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 also the author of the popular b2b sales and marketing blog, the Funnelholic ( www.funnelholic.com ). PointClear PD. PointClear PD. Sales Tool.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Implement a Repeatable Predictive Sales Process – Whether an inside seller or field seller, following a repeatable predictive sales process is one of the easiest tools to implement and requires the least amount of true sales skill to master.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

DECEMBER 10, 2013

Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. Chad''s Blog: highvelocitysales.wordpress.com.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Pointclear

MARCH 19, 2018

The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Blogging is not about pushing out information. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. It is about responding to the interests of your market.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

AUGUST 6, 2018

Inefficient / ineffective nurturing : Nurturing can triple the return on every marketing investment (see this blog for more). Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist. Here are three of our most popular blogs in 2018 so far: How Much Should a Sales Lead Cost.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Jonathan Farrington

AUGUST 10, 2012

Companies could close up to five times more business without additional tools by simply optimizing the current marketing and sales process. Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. My concern is that companies all but ignore “little data”, yet climb on the “big data” bandwagon with reckless abandon… without necessity AND without the skills or tools to really take advantage of it. So, it is not like I am naive about the potential for big data.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

OCTOBER 31, 2013

Each interview is 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. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

MAY 20, 2016

In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound). In a recent blog post SiriusDecisions notes that organizations struggle to measure marketing’s contribution to, and influence on, sales pipeline. Measuring marketing’s contribution to revenue.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Targets Demand Generation 133

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

JULY 12, 2012

She also writes the MarketingProfs "Daily Fix" blog. ” She adds, “I see social tools as being more nurturing tools than anything else. ” She adds that it’s also important to put social media in perspective: “Things like social media are great, but bear in mind that social is just a set of tools.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

FEBRUARY 16, 2012

He blogs at www.offthehookblog.com and can be reached at jeff@jeffmolander.com. Are your blogs so bold they provoke action? 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. Take Action. Make social media sell.

Social Selling 167

Social Selling Social Media Real Estate How To 167

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Note from Dan: In this blog I explain why I feel it is important to break out nurture leads as so often the value of nurturing is ignored.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

DECEMBER 18, 2012

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. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Stay Tuned.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JANUARY 31, 2012

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JANUARY 11, 2011

Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective. Many are toys but some are real tools that increase productivity and yield. Great content will continue to evolve as the tool of choice for ISRs.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. On Sharing Perspectives and Learning from Each Other.

Video 174

Video Journal Up-Sell Education 174

Pointclear

MAY 10, 2012

It’s a very impressive tool.” It’s going to be interesting to see what they do with this venerable tool to advance it.” ” Marketers: Learn, Get Involved & Blog. ” He says blogging is important because putting ideas down on paper forces clarification and deeper understanding of our topics.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

SEPTEMBER 22, 2015

The remaining four stand-alone blogs will follow. Raab Associates provides consulting to help select the right tools and deploy them effectively. In fact, five of the twelve went into so much detail the only way to do them justice is to run them individually. Targeting and tracking are keys to successful ABM.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately. Dave’s Blog: partnersinexcellenceblog.com. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. The closer has a small set of tools that produce big results. Because a closer is not a starter.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

MAY 12, 2015

Using the complete CRM/marketing automation tool set. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Improving presentation skills (not the same as sales training).

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

AUGUST 11, 2015

Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end). I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. It isn’t that difficult anymore.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

MARCH 2, 2011

He blogs at [link]. Blogging, engaging, listening to customers on Facebook or Twitter. Publishing useful, relevant tools that get customers to ask questions that you can answer (and connect to products). ” You're tweeting, blogging, posting updates on Facebook. Follow customers into social spaces. It's a smart idea.

Social Media 165

Social Media Media Top of Funnel Hiring 165

Pointclear

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Why doesn’t our blog have any comments?). Wiley, 2011).

Trends 180

Trends B2B Social Media Marketing 180

Pointclear

JULY 10, 2013

The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Four listed blogs.

Social Media 239

Social Media Media Tools InsideView 239

Pointclear

APRIL 21, 2015

With these marketing tools and new ones every day, inquiries can be qualified and non-buyers weeded out so that salespeople spend their time only on qualified prospects. 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 10, 2012

Sales teams need to critically assess tools, as well as social media participation, to make sure they are appropriate for supporting direct engagement with their prospects and customers. He immediately emphasizes the importance of the word, "focus," and the risk of losing perspective given the plethora of tools, solutions and opportunities.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

MAY 10, 2012

It’s a very impressive tool.” It’s going to be interesting to see what they do with this venerable tool to advance it.” ” Marketers: Learn, Get Involved & Blog. ” He says blogging is important because putting ideas down on paper forces clarification and deeper understanding of our topics.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

DECEMBER 20, 2011

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. Nancy Nardin , Founder and Editor, Smart Selling Tools Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. There is good coaching and bad coaching.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JULY 19, 2012

Click to start video at this point — Asked about new social media tools and recent findings that senior executives are using them to connect rather than research and purchase, Brian says too many companies are focusing on technology in hope of creating a process. That article could become a blog post.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

SEPTEMBER 24, 2015

There was so much great feedback I’ve divided the responses into a five-part blog series. It uses many of the traditional tools that marketers have used but with greater skill and precision. Click here to read Part 1. ). Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Ginger has covered the industry for more than 25 years.

Customer 145

Customer Social Media Inbound Top of Funnel 145