Pointclear
JULY 19, 2017
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. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. My answer to his question?
Pointclear
AUGUST 15, 2013
Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are salespeople relegated to the last one-third of the buying process? Via Sales Benchmark Index.
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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. 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.
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. At PointClear, our average associate is 50.
Pointclear
MAY 28, 2015
Part II: Participation in planning & training. Part III: Expectations for ongoing success: marketing and sales accountability. 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.
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.
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