Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. 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.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.

PointClear 55

PointClear Groups Twitter Survey 55

Jonathan Farrington

JUNE 12, 2013

The primary objective of a professional Sales Manager has to be: “ To achieve consistently superior results through the performance of every key individual.”. Yesterday I provided you with an opportunity to complete the “Sales Manager’s Health Check” – if you missed that post, do simply scroll down.

PointClear 42

PointClear Forecasting Construction Loyalty 42

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

JANUARY 21, 2014

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. Management has not asked for an ROI on Marketing. Sales management refuses to enforce lead follow-up.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

JANUARY 31, 2012

One thing we can always count on is this: sales will always say they want more leads. I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue. Kate Maddox. Digital Edge.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. In contrast, many middle-of-the-road sales performers are inclined to hold on to opportunities (to qualify them in, and keep them in) until and unless they are confronted with overwhelming evidence to the contrary.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. The top performers aren’t the problem—it’s the middle-of-the-road sales people who believe that by eliminating a dodgy deal they are reducing the value of their pipeline—when of course the opposite is true.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

FEBRUARY 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Jim returns this month with another thought provoking article. ” What would be the state of sales and marketing?

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

MARCH 12, 2013

In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." B2B marketing and sales teams must agree on the sales-ready lead definition.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JUNE 15, 2012

SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim's career has been equally divided between marketing and sales.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

AUGUST 1, 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. Inside Sales Power Tip 125 – Grit. Via Score More Sales. Via Dealmaker 365.

PointClear 200

PointClear B2B Face-to-face Inside Sales 200