Pointclear
NOVEMBER 17, 2016
If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.
Pointclear
APRIL 19, 2017
The entire day was spent talking about prospecting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead. Prospecting sets you up for everything else in sales.”.
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Pointclear
APRIL 28, 2015
They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. A visit to the prospects’ Facebook page will provide a glimpse into their personality. 2) Communication.
Jonathan Farrington
AUGUST 10, 2012
So, of the less than one-third of leads sales’ qualifies, they close 20% for a net of about 7% of total leads generated. The Sales Process. The final place for leakage is in the sales process. There are scores, if not hundreds, of sales methodologies. A lot more leakage. What is it that you want to buy?”
Pointclear
SEPTEMBER 6, 2012
Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Jill talks about additional sales tools—beyond social media—that let sales reps connect and then monitor impact metrics.
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.
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