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. For whatever reason (was it beneath him?)

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

APRIL 19, 2017

Prospecting sets you up for everything else in sales.”. The more you need a deal the less likely it is to close.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales. I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” And “ Sales Management. Simplified. ”

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

AUGUST 17, 2011

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. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JUNE 28, 2018

In average companies, sales reps close about one out of five leads they qualify. Note that on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10%. That means the average sales rep loses four out of five times.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

The Pipeline

MAY 13, 2011

Focus.com CEO Scott Albro coined the saying, “ Always be helping is the new always be closing. ” Buyers want to be helped, not closed; see quote above. If you write a post on “How to Close a Mark,” you will lose 75 percent of your deals; but if you write a post on “Understanding the Buyer,” you look smart. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

DialSource

JULY 8, 2020

In comparison, outside sales reps go out into the field to meet with clients. Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. For example, outside sales reps close deals the old-fashioned way, typically face-to-face.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. Discounts weren’t uncommon to close business.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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. Yes, a billion.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

SEPTEMBER 12, 2018

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who

Hiring 145

Hiring Top of Funnel Compensation Territories 145

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

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. were the leads qualified and did they close).

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

JANUARY 21, 2014

Sales management refuses to enforce lead follow-up. We sell direct, but nobody closes out the leads. I don’t manage the people who control the final step in reporting: salespeople. It isn’t the sale that’s the issue; it’s closing out the sale in the CRM system.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

JANUARY 22, 2013

Cindy is the sales manager. Because Alice has proven (from her own research at a previous company) that 45% of all inquiries turn into a sale for someone within a year, she knows that the potential value or total wealth of closing 100% of the buyers is $3.8+ She didn’t want to ambush the sales manager.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

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. million visitors in March.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

OCTOBER 16, 2012

“I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That they would follow up all sales leads until the prospect buys or dies.”. That sales managers stop trying to go it alone without help from Marketing.”. That my sales manager liked the CRM system enough to use it himself.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. In this interview, Jim highlights the problems between sales and marketing departments and necessary changes to improve communication and increase close rates. Accurate Closing Forecasts.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

MAY 15, 2012

Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

JUNE 4, 2013

You can’t close up a machine shop for three years then come back and turn on the machines and expect them to all be working well. It’s the same with our sales teams. DM: Is there something that companies today are overlooking that warrants their close attention? The best sales managers have a turnover of about 1% - 2% per year.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

SEPTEMBER 10, 2013

If this is true, and no one has refuted me yet, why isn’t marketing management (and everyone in the marketing department) compensated in some manner on revenue the same way sales people and sales management are paid? Closed leads. Revenue just from sales leads generated by marketing. Qualified leads.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Pointclear

MAY 26, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. How many were proactively rejected by sales (vs. How many are progressing?

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Pointclear

MAY 1, 2013

Embedded analytics can provide real-time information that can help marketing and sales managers identify where coaching or additional tools are needed to improve opportunity performance. This key information can identify that sales rep A needs more assistance with negotiations to close more of these opportunities.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

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.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

APRIL 23, 2013

It’s no wonder that the latest studies of sales forecast accuracy have concluded that at an individual deal level, and measured in terms of “did the deal close when expected, at the value expected”, your odds of getting it right are no better than tossing a coin. The Role of Management. No Better than a Coin Toss.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

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. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

JUNE 15, 2012

He cites research he’s done that shows any contact after the initial inquiry helps push up the closing ratio by as much as 50%. The Marketing Manager’s Role in Alignment Leadership & Wealth Building. Ultimately, the marketing management staff delivers more wealth for the company than their sales forces do.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

MARCH 12, 2013

They’re less likely and more reluctant to talk to a new vendor, because they expect that vendor’s going to try to close them. If a customer’s not ready to start a buying process, a sales rep—rightfully—doesn’t give that customer a lot of attention, because they’re supposed to bring in this quarter’s business.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

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.” My advice to Bob was short and full of hope: Improve your expectations; decide where you fall short; and improve your closing ratio.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

MARCH 25, 2015

Close your office door. 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. In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales. Simplified.:

Handbook 100

Handbook Prospecting Intent Twitter 100

Pointclear

MARCH 27, 2015

So, in closing this series, I’d like to share Mike’s tips on how to begin restoring your relationship with the phone and thus improve your prospecting calls. To get the full benefit, I encourage you to watch his presentation from the 2015 Virtual Sales Kickoff. The longer we keep the phone on the back burner, the less practice we have.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. What senior sales managers need to be looking at is how to convert sales training to buyer training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

DECEMBER 2, 2010

Our salespeople are to blame, they don’t close the leads. Sales management is to blame, they don’t believe in the CRM system. Sharing in the follow-up of the sales leads (marketing automation). Coaching the salespeople about why the closeout of the sales leads is important (ROI). Losers give excuses.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

DECEMBER 20, 2011

B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. Outsourcing lead generation. Social media strategies and ROI. Thank you!

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Also, getting a new sales manager at mid-year won’t have an impact until the following year. We are almost at the yearly halfway point for most companies, and for many of them it’s a sad time.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

Pointclear

AUGUST 15, 2017

Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. In my years of sales management and sales consulting I have found the following four reasons for sales failure in many companies.

Quota 113

Quota Forecasting Policies Pipeline 113

Pointclear

APRIL 17, 2013

Salespeople run amok without any accountability to a sales manager who often doesn’t understand the conversion ratio of sales leads. Sales lead management done well has a huge return on investment. Sales management. Marketing management. It’s a mess. Again, it’s a mess. Salespeople.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216