Pointclear

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

JUNE 7, 2016

The problem is that sales reps give up early and win only a small percentage of possible deals—wasting a significant portion of marketing’s investment. Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. The day of the call.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

JULY 14, 2015

Our good friend— Matt Heinz , founder of Heinz Marketing—starts us off: It can be really difficult for organizations to not only measure what’s working, but to also “re-rally the team” (sales, marketing, product, or all of the above) as findings point to slight, and perhaps frequent, direction changes. But what if the message is wrong?

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

AUGUST 30, 2016

Most of the good sales people do not dream of becoming technical experts. If they hear a buying signal in the form of a technical question when talking to a buyer, they are likely to bring in a sales engineer. Additionally, in-sourced inside sales centers are notorious for their lack of productivity.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JANUARY 13, 2015

I will break up this review into three sections: What Buyers Want. What Buyers Want. Ardath states that “buyers want to buy.” The problem is that companies are driven by campaigns that are not in alignment with the buyers’ tempo and timing. The buyer gets lost and goes somewhere else. Developing Marketing Content.

Strategy 100

Strategy Marketing Campaigns Inside Sales 100

Pointclear

OCTOBER 23, 2012

You see, for years, an inside sales position has been considered as the bottom rung on the sales ladder — their immediate ambition to gain promotion to an outside sales job, with a car and an expense account: An obvious sign to their family and friends that they were “making it” in sales. Not anymore.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Pointclear

MAY 14, 2013

Our buyers are spending a lot of time looking at content other than what we’re putting out there, if not also, filtering out what we’re trying to put in front of them. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy. Sales and Marketing Need to Speak a Common Language.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Pointclear

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? Few companies have the sales and marketing resources to adequately cover their markets. Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.).

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

MARCH 12, 2013

In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

SEPTEMBER 9, 2016

The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. Even if you’ve never spoken to the buyer before, you can be relevant. Here is what Ardath Albee has to say: “I’d argue that cold calling is dead so #1 is true.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

Jonathan Farrington

NOVEMBER 2, 2012

In a recent survey, I asked sales people to define a qualified lead. 32% – Buyer in target market, willing to talk. As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

MAY 30, 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. Qualities of an Inside Sales Winner. Seeing Things Differently, Seeing Different Things.

B2B 164

B2B PointClear Inside Sales Solutions Selling 164

Pointclear

OCTOBER 13, 2015

Lead nurturing and initial qualification calls to prospects may lie with marketing automation or inside sales qualification specialists (unless it is outsourced). The responsibility for addressing prospects’ needs remains a major part of the sales job. How do they know which inquirers are buyers before making contact?

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

PandaDoc

SEPTEMBER 2, 2020

Because every sale starts with a connection. Connect2Sell is an award-winning blog that regularly shares tips and techniques to connect with buyers and make the sale. What to check out: How getting clarity on your sales philosophy will boost your sales. Sales Management Blog. Rain Group Sales Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98