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

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Fully qualifying (or disqualifying as the case may be) and potentially even closing the sale from an emotional standpoint before a field sales rep is even engaged. Feel free to download our Value Proposition Creation Tool if you need help.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. If you want to continue to close enterprise accounts, the type of accounts that used to require boardroom meetings and fancy dinners, then you will need to find a new way to sell. Outside sales is a high-risk, high-reward activity.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. brings you written content, video, slideshares and infographics, e-publications and even free tools. Smart Selling Tools. Partners in Excellence Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job. People do business with people, not with technology.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Jonathan Farrington

AUGUST 10, 2012

Keep in mind as we discuss this step that sales has by now either ignored or rejected close to 70% of the marketing qualified leads generated. Also keep in mind that average companies close 20% of sales qualified leads while best-in-class companies close almost 30%. A lot more leakage. The Sales Process. I say baloney.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Jonathan Farrington

JULY 10, 2013

Upon reflection, you will probably agree that your ideas are closely allied to or even a part of the six detailed here. These then are the six basic characteristics which help a person to become a successful leader. Think of others. They are not by any means a guaranteed panacea that will assure success as a leader.

Report 51

Report PointClear Loyalty ACT 51

Pointclear

MARCH 26, 2013

Tools without leadership are just tools in the hands of fools.”. Tools without leadership are just tools in the hands of fools. The manager who picks up the tool has to have the drive, the desire, the curiosity and the chutzpah to prove the return on marketing lead generation investment with the tools at hand.

Software 205

Software Software Data Marketing 205

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Others will be asked to move on, which hardly seems fair if they haven’t been given the training, coaching and tools they need to succeed in their role. Growth Carries Challenges. There is a higher turnover among the sales ranks.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. Further to this point: A member of the Corporate Executive Board wrote: “average performing reps tend to gravitate more toward inbound, marketing generated leads – because they view them as easier to close. So, it is not like I am naive about the potential for big data.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

Pointclear

AUGUST 6, 2018

Close to one half of all leads we generate for clients are the result of a voicemail or email response or what we call a scheduled call (as part of the cadence – let me know if you want to discuss). Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist. What Should the Sales Close Rate Be.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Pointclear

JANUARY 22, 2013

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+ Alice points out to her that the follow-up is only 10%, mainly on inquiries that will close in three months.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

Pointclear

MAY 1, 2013

There are numerous advantages that result from having access to this information, delivered by tools that are easy to use and provide insights into relevant business events as they happen. 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

AUGUST 11, 2015

I assume that anyone who wants to measure marketing will find the tools and the wherewithal to do it. Closing the leads out with results (75-80% of leads can be followed-up and reported; at any given time 20-25% can be unresolved in the pipeline). If you cannot rely on salespeople to close out the leads, close them out yourself.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. In the example, they need to maintain a pipeline of qualified sales opportunities of 74 (or less) in many organizations there is a difference between SQL and Qualified Opportunity (fitting more rigorous criteria like closing in a certain period of time.)

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

OCTOBER 10, 2011

” Further, in companies in which marketing fully participates in the revenue cycle we see improved closed rates, lower cost of sale, and improved revenue results versus the competition. Invest time and energy in understanding how the sales teams close business. Map out the Life of a Lead process from cold lead to close.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

MAY 20, 2016

This three-tiered approach enables marketing to collaborate more effectively and efficiently with sales in a coordinated effort to push leads through to closed business.”. In the next blog in this series we will show you how to document and then optimize cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

JULY 25, 2011

Hunters are sales people with an instinct for closing deals and acquiring new customers. In baseball, a closer is a pitcher that comes in for the 9 th inning and ‘closes’ the game. The closer has a small set of tools that produce big results. But, man, can he close.

Hiring 177

Hiring Prospecting Inbound Journal 177

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. 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

JULY 12, 2012

” She adds, “I see social tools as being more nurturing tools than anything else. Marketing and Sales Alignment: Content Development Helps Close the Gap. It really is learning how to use those tools effectively, how to use them to tell your story, and to connect to your audiences in a more meaningful way.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pointclear

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. target="_blank">.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

MARCH 13, 2012

If salespeople don’t or won’t close out the records and report on the disposition of a lead, what’s a marketing manager to do? To take a larger bite, you need larger tools! This latter tool allows marketing to be co-owners of the follow-up process (a sweet place to be). How else can companies grow?

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

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. Inbound: Not Either/Or But A Balance Based on Needs & Goals.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

SEPTEMBER 22, 2015

So, whether account-based marketing (ABM) tools will be an asset that helps marketing and sales teams to collaborate and generate leads more effectively—or will face a fate similar to the high-tech treadmill that eventually serves only as a place to hang clothes—will wholly depend on the team who "owns" its adoption within an organization.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

MAY 12, 2015

Using the complete CRM/marketing automation tool set. My advice to Bob was short and full of hope: Improve your expectations; decide where you fall short; and improve your closing ratio. Improving presentation skills (not the same as sales training).

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Let me go out on a limb and propose the top five media for your lead generation toolkit.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

JULY 9, 2013

She shared that i f you have 10 deals and you close seven, then you want to know what happened to those other three. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data.

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

JUNE 10, 2016

Why not use all the tools in your toolbox? This needs to be documented along with the cost per sales-accepted lead, per sales-qualified lead, and closed deal. Know what you’re paying (and what you’re getting) and keep close track so you can continuously optimize your lead generation, qualification and nurturing processes.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

OCTOBER 18, 2011

” “They never close out the leads to tell us who bought.” Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software. Marketing people say, “They don’t give me any credit.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. Then following through with clear integration to sales outreach and activities from engagement to close.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

AUGUST 22, 2011

Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” Second, when it comes to automation, defining the process will help make selecting a marketing automation tool easier because you’ll now have process requirements which will guide the technology selection.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

DECEMBER 12, 2013

Big Data is a powerful tool when looked at in the proper context. With more than 15 years of experience across sales, marketing, solution strategy and business development, he helps clients develop their strategic vision for sales enablement and close more deals.' Many thanks to our guest blogger today, Kurt Andersen.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

FEBRUARY 16, 2012

A year's worth of research confirmed my suspicions about the so-called “social media revolution” and revealed an exciting opportunity: A chance for more B2B marketers to generate tangible business leads and sales using tools like LinkedIn, Facebook, blogs and video. The formula is incredibly close to the illegal narcotics trade.

Social Selling 167

Social Selling Social Media Real Estate How To 167

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JUNE 26, 2012

But it gets worse: Volume-driven sales behavior may actually prove deeply detrimental in terms of brand image and perception—leading to irritating interruptions at a time when the tools and resources available to us can support increasingly intelligent interactions. Are we playing hunger games?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

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. And then also close the loop to make modifications.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

AUGUST 17, 2011

Deals that may close the next quarter should be given the right amount of attention to move them along. 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. While Mary may not be the best rep, she is the best rep for this prospect.

Sales Management 153

Sales Management Hiring Territories Compensation 153