Funnel Radio Line-up April 4

Sales Lead Management Association

Hosts are: Ryan Ball - Lola.com, Dan McDade - Pointclear, John Asher - Asher Strategies, Matt Heinz - Heinz Marketing, Stacy Gentile - Goldmine CRM, Rhoan Morgan - DemandLab, Patrick Morrissey - Altify and Darryl Praill - Vanillasoft. Asher Sales Sense CRM Radio GrowthboundB2B Patrick Morrissey Revenue Rebels Sales Pipeline Radio SLMA Radio

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Pointclear

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. Make it your mantra (like PointClear associates do). For one client, it takes 9.82 touches to engage with a prospect.

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Lies, damned lies, and statistics

Sales 2.0

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy.

Good Reads for B2B Sales - Sales Intelligence with Google

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Via CRM Buyer.

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Good Reads for B2B Sales - Selling at Every Level

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Three Ways CRM Integration Creates Alignment and Drives Sales. PointClear related: Powerviews with Dan Waldschmidt - Changing the Conversation.

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What's it take to generate leads that fuel your forecast?

Pointclear

What we’re doing seems to be working: The clients we’ve served (some for most of that time period) and the CMOs we’ve worked with (90% of our business is with marketing leaders who’ve done business with us before) will tell you that it’s PointClear’s combination of three things we do well that make a difference: An agile approach that includes adaptable lead management processes, testing and continuous improvement. At PointClear, our average associate is 50.

Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect.

Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

Pointclear

Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. I was on the phone today with the CEO of a company that provides a CRM solution for small to medium sized technology companies. We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”.

What Should the Sales Close Rate Be?

Pointclear

Best case a stack of leads (virtual or otherwise) is rifled through, a few leads are cherry-picked out – and other leads are left to go into the black hole frequently called CRM. Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% 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%.

Why Podcasting Has Great Reach and is the Least Expensive Content Creator

Pointclear

She also sends the testimonials out to salespeople and adds them to the testimonial storage space in the CRM system. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

Pointclear

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes.

Who gets your vote as history’s top twenty women? And the winners are…

Pointclear

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet). PointClear is proud to be a sponsor of this first-ever recognition of women leaders in managing sales leads. Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time.

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

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Leveraging Inside Sales

Pipeliner

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Without the proper training to help reps understand what constitutes a qualified lead, a lot of “maybes” and “never will buys” end up in the CRM pipeline. Pipeliner CRM totally empowers inside sales teams. A variety of industries use inside sales as a popular high-growth sales model.

The 5 Most Viewed #SalesChats Episodes You Can’t Miss

Pipeliner

Pipeliner CRM conducts a regular Twitter chat on sales issues. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author.