Pointclear
MAY 23, 2017
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. What a waste.
Pointclear
MARCH 26, 2013
Software programs that explain the most data, verified by the most evidence, are better than those that do not. CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of software. Is it really that simple?
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Pointclear
FEBRUARY 23, 2018
At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. They’re not working closely with their clients, and they’re not fine-tuning the clients’ message, the program’s cadence or the market definition based on what’s working and what’s good for the client.
Pointclear
JULY 17, 2012
One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).
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%. Close rates for these companies are close to 150% of those in average companies.
Pointclear
JULY 11, 2011
The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” ” The short answer: intense competition and the requirement for large, ever-expanding direct sales forces to close complex mid-sized and enterprise deals.
DialSource
JULY 8, 2020
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. In comparison, outside sales reps go out into the field to meet with clients.
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