PointClear Prospecting Sales Process Training 
Pointclear
JULY 19, 2017
a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”
Pointclear
FEBRUARY 23, 2018
Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Quality conversations and personal engagement with prospects.
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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. IDC Research also shows that approximately 40% of sales reps do not actively use the sales process or methodology implemented on a regular basis.
Pointclear
MAY 28, 2015
I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Part II: Participation in planning & training. Part III: Expectations for ongoing success: marketing and sales accountability. For example: Sales process information, updated client lists, active opportunities, messaging, etc.)
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).
The Pipeline
MAY 13, 2011
Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Let me clarify: I would argue that the highly trained, effective salesperson is more important than ever. Don’t hold it back, give it away.
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?
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