Pointclear

MAY 13, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. A couple of years ago I wrote a blog for Salesforce.com about lead definition.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Associations Enterprise Sales Management Small Business' You can’t depend on your marketing department to generate real leads.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

The Pipeline

MAY 13, 2011

Should they blog? I do believe salespeople can and should write blog posts about their market or selling in general if they are thoughtful and articulate. Craig is the leader of the Focus Expert Network, his team is in charge of recruiting, retaining, and managing the amazing Experts that fuel our site. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

Pointclear

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile.

Conference 124

Conference Outbound Social Media PointClear 124

Jonathan Farrington

MARCH 16, 2013

This is the group that will be … Writing articles for the Top Sales magazine. Providing articles and tips on Top Sales World site. Doing the interviews for Top Sales Hardtalk and Sales Management Issues series. Featuring within the Top 10 Sales Blog Posts and Top 10 Sales Articles section each week.

PointClear 55

PointClear Groups Twitter Survey 55

SBI

APRIL 25, 2011

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential. blog: [link].

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Jonathan Farrington

APRIL 25, 2012

He has focused on sales issues for a decade and currently writes a column for Inc.com where he hosts the world’s most visited blog, with an impressive 2.9 He communicates with hundreds and hundreds of salespeople and sales managers and is passionate in his views as to what’s hot and what’s not.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Braveheart Sales

FEBRUARY 20, 2020

Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. 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

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. Blog: www.esresearch.com/blog.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. which assists sales trainers in selecting the appropriate providers.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Note that the seventh “truth” in this blog series will deal with best practices in sales follow-up on leads.).

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. To listen to a webinar on this topic, click here. Twitter: @josianefeigon.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

AUGUST 14, 2013

Have you written a new blog post? Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Leveraging social media is a familiar tactic for individuals. Then go on Facebook and let your friends and family know.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

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

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 fact, it makes the whole sales pipeline sick. From Chris Snell , Inside Sales Manager, SMB at Care.com. Here''s what I see are the top two symptoms of inbounditis: 1.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

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

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

NOVEMBER 8, 2012

She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. So I think that is the purpose of the blog—to really stimulate thinking and to learn from each other. On Sharing Perspectives and Learning from Each Other. Stay Tuned.

Video 174

Video Journal Up-Sell Education 174

Pointclear

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

APRIL 21, 2015

My recommendations: Sales management needs to enforce the policy of 100% follow-up. It''s even harder when you don’t follow up a sales lead.". Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake reluctantly admitted that with better sales lead management he could reduce the cost of sales while increasing revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

DECEMBER 20, 2011

Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. Given the number of areas addressed, I was curious to see about lead management common ground and ran their blog titles through Wordle to create the word cloud you see above.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MARCH 24, 2015

Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. Coming up next: Tip #2 Commit to It.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

AUGUST 2, 2017

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. This blog explains what a lead is and how to follow-up.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). in Marketing Management. Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JULY 26, 2016

Maybe they are small in number, and they are secretive, because who wants to empower competitors when the solution to increasing sales is so simple? There is a requirement for enlightened sales managers who have control over their salespeople.

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

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.

PointClear 200

PointClear B2B Face-to-face Inside Sales 200

PandaDoc

SEPTEMBER 2, 2020

We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Check them out regularly, sign up for their emails even, and use the information they share to skyrocket your sales results. HubSpot Sales aims to help growing businesses transform the way they sell to match the way people buy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

SEPTEMBER 6, 2012

But let’s be frank: the average sales manager or VP of sales isn’t in a position very long. They’ve got to get results fast, and if they are not connected with marketing, the truth of the matter is they’re going to try to leverage everything from the sales arena, because that’s what they can control.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

Pointclear

SEPTEMBER 19, 2011

Regardless, without the salesperson overcoming his or her fear and reluctance of following-up on every sales inquiry and completing the sale, the tools are just…expensive tools. By following-up all sales inquiries their self-interest will be served by: Making quota. Keep sales management off their backs.

CRM 169

CRM B2B Marketing Hiring 169