Pointclear

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. You’re either cold or you’re hot—lukewarm doesn’t cut it. And what good is that?

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Pointclear

JUNE 16, 2015

Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead. These false pronouncements are having a severe negative impact on sales performance [bold added].

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Pointclear

NOVEMBER 17, 2014

Cold calling? Prospects are always available when they want something, but disappear when they have what they need. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? But alas, as Voltaire said, “Common sense is not so common.”.

Follow-up 235

Follow-up Motivation Cold Calling Report 235

Pointclear

APRIL 3, 2014

They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. Get out there and talk to your clients, prospects, and referral sources. Our job is all about building relationships—which is done through meaningful conversations , not emails and status updates.

Face-to-face 250

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

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. They would prefer to present in a warm environment rather than in a cold-call situation. If they have to go in cold, all of the focus is on the presentation.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

AUGUST 20, 2018

Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify inbound leads, nurture lukewarm prospects, and turn the developed leads over to the sales force for harvesting. A lead farmer equips the sales rep with in-depth knowledge about the prospect. Often this process takes months.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Jonathan Farrington

APRIL 21, 2013

However, to call what these firms provide an “appointment” is a misnomer. They are really scheduling “appearances” and creating the illusion that these appearances are with qualified prospects. Could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

JANUARY 31, 2013

Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. Click to start video at this point — “No one wants to answer their phone,” Josiane says. “No No one wants to check their e-mail anymore.”

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

OCTOBER 29, 2013

Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs? Inbound Leads Suck and Cold-Calling is Dead. More than 9,000 professionals are using SalesLoft today.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

Pointclear

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). Marketing serves sales, to generate new interest from new prospects. Sales serves those prospects and their goal is to get their business.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

JUNE 18, 2013

Those without , should first be called, qualified or dismissed and then sent to Sales. A real sales lead, because it is qualified, reduces cold calling, feeds the sales pipeline, introduces salespeople to new people within companies, and opens up new markets. Only about 25% of the inquiries come with BANT-type information.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

APRIL 17, 2014

Joanne Black , No More Cold Calling AND Pick Up the Damn Phone : "You Call That a Lead? ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.". You can read the rest of that article here.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

SEPTEMBER 13, 2016

Cold calling is dead. Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. In case you missed it, read part one of this series and see for yourself if cold-calling is dead.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

DECEMBER 16, 2016

Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. This is incredible news for outbound prospecting proponents and a signal for change for inbound loyalists.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

Pointclear

JANUARY 17, 2012

Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. A lead farmer equips the sales rep with in-depth knowledge about the prospect. In fact, experts say, sales does not follow up on more than 70 percent of leads provided to them.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. Simplified.: And now for an overview of some of my favorite chapters….

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

AUGUST 16, 2012

People tend to position these and other kinds of prospecting or business development programs as either/or. We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

APRIL 1, 2015

Your eyes are wide open to your true priorities and making cold calls is not one of them. The next time your boss gives you grief about your lack of prospecting, just let him know that HubSpot says prospecting doesn’t work. Quota—not so much.

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100

Pointclear

JUNE 15, 2012

There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. The EDGY Strategy.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

JUNE 15, 2018

Three problems plague companies today in market focus: Failure to accurately profile and define the target; the gap between the market identified and the whole market; and confusion surrounding the mission of CRM versus the mission of developing robust prospect databases and providing a steady pipeline of new business opportunities.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. A systematic approach here does a better job of identifying potential prospects and sales opportunities. What are the challenges that they’re having?

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MAY 2, 2012

He adds that inbound marketing is generally thought of as search optimization and links so that prospects find you either through a search or by reading something interesting that is linked to you. He adds that those prospects should be considered more highly qualified because they have expressed an interest in something you do.

Social Media 180

Social Media Media Inbound ROI 180