Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Could this be a factor in why only 46 percent (2016 Sales Comp Survey, Alexander Group) to 67 percent (the Bridge Group) of inside sales reps are achieving quota? Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” ” Management will track demo conversion and forecasting accuracy at the group and rep levels.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Trish Bertuzzi , President and Chief Strategist, The Bridge Group Laurie Page , Managing Partner, The Bridge Group 10 Inside Sales Predictions for 2011.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

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. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. So why is ABM the new must-have for B2B marketers? You can’t just “align marketing and sales.”

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

FEBRUARY 26, 2013

That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. Remember the group. How to do this? Nothing is written down. Make them see you.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. People tend to position these and other kinds of prospecting or business development programs as either/or. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

JUNE 10, 2016

Why not use all the tools in your toolbox? Karl Schneider of the Pedowitz group weighs in : “The problem for most marketers making this shift is thinking that the primary Key Performance Indicators (KPIs) they should be watching are the sheer volume of leads they produce and the average cost thereof. Drive revenue from all sources.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors. The Impact of Mobile. This might be a perfect opportunity to start influencing them.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

AUGUST 17, 2011

Ideal deployment puts the best rep with the best prospect at the best time. While Mary may not be the best rep, she is the best rep for this prospect. Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. There is good coaching and bad coaching.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

APRIL 10, 2012

Sales teams need to critically assess tools, as well as social media participation, to make sure they are appropriate for supporting direct engagement with their prospects and customers. The Fight for Marketing & Sales Alignment.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

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 8, 2012

She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach. Databases Play a Key Role in Driving Multi-Touch & Multi-Media Contact.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. Of all the keys to revenue growth, the single most important one is rethinking the prospect database.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98