Pointclear

MAY 30, 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. Via Solution Selling blog. Qualities of an Inside Sales Winner. We Can''t Handle the Truth!

PointClear 164

PointClear B2B Inside Sales Vendor 164

The Pipeline

MAY 13, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. No one hates salespeople, they hate annoying, over-the-top salespeople who have no idea about what they are selling.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

OCTOBER 15, 2013

Spotify and TuneIn which surveyed more than 3,000 people age 12 and up about their online music consumption. That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Pointclear

JULY 11, 2011

Selling subscriptions via a direct sales force. It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. Sales and marketing activity.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. It also helps both parties be clear on mutual responsibilities and follow-up. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

AUGUST 2, 2017

Process for following up on leads. Process for following up on leads: The prospect experience can be compromised on the front-end (by pushy appointment setters, by inexperienced junior telemarketers reading from a script or by generic messages shell-shocking them from a spam cannon). Lead definition. Lead nurturing.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? They won’t get followed up. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. Picking up the phone and making some calls. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. The challenge is that some companies and some roles do not lend themselves to selling value.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 Morning sessions set-up workshops in the afternoon. Prospecting sets you up for everything else in sales.”. We sell outcomes. The coffee was hot and the lunch was great. Simplified. ” And “ Sales Management.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

MARCH 20, 2014

My objective was to book a 15 minute call with them (not a tough sell with a warm inbound lead). Which is relevant when you''re selling social media management software. My grandmother might even sign up to learn about the future of inmails, likes, and tweets. Let''s say you have a sales interview coming up.

Inbound 262

Inbound Marketing Qualified Lead Leads Social Media 262

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MAY 7, 2015

Click here to catch up on part one. ). The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest. So they began to sell follow-up as a tool to mix with mail. This is part two of a two-part blog.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

AUGUST 21, 2014

Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it. I enjoy reading and reviewing books.

Closing 260

Closing Motivation Up-Sell Sales Process 260

Pointclear

OCTOBER 31, 2013

There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. LinkedIn is more buttoned up. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win. Then sell less, Peter says.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., Selling around insight into a customer’s organization is growing, he said. How Much Social Selling Should Sales Reps be Doing?

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

JUNE 16, 2015

We attribute it to the fact that the outbound work does much of the screening and vetting and sometimes even the first steps of selling, thereby increasing the quality of the lead. Absolutely right, Mike! Focusing on the number of leads and cost per lead misses the point. A very fine line makes the difference.

Lead Rank 100

Lead Rank Lead Scoring Marketing Qualified Lead Leads 100

Pointclear

APRIL 30, 2013

Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. We started our discussion talking about the economy and as Jamie shares things are looking up.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

MAY 14, 2013

Click to start video at this point — Michael summarizes one of his favorite quotes from Peter Drucker that the aim of marketing is to make selling superfluous. Social Selling & Personal Branding. Sales is Still Important. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

AUGUST 26, 2014

We are now at the third and final part of this series, where we will hear from Connect & Sell’s Chad Burmeister; consultant and professor Ruth Stevens; sales guru Chris Tratar; Care.com’s Chris Snell; and finally, cleaning up is 60-Second Marketer’s founder and CEO, Jamie Turner.

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

APRIL 17, 2014

High-performing reps avoiding inbound lead follow-up; and 3. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! Joanne Black , No More Cold Calling AND Pick Up the Damn Phone : "You Call That a Lead? they''ve lost their hunting skills and wind up going hungry.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Lead Generation — Don''t Just Turn Up the Volume. What companies sell isn''t key anymore.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

JULY 11, 2013

Ardath wraps up with her top three criteria which she refers to as “Dynamic Criteria”: Need: But with the caveat that work needs to take place to define the types of need that are sweet spots for your customer. The third condition is what I call selling into the rainbow.

Lead Rank 237

Lead Rank Lead Scoring Webinar Metrics B2B 237

Pointclear

MARCH 13, 2014

Young people have grown up in an era of instantaneous, real time feedback, Nick said, so they expect to get answers immediately. Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. They especially want to know about their job performance.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

AUGUST 14, 2013

Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house. An evangelist for social selling — and a U.S. What is Social Selling? Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

NOVEMBER 29, 2012

Don’t be shy; open up and let me have it.” I need to sell seven of these (bleeped) medical devices a month and I get 2 leads. If they want me to sell more, give me more leads.”. They give me commissions to motivate me and sell more, but when I reach $100K in sales a month they stop motivating me by stopping commissions.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

APRIL 3, 2014

Schedule in-person meetings, take them to lunch, or pick up the damn phone. Joanne Black is America’s leading authority on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. So don’t let yours fall apart because of that little device in your hand.

Face-to-face 250

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

Pointclear

OCTOBER 24, 2013

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. At Oracle she heads up social selling evangelism and enablement. Google Search: Jill Rowley Social Selling. Here are some salient points to our conversation.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

SEPTEMBER 17, 2013

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Suit up, stand up, sign up”. Secondly, sales reps should “stand up” at work. Used to be lucky if you had an email to go on”. Unorthodox?

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

JUNE 28, 2018

What is it that we sell? While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization. What constitutes a good lead?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship.

Twitter 247

Twitter Retention Social Media Video 247

Pointclear

JUNE 28, 2012

” As a result of this behavior and the opportunity created by it, tech marketing and selling are going through a major transformation. And what the buyers tell us over and over again is, ‘Don’t sell so hard. Sales is doing its thing and selling. I don’t want to be sold to.’”

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

AUGUST 29, 2017

Once that level is fulfilled the next level up is what motivates us, and so on. The easiest condition to sell into is fear of loss. So, you can’t wait for that condition to occur to begin selling to the prospect. The second easiest condition to sell into is perceived risk. I call this selling into the rainbow.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

JUNE 4, 2013

On a balance sheet this appears as a cost, but the really forward-thinking companies have continued to see its benefits and when the economy picks back up they will be far ahead of their competition. You can’t close up a machine shop for three years then come back and turn on the machines and expect them to all be working well.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

NOVEMBER 8, 2012

Linda is the author of ten books on sales and sales management, and she has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and the Conference Board magazine. The New Selling Landscape Calls for a New Sales Map. They need people to help them connect the dots.

Video 174

Video Journal Up-Sell Education 174

Pointclear

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. The secret sauce is now revealed: Selling with social media requires shifting the paradigm away from being thought leaders and toward being thought provokers.

Social Selling 167

Social Selling Social Media Real Estate How To 167

Jonathan Farrington

JULY 31, 2013

A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Marketing Qualified Lead 51