Pointclear

MARCH 22, 2011

And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. Scoring the Prospect Experience.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. Prospecting.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. Instead, reach out proactively and engage the prospect early on in the buying cycle. Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Today’s buyers expect to work with salespeople who understand their business, industry trends and competitive challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. People tend to position these and other kinds of prospecting or business development programs as either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

JUNE 10, 2016

I maintain, as do many of my peers in the industry, that the age old misalignment of marketing and sales is something that the CEO needs to address. Each were covered in detail, and referenced thought leadership from industry leaders. Why not use all the tools in your toolbox? Drive revenue from all sources.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Have candid conversations with your prospects, and use the feedback to determine what questions they generally need answers to ?

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today. It’s not about pitching your stuff.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 22, 2015

I recently posed this question to fellow industry experts. Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug 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. How to do this? A few suggestions: Dig deep into cultural differences to learn.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Are they unable to validate need and propensity for change for the prospects they pursue? Are they attracting the wrong people? Do they drop the ball?

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

AUGUST 17, 2011

Larger organizations may deploy salespeople based on vertical industries. Ideal deployment puts the best rep with the best prospect at the best time. Maybe not, especially if Mary has special knowledge of the company's industry or has previous contacts with its chief decision-maker. There is good coaching and bad coaching.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JUNE 8, 2012

Ginger has covered the industry for more than 25 years. She regularly speaks at industry events and has both contributed to and edited several books on customer strategy. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are. Who can help me solve it?

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Marketing provides air cover by nurturing and educating their known universe of prospects. In person events are fine as giant trade shows with a big booth space.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Today and for the future, tech is a 5% to 6% growth industry.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

FEBRUARY 2, 2011

It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. Be a voice of trusted reason in your industry, about whatever problem it is that your service or product solves. Social media = Lots of room for improvement. Serving is the new selling.

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

APRIL 18, 2012

He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Pointclear

MARCH 19, 2013

They've helped companies worldwide change the conversation and dominate their industry. Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. The EDGY Strategy. Extreme Behavior. Yuman Perspective. Connections.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

MAY 5, 2015

To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. However, the welcome email should do far more than alert your prospect that he’s now subscribed to some type of service. Remember, you’re not trying to sell prospects, you’re trying to help them.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

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. And which industry within the Fortune 500: banking, telecommunications, automotive?

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? brings you written content, video, slideshares and infographics, e-publications and even free tools. What to check out: The Battles of Starting Your First Prospecting Role. ” As a modern digital magazine, Sales POP!

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

MAY 7, 2015

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. So they began to sell follow-up as a tool to mix with mail. This is part two of a two-part blog. Click here to catch up on part one. ).

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100