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

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

SEPTEMBER 12, 2018

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. These three often-overlooked elements are critical to optimizing sales performance: 1. Deploying Sales Resources 2.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

DialSource

JULY 8, 2020

At the end of the day, AI does not exist to replace sales reps, but to act as a supportive assistant in regard to automation, analytics, and overall productivity. For example, by implementing Salesforce and Dialsource, you can take your remote sales strategies to new heights. . Inside Sales Is Here to Stay — Here’s Why .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. Rather than take him down an embarrassing path by asking questions he didn’t want to answer, I instead asked him if they had any three-to-five-year revenue or market share goals. Nope, we only have 10 salespeople and a marketing manager.”

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

NOVEMBER 17, 2017

While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good.

Scale 100

Scale Marketing Conversion Inbound 100

Pointclear

JUNE 15, 2017

Substantially reducing current and future revenue. I was hired by a high tech company in San Jose to find sales leakage because of a substantial sales slump. When I reported on the log jam, I thought the sales manager was going to have a heart attack on the spot. Starving the pipeline of new prospects.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

DECEMBER 19, 2012

My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal. Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Want to increase sales 30% or more? Be an expert.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick. From Chris Snell , Inside Sales Manager, SMB at Care.com.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

JUNE 4, 2013

At the end of the day we rely on sales, so it’s a shame to see them not receiving the training and development needed. The ASTD says that for every dollar spent on sales team development you can expect $100 back in incremental revenue. If you show me an underperforming sales team I will trace it back to a poor sales manager.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. Sales Lead Brownout.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue. Sean Callahan.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

JULY 26, 2016

Marketing management will become a builder of wealth, not a spender of revenue. Maybe they are small in number, and they are secretive, because who wants to empower competitors when the solution to increasing sales is so simple? There is a requirement for enlightened sales managers who have control over their salespeople.

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

MARCH 13, 2014

Matt Heinz, President of Heinz Marketing When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results—more customers, higher revenue, lower costs. Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing?

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

DECEMBER 20, 2011

B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. Debbie Qaqish , Principal and Chief Revenue Marketing Officer, The Pedowitz Group Who is teaching the CMO how to sell?

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MAY 26, 2016

This is a problem marketing and sales cannot solve alone. One of the reasons leads don’t get followed up effectively is, according to Mike Weinberg, author of New Sales Simplified and Sales Management Simplified is because there is a lack of persistence and quality in the follow-up. If they could, they would have by now.

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Pointclear

MAY 1, 2013

Improved Overall Sales Performance With the right marketing analytics you can have greater insight on the performance of your sales teams and sales people and identify potential challenges with opportunity retention and management.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. In contrast, many middle-of-the-road sales performers are inclined to hold on to opportunities (to qualify them in, and keep them in) until and unless they are confronted with overwhelming evidence to the contrary.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. The top performers aren’t the problem—it’s the middle-of-the-road sales people who believe that by eliminating a dodgy deal they are reducing the value of their pipeline—when of course the opposite is true.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake reluctantly admitted that with better sales lead management he could reduce the cost of sales while increasing revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

JANUARY 31, 2012

I find this to be an interesting tension point—marketing providing more leads while sales is saying I don’t like these leads. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JUNE 15, 2018

We’ll take a deep dive into each in just a minute but first let me make a couple of observations: Revenue is driven by coordinated and focused sales and marketing activities that can be measured and continuously improved. Of all the keys to revenue growth, the single most important one is rethinking the prospect database.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

AUGUST 2, 2017

Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

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. ” As a modern digital magazine, Sales POP! Because every sale starts with a connection. Sales Management Blog. Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

AUGUST 15, 2017

Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. In my years of sales management and sales consulting I have found the following four reasons for sales failure in many companies.

Quota 113

Quota Forecasting Policies Pipeline 113

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Also, getting a new sales manager at mid-year won’t have an impact until the following year. Offering discounts in the last quarter savages the margin and seldom solves the revenue shortfall.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Pointclear

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

Pointclear

NOVEMBER 20, 2012

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. LinkedIn Group: Sales Management Association.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165