Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. I practice it every day in my role as lead salesperson for the company. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Two areas of opportunity and competitive advantage are training and coaching. They don’t expect to be the on-the-job training vehicle for your salespeople. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

JULY 31, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. Sales managers need to provide guidance to their reps to be sure prospects continually move through the funnel—and that the pipeline contains the right mix of deal size and decision cycles.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

MAY 15, 2013

Their pipeline is jammed full of late stage opportunities that their sales people just can’t get over the goal line. Well, if it was that simple, sales training courses would offer money back guarantees. Poorly qualified deals drag down the true value of the pipeline. And, at face value, it looks as if they might be right.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

DECEMBER 27, 2016

Marketing Pipeline. Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. True Nurture Opportunities.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—a whopping three times higher. These are prospects with a specific planned next step to be taken within a reasonable timeframe.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

AUGUST 9, 2016

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Leads at every stage of the buying cycle are essential for a healthy pipeline. For predictability and consistency in meeting your numbers, you can’t count on just one type of lead in the pipeline.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JANUARY 31, 2012

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. I suspect that many sales reps have that glazed look in their eyes when going through sales training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JULY 16, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Compare this to a qualified lead from a professional telepropsecting company.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

AUGUST 21, 2013

Progress is monitored so that leads do not stagnate in the pipeline. Whether you call it Gold Calling or cold calling 2.0, Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced. Cold calling is about quantity, not quality.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

JULY 12, 2017

You may like: How to Tell if Your Sales Pipeline is Failing You. This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. Andy Paul – Zero Time Selling.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

JULY 20, 2016

These dispositions will drive 1,547 leads, 1,252 pipeline accounts (scheduled next step that consistently results in a very high lead rate) and 6,158 nurture accounts (qualified companies where the timing is not right for a sales follow-up – but this filtered list yields a high lead rate on future touches).

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

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.”. Alignment Success: Top-Down Initiative & Merge the Two Organizations. How can I make my salespeople experts?

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). Remember, a pipeline is managed by fearful, insecure salespeople reporting to optimistic sales managers, and both deal with selfish prospects who lie.”.

Quota 113

Quota Forecasting Policies Pipeline 113

PandaDoc

SEPTEMBER 2, 2020

Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. Heinz Marketing is sales pipeline people — focused on revenue acceleration strategy and tactics that materially and measurably drive sales and revenue value for their clients.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98