—millenials, established buyers—Gen X, and seasoned execs—baby boomers. Via MarketingProfs. Via HubSpot.

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. In a recent webcast, Jay Gaines, vice president and group director at SiriusDecisions, shared the keys to a high-performance team. Online content in the sales and marketing industries is constantly changing. Maybe not. Via SiriusDecisions. It’s comfortable.

An Allbound Marketing Approach Closes Your Revenue Gaps


A well-run inbound program can realistically deliver 35 percent of the leads you need : That's according to The Bridge Group. To learn more about RING, download PointClear’s whitepaper, (no registration required). How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. Here’s why. Pretty impressive. But obviously not enough.

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

The Pipeline

PointClear PD. PointClear PD. Join the Renbor Sales Solutions LinkedIn Group. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012.

Who’s Harvesting Your Lead Farm?

Smart Selling Tools

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential. A look at how marketing and sales groups’ core competencies create a resource and functionality gap is followed by a review of how a best-practice lead farm operates and what it can deliver. . A resource and functionality gap between marketing and sales.

Quality, Not Quantity: Why All Those Leads May Be Getting You.

The 1to1 Media Blog

Peppers & Rogers Group. As Dan McDade, CEO of PointClear, LLC emphasizes, leads must be carefully qualified, properly and consistently nurtured, and appropriately developed in order to increase the likelihood of a completed sale. For Debbie Qaqish, principal partner and chief revenue marketing officer for The Pedowitz Group , the key to successful lead generation and follow-through all relies on the ability to communicate. 1to1© is a registered trademark of Peppers & Rogers Group 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Advertise.

Lies, damned lies, and statistics

Sales 2.0

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. I agree. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business. You need to go out and talk to your market early. Prospecting

Do You Know "The Truth About Leads"?

Jill Konrath's Fresh Sales Strategies Blog

He's the CEO of PointClear, a company that does outsourced prospect development for B2B sales organizations. As   If you have an inside sales group, it is likely that they are either glorified administrators, or making 35 or fewer dials per day due to other pressing issues. You can’t afford anything less than a dedicated group of trained professionals focused 100 percent on sales. An Recently I had a chance to read The Truth About Leads , a new cut-to-the-chase book written by Dan McDade. Enjoy my interview with him.    Why?   2.

Takeaways from BtoB's NetMarketing Breakfast in Boston


PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event. Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. Mobile will eclipse standard browsers by 2013. This is incredibly interesting (and not just a little scary

On Becoming a Top Sales Expert at Top Sales World


Becoming a member of the Top Sales Expert team is an exceptional honor for me as the group is comprised of 31 sales professionals who have joined this exclusive group over the past five years, and a maximum of four new members are elected each year. As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. I’m honored, thrilled and humbled (all at the same time!) Thank you

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


Kenandy has been founded by Sandy Kurtzig, the former CEO of ASK Group and the creator of ManMan. These points are well illustrated in a PointClear case study that describes our outsourced B2B lead generation and market coverage partnership with a Southeast manufacturer of industrial equipment.

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Green Lead's B2B Blog

Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. Bill Goldsmith - BP Productions Pete Gracey - AG Salesworks Bernice Grossman - DMRS Group Inc. The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely. Members of SLMA and non-members are allowed to vote.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource


It was a big win for both groups. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” 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. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft.

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies:, SuccessFactors and NetSuite. The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Target market challenges.