Pointclear

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Executives must set the expectations for sales and marketing to: Provide necessary materials and related data: This can vary depending on what a particular vendor needs to be successful. It’s a great question.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

JUNE 5, 2015

So decide in advance if you are looking for quality over quantity, and if you are willing to wait for leads to be developed that are worth your sales team’s time. In reality, you cannot accelerate the sales process (or even the buying process).

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. A compelling message is a sales rep’s most valuable weapon. Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

The Pipeline

MAY 13, 2011

What you should do: Get your sales team “in the mix.” Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Put another way: If you don’t want a prospect to read it, don’t write it. PointClear PD. Trackbacks.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Braveheart Sales

FEBRUARY 20, 2020

Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com]. Source: Objective Management Group].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Jonathan Farrington

JULY 31, 2013

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. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

JUNE 28, 2018

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Budget undefined? Next-year decision?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

JULY 14, 2015

Of course there are still the laggards—those companies whose marketing and sales do not agree on basic parameters of what a good lead is; however, in my opinion, this segment is shrinking due to better data and higher visibility of this issue. In our experience here at PointClear, very few companies are getting it right.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . Related : KPIs Sales Managers Should Use to Track Field Agents Right Now.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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?”

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. You’re either cold or you’re hot—lukewarm doesn’t cut it.

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Jonathan Farrington

JANUARY 5, 2013

Most of the sales and marketing predictions (from analysts, publications and consultants) were repeated (and re-tweeted) over and over and went something like this: “2012 will finally be the year of mobile”. In 2012, 70% of the sales process will be complete before a sales rep needs to get involved…”. Blah, blah, blah…”.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

AUGUST 20, 2018

In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. However, upon further analysis only 40 were fully qualified and warranted sales follow-up. Often this process takes months.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Pointclear

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

JUNE 28, 2016

A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.". I honestly don't think one can credibly get any closer to an answer than that.". "A

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Pointclear

MAY 16, 2017

Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. Message: Compelling "silver bullets" (conversational points) about your prospects' specific challenges, problems or concerns (vs. That is, by not using a cost-per-lead metric.)

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Pointclear

MARCH 17, 2015

It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. The Essential Handbook for Prospecting and New Business Development. It’s an action-oriented guide for sales people, sales managers and executives.”

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

AUGUST 25, 2016

To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development. The role of prospect development is to close the gap between marketing and sales.

Top of Funnel 100

Top of Funnel Funnel Sales Qualified Lead Lead Rank 100

Pointclear

JUNE 10, 2016

Without that, and without careful oversight of the marketing and sales process, the bickering goes on and the results fall short. Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Jonathan Farrington

NOVEMBER 2, 2012

Neil Rackham delivered the keynote address at this year’s national US Business Marketing Association meeting and is quoted in “BtoB Magazine” as follows: “ Sales and marketing are two functions with an identical mission, so how can they be like ships passing in the night?”. 3 Steps to Align Sales and Marketing. It is also free.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

MAY 15, 2013

Top performing sales people qualify rigorously and repeatedly throughout the sales process, because they have too much respect for their own time to chase opportunities that are never likely to close, and would prefer to get out and find a better opportunity instead. And you might not irritate your prospects quite as much.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

OCTOBER 27, 2016

Upon inspecting the pipeline and interviewing sales leaders and reps, a very different picture emerged: More than 65 percent of the reportedly qualified and accepted leads had been in the same early stage of the sales process for more than 90 days. A lead is not proactively accepted or rejected by sales.

Sales Qualified Lead 100

Sales Qualified Lead Pipeline Territories Compensation 100

Pointclear

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

JANUARY 11, 2011

Metrics will evolve beyond just baseline activity metrics (phone, emails) to include metrics that track movement through the qualification and sales process. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?”

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

SEPTEMBER 13, 2016

On the contrary, sellers need to find ways to transcend the sales transaction and get buyers' interest earlier in the sales process. How does your content earn you the right to get some of their attention earlier – establishing trust, credibility and preference for your brand before that 57-90% of the process is done?

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

MAY 18, 2016

Inbound is highly touted and readily adopted for good reason: Having prospects come to you has obvious, universal appeal. For B2B companies with a complex sales process, more than half need to be outbound sourced. The GAP must be filled through proactive outbound activity. An average of 53.75 Fortunately, it’s not guesswork.

Revenue 140

Revenue Inbound Outbound Marketing 140

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

SEPTEMBER 22, 2015

My concern is that ABM will become another black-box solution in which technology supersedes strategy—continuing the trend of poor quality leads being dumped on sales AND more distance between marketing and sales. IP-based marketing may or may not make sense if you have a small market— such as several hundred total prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

DECEMBER 16, 2016

If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals. This is incredible news for outbound prospecting proponents and a signal for change for inbound loyalists.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

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.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

JUNE 15, 2017

Starving the pipeline of new prospects. I was hired by a high tech company in San Jose to find sales leakage because of a substantial sales slump. Prospects have a common trait; they lie. In all, there were about 40 inside people in two departments working on the qualification and nurture process.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

AUGUST 18, 2015

Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Data quality. Nurturing workflows.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pointclear

SEPTEMBER 18, 2012

Here are some common mistakes: Following up on a lead by placing one telephone call or sending one email and assuming that the lead must not have been qualified if you don’t hear back from the prospect (even highly qualified leads require UP TO twelve follow-ups over a period of time).

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113