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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). See this article for my advice on “How to Establish a Meaningful Lead Definition.”.

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Lies, damned lies, and statistics

Sales 2.0

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. If so, you can thank Doug Davidoff, CEB, Dan Pink, and several analyst quoted in this LinkedIn article published in early 2015.

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Who Owns the Pipeline, Marketing or Sales?

Pointclear

I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.

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Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Small Business Trends.

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Why would a company ever outsource anything?

Pointclear

These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals. That’s essentially what PointClear clients do when they engage us for outsourced lead generation.

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Good Reads for B2B Sales - Are You Drowning in Sales Quota?

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Will Google Glass Revolutionize Buying and Selling?

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Good Reads for B2B Sales - Selling at Every Level

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. You need to learn to be tough.