Pointclear

JUNE 28, 2018

A deeper dive pointed to the fact that the relatively low cost per lead was offset by the relatively poor quality of the leads as indicated both by the percent of qualified leads generated, 1.28% as a percent of raw leads, and the overall percent of qualified companies. Almost 47% of sales reps miss quota.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

SEPTEMBER 10, 2013

If this is true, and no one has refuted me yet, why isn’t marketing management (and everyone in the marketing department) compensated in some manner on revenue the same way sales people and sales management are paid? Qualified leads. Closed leads. Revenue just from sales leads generated by marketing.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

The Pipeline

MAY 13, 2011

PointClear PD. Small Business Startup and Sales Tips | Free Web Design Tucson. PointClear PD. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Tool.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JULY 26, 2016

This means that 75% of the marketing dollars spent on lead generation are wasted. If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”. Sales Lead Management Association.

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. Many elements must come together to create quality leads, and among these should be departmental transparency and communication. Lead Generation — Don''t Just Turn Up the Volume.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Inside sales. Lead generation. B2B marketing and sales strategies and tactics.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MAY 26, 2016

Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch. No matter how desperate you are for leads, before investing in lead generation ask yourself these questions: How have the leads generated during the past quarter or year performed?

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

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 173

Policies Leads Marketing Qualified Lead Hiring 173

SBI

APRIL 25, 2011

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.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

JANUARY 21, 2014

Management has not asked for an ROI on Marketing. Sales management refuses to enforce lead follow-up. We sell direct, but nobody closes out the leads. I don’t manage the people who control the final step in reporting: salespeople. We sell direct but nobody closes out the leads. You’ll find a way.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

APRIL 17, 2014

It is downright misrepresentation when companies position themselves as lead-generation experts. That’s how we get our sales funnels clogged with cold leads that waste our time and almost never pan out. From Chris Snell , Inside Sales Manager, SMB at Care.com. They have budget—and a need.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

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. Sales Lead Brownout.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

JUNE 15, 2017

I was hired by a high tech company in San Jose to find sales leakage because of a substantial sales slump. One finding stood out: 85% to 90% of all inquiries and leads were in a qualification and nurture process that was out of control. The sales department was not making its numbers and everyone was frustrated.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

MAY 15, 2012

Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Pointclear

MARCH 13, 2014

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. By Dan McDade.'

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pipeliner

APRIL 2, 2018

Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. Sales management can be a high-turnover position.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

DECEMBER 2, 2010

Our salespeople are to blame, they don’t follow-up the leads. Our salespeople are to blame, they don’t close the leads. Sales management is to blame, they don’t believe in the CRM system. Coaching the salespeople about why the closeout of the sales leads is important (ROI).

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

AUGUST 2, 2017

Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

SEPTEMBER 6, 2012

So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”. But let’s be frank: the average sales manager or VP of sales isn’t in a position very long.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

APRIL 17, 2013

Salespeople run amok without any accountability to a sales manager who often doesn’t understand the conversion ratio of sales leads. Sales lead management done well has a huge return on investment. Marketing: lead generation. Sales management. Marketing management.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

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.”. Quotas can be by dollar, by product, and by sales activity; often by all three. No one pays attention.”. Why it Matters. James Obermayer.

Quota 113

Quota Forecasting Policies Pipeline 113

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. Increase the Lead Generation Budget for Qualified Leads.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

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. ” As a modern digital magazine, Sales POP! Because every sale starts with a connection. Sales Management Blog. Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

JULY 18, 2011

The salespeople were grateful that the number of leads was high, but they complained about quality. They ignored 75% of the leads generated. She also knew that if she gave salespeople enough sales leads, they then complained about quality. Sally felt that the salespeople were in a cycle of self-denial.

Hiring 169

Hiring Sales Qualified Lead Policies Follow-up 169