Pointclear

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. a sales rep reports, ‘I called the prospect three times. Set sales straight—it’s a win win.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JUNE 5, 2015

You effectively accelerate revenue by identifying better opportunities and by working them early in the cycle rather than responding to RFP’s won by a more agile competitor. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Jonathan Farrington

JULY 31, 2013

Lead Quality Drives Increased Revenue. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Firmographics (revenue, #employees, # of locations). Decision makers and influencers identified.

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. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

JULY 16, 2013

Lead Quality Drives Increased Revenue. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Firmographics (revenue, #employees, # of locations). Decision makers and influencers identified.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

NOVEMBER 27, 2017

It only took two months after the first rep’s retirement to start seeing an impact on the forecast and on revenue. 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.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — investment resulted in $100 million in revenue. — s20c First problem in sales is coaching and training followed by consistent methodology. — Dan McDade (@dandade) April 8, 2013.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

Pointclear

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate. Sales and marketing teams should know the revenue goals and the necessary steps to achieve them. Analysis, Coaching, and Adjustment.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

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

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Well, if it was that simple, sales training courses would offer money back guarantees. Here are a few questions you might like to ask the prospect: What impact is this issue having on your operations?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. In many cases hot opportunities are already baked. Here’s an example: Marketing spends $60,000 to generate 80 leads.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” All others will fall by the wayside.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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 6, 2015

. … [AND] technology is also key to making ABM work and scale,” then many companies won’t have the staff and training to do ABM correctly. They will buy technology and depend on the black box to spit out relationships leading to leads and to revenue. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

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). When sales falter you need the most accurate forecast, not salespeople covering their backsides because prospects have: Stopped returning calls.

Quota 113

Quota Forecasting Policies Pipeline 113

Pointclear

JUNE 27, 2011

Best-practice expertise in all areas—market identification, database management, process management, recruiting and staffing, training, program management, and data analysis and content—is now the key to a program’s success. Could you share an example of market identification activity?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

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. Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. Predictable Revenue.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98