Pointclear

MAY 2, 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. Solution Selling suggests companies assess potential staff and hire the right people for the right roles.

Hiring 174

Hiring PointClear B2B Outbound 174

Pointclear

JANUARY 9, 2014

Give up after 1 – 2 calls. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Dirty data doesn’t help and is costly to clean up. Write it and they will come.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

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

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

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 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

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

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

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

DialSource

JULY 8, 2020

Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. No longer are businesses “experimenting” with the idea of inside sales — this method of selling is the new reality. . The clock-speed of business has now gone up an order of magnitude.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. 87% of the Top 10% are strong in qualifying while only 25% of the general selling population are proficient at qualifying. So, if the security and other recurring revenue business salespeople aren’t selling value what are they selling?

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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

Jonathan Farrington

APRIL 21, 2013

The biggest complaint heard from C-level executives is that they have historically had no idea whether or not leads were being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are. When good salespeople sell, they like to know something about the person they are selling to.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Jonathan Farrington

JUNE 12, 2013

. Pick up a typical report and what words do you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required? Obviously, people who are efficient, effective, proficient, competent, productive and co-operative.

PointClear 42

PointClear Forecasting Construction Motivation 42

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Slow ramp time — 33 percent of companies surveyed indicate more than 9 months to ramp up new hires, with fewer than 13 percent of organizations able to bring reps up to speed in less than four months.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

APRIL 25, 2012

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. I discuss this fact in detail with Dan McDade of PointClear – HERE.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Jonathan Farrington

AUGUST 10, 2012

Too many marketing qualified leads end up in a black hole. Sales reps do not want to sign-up for losing four out of five times (or in the best case at least two out of three times). Most sales people start selling at Step #5. Even when marketing qualifies a lead through Step #3, sales often starts selling at Step #5.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JANUARY 5, 2013

And, a dependence on inbound marketing leads to substantially smaller deals (up to 65% smaller deals) with lower level-decision makers. Don’t get caught up in the hype. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. The book was published in 2011.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

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

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

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

AUGUST 27, 2018

Ford is one such company, desperately trying to innovate and catch up to rivals who saw the digital demands of customers in the marketplace 3 to 5 years ago. Have you ever tried to market and sell against Salesforce? If their salesperson is in the mix, they never give up. Businesses without innovation die.

Company 124

Company Marketing SalesForce Enterprise 124

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

Green Lead's B2B

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - Bly.com April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. So choose wisely. Here is the list.

Harte Hanks 29

Harte Hanks Lead Management LeadMaster LeadQual 29

Pointclear

OCTOBER 5, 2018

100,000 companies with up to three executive contacts in the right companies (no email addresses). 100,000 companies with up to three executive contacts in the right companies (no email addresses). The CMO came up with these options because he was fed up. You have heard it all before. (To Read more in this white paper.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

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

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. If your teams aren’t aligned in their understanding of what you sell and who you sell it to, you’re wasting time, blowing money and giving your competitors advantage.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MAY 10, 2016

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”. 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 22, 2016

The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. One tactic some organizations have used to solve this problem is "appointment setting."

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

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

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

Jonathan Farrington

OCTOBER 11, 2012

They end up “dancing around” with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale. Your podcast, “Future of Professional Selling”, is currently our most downloaded podcast! . In this scenario, the customer has complete control.

PointClear 38

PointClear Hotels Channels Prospecting 38

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

JANUARY 16, 2018

"When that happens, the body gets under stress and there's literally some neuroscience behind it, the body releases cortisol stress hormones, and when a stress hormone is released in the body, it literally shuts down creative thinking and your ability to come up with better solutions. "I It's like you got a challenge.

Decision Maker 100

Decision Maker Microsoft Face-to-face Exercises 100

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

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