Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

OCTOBER 16, 2012

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. "So I asked the marketing manager. I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

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. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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

MARCH 25, 2014

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. If they don’t have discipline to do their job, the sales manager has to be held accountable as well. That stopped him. Maybe more so.

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Pointclear

JANUARY 22, 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. Alice is the marketing manager of a medical device company. Cindy is the sales manager. She didn’t want to ambush the sales manager.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

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

APRIL 17, 2012

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. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

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

NOVEMBER 10, 2011

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. ” How did Andy know so much about sales, marketing and sales leads? Now I’ve done it. I’m giving away the secret.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. 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!”. “If

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

DECEMBER 19, 2012

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. As we plan for the New Year, it’s time to stop following and start leading. Want to increase sales 30% or more? Nothing else matters.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

SEPTEMBER 10, 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. Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. Total Revenue. Is this good or bad?

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Sales were up (marginally), but profits were suffering, their salespeople were not happy, and were leaving the company in spite of growth.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

AUGUST 15, 2011

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. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Lead 160

Sales Qualified Lead Leads Marketing Qualified Lead B2C 160

Pointclear

MAY 15, 2012

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. 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

JANUARY 19, 2011

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. What would be the condition of the sales channels? This month Jim's intention is to stimulate conversation.

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

JUNE 13, 2011

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. I think it’s about getting off the fence and creating marketing plans that drive the sales forecast.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” To start, Bob had to project the number of sales and dollars that would result from the leads he gets. Using the complete CRM/marketing automation tool set.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." It''s even harder when you don’t follow up a sales lead.".

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. This cost the company $1.2 The ebook is not gated.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

FEBRUARY 16, 2011

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. So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?”

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

DECEMBER 2, 2010

James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Our salespeople are to blame, they don’t follow-up the leads. Our salespeople are to blame, they don’t close the leads. One of the players hung back and was quiet.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

Pointclear

APRIL 17, 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. Or it’s the manager who doesn’t enforce sales lead follow-up, probably on his or her way out the door. Marketing: lead generation.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

Pointclear

SEPTEMBER 19, 2011

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 question which begs to be answered is, “What is the Keystone in the sales and marketing process?” Thank you Wikipedia).

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. What’s it take?

Revenue 113

Revenue Forecasting Commission Telecommunications 113