Pointclear

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Pointclear

FEBRUARY 16, 2011

What differences in marketing and sales management would have occurred if CRM with all of its benefits had not been a part of B2B and B2C marketing? A day doesn’t pass that I don’t hear a remark (usually from salespeople), about the difficulties of using their company’s CRM system.

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

JULY 26, 2018

She also sends the testimonials out to salespeople and adds them to the testimonial storage space in the CRM system. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. They know prospects will buy from people and companies they know, and companies with applications like theirs.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

MARCH 22, 2011

Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. Scoring the Prospect Experience. Lead Scoring is Seller-Centric.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

JANUARY 21, 2014

Salespeople don’t use the CRM system, so what can I do? It isn’t the sale that’s the issue; it’s closing out the sale in the CRM system. Don’t have a CRM System? When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time. Here are some of the justifications.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

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

OCTOBER 16, 2012

I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That they would follow up all sales leads until the prospect buys or dies.”. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. That they treat Marketing as a co-equal.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

NOVEMBER 29, 2012

Please tell us about a campaign before you launch it so I don’t have that ‘deer in the headlights’ look when a prospect says, “So tell me about the free iPad mini if I buy from you by the end of November.”. “I Why does Marketing or Operations get to choose the CRM but Sales has to live with it?”. “We want qualified leads.”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. The CSO Insights and ClearSlide data showed that 70 percent of reps don’t validate prospect interest during the sales cycle. Pipeliner CRM totally empowers inside sales teams. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MAY 5, 2017

Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Pain, Priority, Process, Environment.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

APRIL 21, 2015

In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Without the final step and actually talking to a prospect, billions of marketing dollars are wasted every year. Sorry, the salespeople won’t use the CRM system and record results."

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

NOVEMBER 10, 2011

You lose a prospect, a customer and the sale and your competitor wins. Marketing spends intellectual capital and the company’s treasure to find prospects. Fortunately, follow-up activities can begin (and even sometimes end) with marketing automation programs. Marketing departments complain about no follow-up or feedback.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

JUNE 30, 2015

Marketing tries to qualify a greater number of prospects. Now marketing and sales know what a qualified lead is versus an uqualified prospect. CRM and marketing automation systems. Prospects who admit to a short time frame to buy go directly to reps; others may need to be further qualified. The result? Landing pages.

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Pointclear

APRIL 7, 2015

Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. If we allowed that some follow-up occurred without closing the leads out in the CRM system, we can expect that 25-30% real follow-up is generous; but this is only a third of what was required.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

MARCH 8, 2011

While marketing automation, like CRM during its gold rush days, promises huge returns across the board, I shared with Bob my concerns about relying too heavily on marketing automation when engaging target prospects who look like your strategic accounts—the 20% of your customers who deliver 80% of your revenue.

Account 162

Account Leads Marketing Qualified Lead Lead Qualification 162

Pointclear

JUNE 15, 2017

Starving the pipeline of new prospects. Prospects have a common trait; they lie. Twenty percent of the savings obtained from cutting the two departments went to an outside qualification service tied into the CRM system. Paying nurturing and qualification departments that drain budget and add little value. A 100% True Story.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 The most common problems that confront sales and marketing organizations in the process of lead generation, qualification and prospect nurturing 2. the sessions are still available on demand).

Leads 124

Leads Marketing Qualified Lead Lead Generation Webinar Metrics 124

Pointclear

JANUARY 18, 2017

so thank you not only for the lead but the professionalism that clearly rubbed off on this prospect.”. I was on the phone today with the CEO of a company that provides a CRM solution for small to medium sized technology companies. There are those who would say that fifty-four touches, or even thirty-two touches are way too many.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Pointclear

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Jill Konrath , sales and marketing strategist, speaker, and author of SNAP Selling and Selling to Big Companies 7 Hot Email Prospecting Tips.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pipeliner

APRIL 2, 2018

Pipeliner CRM conducts a regular Twitter chat on sales issues. SalesChats E18: Sales Prospecting with Dan McDade. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Additionally, it will greatly help you to accelerate prospecting.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

AUGUST 11, 2015

But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree. Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer. Following the money can be the focus of both the sales and marketing departments.

ROI 100

ROI Social Media GoldMine Lead Generation 100

Pointclear

DECEMBER 2, 2010

Sales management is to blame, they don’t believe in the CRM system. Our salespeople are to blame they don’t (pick one) use, believe, or like the CRM system. Teaching sales management how to use the CRM system to their advantage (training and retraining). Marketers are Builders of Wealth.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

AUGUST 8, 2011

The ability to report and forecast metrics improves when full-featured marketing automation integrated with CRM or sales automation is in place. These marketing organizations must rely on performance metrics such as Number of Marketing Qualified Leads, Percent of Leads Converting to Opportunities, and Number of Opportunities.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers? You’ll also want to pull engagement reporting out of your marketing automation platform and CRM.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

OCTOBER 1, 2015

Marketers must fully integrate with their sales colleagues combining data and processes to: Profile and prospect the right companies and the right decision makers (beyond personas—the actual people) within those companies. What really accelerates this is getting out from behind your desk and hitting the road to meet with your best prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

APRIL 4, 2011

The bickering and obsessive competition is turning prospects away. This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc. Could this be part of what is holding the industry back? It certainly isn't helping. Vendors need to work much harder at collaborating to educate the market.

Marketing 173

Marketing Vendor Enterprise Enterprise 173

Pointclear

JUNE 8, 2012

She was recently selected as one of the top 25 CRM influencers you should be following by Zoho. She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Ginger has covered the industry for more than 25 years.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Rather it is “to address critical needs and issues and goals that the client is trying to reach.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JUNE 28, 2012

In the B2B realm, assuring marketing processes and marketing automation are connected to sales operations and sales automation/CRM systems. You really start that conversation with that prospect, and hopefully you steer them to you.” Evaluation and deployment of marketing automation. Social Media Mantra: Listen First. Then Speak.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

MARCH 12, 2013

I have this concierge image in my head, of someone who calls a prospect to say “I see you’re downloading a lot of stuff for evaluation. That means someone like an inside sales rep or a business development rep calls and is more like a concierge. It’s now the job of marketing to guide the buyer through the buying process.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

SEPTEMBER 19, 2011

Is it the CRM system, without which so much important information would be lost? Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. True, the CRM helps reduce the failure rate of follow-up sales activity that every salesperson must perform. The same holds true here.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

FEBRUARY 2, 2012

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. Static data about prospects.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

Pointclear

SEPTEMBER 20, 2012

release of the idea which is really a derivative of CRM. It’s about how do we make the experience that customers have when they interact with our prospecting process in marketing and sales such that even if they don’t buy, they believe it was a good experience. I think all that’s to the good. But I think there’s an RPM 2.0

Inbound 145

Inbound Quota Outbound Video 145

Pointclear

APRIL 17, 2013

Nor does it take a genius to see that your CRM system isn’t working, no one likes it, the database is corrupt, reports are trash, and the pipeline is unreliable. The goat isn’t the CRM system; it’s the person who set it up, probably long gone. Maybe it’s the marketing manager who fails to manage the CRM system as a system.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216