Pointclear

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. One of the biggest and most damaging is that cold calling is dead. The reality is that cold calling is alive and well. Trish Bertuzzi states,“It is the cold that is dead, not the calling.”. This brings me to “Gold Calling.”

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

APRIL 10, 2014

If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Cold Call Timing.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

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 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. I beg to differ. Most companies stop here.)

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

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. Nothing comes close to that. The best part?

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Pointclear

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. The overall result is often wasted marketing dollars and wasted sales time.

Sales Qualified Lead 124

Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124

Pointclear

NOVEMBER 17, 2014

Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. Cold calling? When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash.

Follow-up 235

Follow-up Motivation Cold Calling Report 235

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

MAY 19, 2015

Cold calling is dead. The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.”) I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call?

Top of Funnel 100

Top of Funnel Cost per Lead Cold Calling Marketing 100

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

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. 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. Toss the technology.

Face-to-face 250

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

Pointclear

JANUARY 31, 2013

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. The Inside Sales Superhero to the Rescue. Survival of the Fittest Sales Reps.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

Pointclear

FEBRUARY 11, 2014

We talked about this issue and about the sustainable relevance of direct mail and cold calling. Social media and inbound sales are like the icing on the cake, she said. Next PowerViews: The next PowerViews will be with Joanne Black, author of "No More Cold Calling." How valuable are trade shows? Stay Tuned.

Trade Show 221

Trade Show Scale Marketing Direct Mail 221

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Jonathan Farrington

APRIL 21, 2013

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect 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.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Jonathan Farrington

APRIL 25, 2012

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Geoffrey is a journalist in love with the field of sales.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

JUNE 18, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. A genuine sales lead has qualifying information.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Marketing and sales both serve an audience.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

DECEMBER 16, 2016

If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals. On average, inbound leads drive smaller deals with lower level decision makers.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

Pointclear

OCTOBER 29, 2013

Inbound Leads Suck and Cold-Calling is Dead. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. But he didn’t completely disown it, either. Don’t Always Be On.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. It’s an action-oriented guide for sales people, sales managers and executives.”

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

SEPTEMBER 13, 2016

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Too many sales people use the 57-90% figure as an excuse to wait. Do you agree these are lies?

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

APRIL 1, 2015

You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Your eyes are wide open to your true priorities and making cold calls is not one of them.

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100

Pointclear

OCTOBER 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. No direct sales cooperation necessary.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

JULY 20, 2016

Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified. If you are a “cold calling is dead, inbound is king – long live inbound” fanatic—you can stop reading now and go back to the smaller, low-level so-called leads your current inbound strategies are probably driving.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

Pointclear

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? Ideally, what emerges at the other end—ready for professional handling by a lead-hungry sales force—is a steady supply of qualified leads, each with a defined process and timeframe for buying.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. We have to be balanced in our sales programs, and we have to be balanced in our marketing programs—and leverage the things that work for us.”. More people are starting to say this isn’t just about marketing, this isn’t just about sales, but that we’re all in this together.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim is seeing a lot of companies lifting off as a result.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

APRIL 13, 2012

Jeff joined Forrester after spending 20 years in sales and marketing. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. Two reasons why marketing automation will reach a tipping point this year.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MARCH 19, 2013

With his team at Waldschmidt Partners, Dan uses his EDGY Strategy to help sales teams exceed their goals. 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. The EDGY Strategy. Giving Mindset.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. What’s it take?

Revenue 113

Revenue Forecasting Commission Telecommunications 113

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. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

MAY 2, 2012

Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. Your photos from your annual customer meeting can be slides on Flickr.

Social Media 180

Social Media Media Inbound ROI 180