Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Companies can offset these deficiencies with training and performance development. Companies Need to Get Serious About Sales Training Reinforcement. Motivate Your Sales Team with These 13 Ideas That Work. SolutionSellingBlog.

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% You can see from the above breakout that standard lead generation—the approach most organizations take —nets 50 highly qualified leads against a list of 1,000, or a 5% lead rate.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

MAY 28, 2015

Part II: Participation in planning & training. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. Once you have full executive endorsement, it’s time to move on to planning and training. Let’s dive right in to our first topic.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

JUNE 5, 2015

If you want to get the most out of your outsourced lead generation program you must : 1) have executive sponsorship and reinforcement; 2) participate fully in planning and training; and 3) have appropriate expectations and accountability.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

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. PointClear PD. Don’t hold it back, give it away.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. I practice it every day in my role as lead salesperson for the company. (We

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Jonathan Farrington

JULY 31, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Two areas of opportunity and competitive advantage are training and coaching. They don’t expect to be the on-the-job training vehicle for your salespeople. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

APRIL 25, 2012

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Based on all the questions he gets he knows most sales training has not caught up with this trend.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Jonathan Farrington

JUNE 20, 2012

They train people to take on more challenging tasks and responsibilities – they develop people’s confidence. News: Message just in from good chum and JF Associate, Dan McDade, Founder & CEO of PointClear. . • Leaders are not threatened by competence. Leaders enjoy developing their people into leaders, not followers.

PointClear 37

PointClear Sales Qualified Lead Loyalty Exercises 37

Pointclear

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. Laying the foundation—hiring, training and compensating—is fundamental to building a sales team. Building a successful sales force is not easy. But there is more to it than that.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training. By Dan McDade.'

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

SEPTEMBER 28, 2018

An hour is too long (most producers will agree) because the listener has probably reached their destination, come in from walking the dog or run their training circuit. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. If adjustments must be made, perhaps additional training, trying different tactics or replacing a teammate, the leader should coach the team toward improvement. Analysis, Coaching, and Adjustment. Results should be constantly reviewed. Celebration.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

JANUARY 31, 2012

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. I suspect that many sales reps have that glazed look in their eyes when going through sales training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

AUGUST 30, 2016

Teleprospectors are specifically hired and trained for engaging high level executives and initiating the complex sale. Maintaining productivity, keeping turnover down as well as training and managing this function is a job that few people can, or want to do. However, as with any business, there are specialists.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

OCTOBER 10, 2011

Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell. Corporate : When is the last time you saw marketing, especially the head of marketing, participate in sales training?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

APRIL 9, 2013

s20c First problem in sales is coaching and training followed by consistent methodology. — . — Dan McDade (@dandade) April 8, 2013. s20c Sunguard $4 million in Sales 2.0 investment resulted in $100 million in revenue. — Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

Pointclear

MAY 10, 2016

Make training about the guide mandatory. Borrow an idea from our forefathers, and put a Judicial Branch in place, to make sure you’re getting return on marketing investment. Nuture leads until they’re ready to turn over to sales. You’ll triple your marketing return. Develop a guide for sales “What is a Lead and How to Follow-up on One.”

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

Pointclear

DECEMBER 27, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

JUNE 2, 2015

Now let’s move on to: Part II: Participation in planning & training. With proper preparation, our team can be trained in as few as 4 to 8 hours. Bringing your “A-Team” to training is essential to our mutual success. When I was in high school I worked for a garden center. We need sales, product and marketing expertise.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

OCTOBER 24, 2013

Click to start video at this point — When Jill is coaching new sales reps in the all-important first three months of training, she said she tells them to focus on defining their personal brand — in particular on their Twitter and LinkedIn pages — and becoming a social employee. Define Your Personal Brand.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? Photo Credit: DigitalFRANCE.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

AUGUST 28, 2013

This is extremely detrimental to companies that have to hire and train new account executives, which typically takes six to 12 months. Less than half of account executives are not meeting their quotas, which in turn is leading to tremendous turnover. Businesses are struggling to figure out how to adapt. Youth Meets Experience in Sales Force.

Hiring 214

Hiring Consumer Video Vendor 214

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

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

APRIL 14, 2017

Document the processes, and make them part of your ongoing training and communications. Don’t assume your sales team members know lead follow-up best practices; don’t assume the agreed upon definition of a lead is top-of-mind; and don’t assume that the way lead deployment is handled is efficient and effective.

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

Pointclear

DECEMBER 7, 2017

And for goodness’ sake, make sure those who do answer the phone are trained in basic phone etiquette. A dial-by-name directory on your phone system is required. Voice mail boxes are a reasonable business expectation. If you don’t do this, don’t be surprised when you go to work one day and the front door is locked.

Company 140

Company Hiring Call-back Lead Management 140

Pointclear

DECEMBER 30, 2013

It''s also a way as to not alert anyone who may be eavesdropping as to what is happening in the current operations if that person is not trained in the codes. It was, and is still used by the military, police/emergency operations, film sets and just about any operation that uses walkie-talkies.

Film 193

Film Face-to-face Follow-up Call-back 193

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

APRIL 16, 2013

In addition to the SaaS sponsors there were four list/database providers, a few services companies, two talent assessment companies, two training companies and one web/mobile agency rounding out the group. Candidly, my fear about that is that companies will continue to ignore “little data” and drown in big data.

Hotels 170

Hotels Lead Rank Lead Scoring Conference 170

Pointclear

MAY 15, 2013

Well, if it was that simple, sales training courses would offer money back guarantees. The alternative close. The generous offer of a puppy dog. Or even, heaven forefend, the use of a thermometer close (I suggest you Google that one).

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

APRIL 30, 2013

Training Tool: www.60seconduniversity.com. You can connect with Jamie and learn more about The 60 Second Marketer via the following resources: Email: jamie dot turner at 60secondmarketer dot com. 60secondmarketer.com. Website: www.60secondcommunications.com. 60secondcommunications.com. 60seconduniversity.com. Stay Tuned.'

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248