CRM, PointClear and Sales Management

Good Reads for B2B Sales - Selling at Every Level

Pointclear

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Sales teams are expensive, complex and powerful, so they should be made as productive as possible. Three Ways CRM Integration Creates Alignment and Drives Sales.

PointClear

PointClear B2B Marketo Sales Qualified Lead

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

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. Of course, these leads—which can be attractive to those who value cost-per-lead above other criteria—will be not be followed up by Sales and will end up in the CRM black hole.). That doesn’t work either.

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

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

Pointclear

JUNE 7, 2016

With a lack of accountability in both marketing and sales lead purgatory, leads are lost and ultimately reappear as wins for the competition.”. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Gain sales acceptance. SAL lead distributed.

Follow-up

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead

What if CRM had not been invented?

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

CRM Journal B2C Customer Service

PipeLiner CRM #SalesChats Webinar on Prospecting

Pointclear

OCTOBER 4, 2016

I quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. and “Sales Management. Simplified.” Simplified.”).

Webinar Metrics

Webinar Metrics Prospecting Pipeline CRM

Taking away a marketing manager’s excuses!

Pointclear

JANUARY 21, 2014

Management has not asked for an ROI on Marketing. Salespeople don’t use the CRM system, so what can I do? Sales management refuses to enforce lead follow-up. I don’t manage the people who control the final step in reporting: salespeople. Don’t have a CRM System? I don’t know where to start.

Harte Hanks

Harte Hanks Marketing ROI Sales Qualified Lead

Marketing’s Wish List to the Sales Department

Pointclear

OCTOBER 16, 2012

She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I 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.”.

Trade Show

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM

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

The Pipeline

MAY 13, 2011

PointClear PD. Small Business Startup and Sales Tips | Free Web Design Tucson. PointClear PD. EDGE Sales Process. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Report

Report Pipeline Top of Funnel Webinar Metrics

What is Inside Sales (And Why Do You Need It?)

DialSource

JULY 8, 2020

At the end of the day, AI does not exist to replace sales reps, but to act as a supportive assistant in regard to automation, analytics, and overall productivity. For example, by implementing Salesforce and Dialsource, you can take your remote sales strategies to new heights. . Inside Sales Is Here to Stay — Here’s Why .

Inside Sales

Inside Sales Scale Outside Sales Face-to-face

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Pointclear

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. 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. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

InsideSales

InsideSales Inside Sales Revenue Webinar Metrics

True Story: Without a marketing plan, he planned to fail!

Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. This is what happened.

Margin

Margin Marketing Hiring Lead Rank

Leveraging Inside Sales

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales

Inside Sales Lead Rank Hiring Lead Scoring

Make Marketing More Efficient by Embedding Analytics on Top KPIs

Pointclear

MAY 1, 2013

For marketing and sales leaders, your work stream is your CRM system. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Having real-time access to simple and easy to use performance reports can play a significant role in guiding you to greater marketing success.

Analytics

Analytics Marketing Sales Qualified Lead Negotiation

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

Pointclear

DECEMBER 19, 2012

Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Want to increase sales 30% or more? Marketing Management: Teach your staff that it’s results that count. Sales leads that turn into sales are all that matter. Marketing Management: Walk the talk. Be an expert.

Policies

Policies Leads Marketing Qualified Lead Hiring

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Pointclear

APRIL 21, 2015

This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Sorry, I can’t prove the ROI because salespeople won’t follow up."

Film

Film Marketing Sales Qualified Lead ROI

Sales Lead Management Leads to a Lower Cost of Sales

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%.

Sales Qualified Lead

Sales Qualified Lead Lead Management Lead Rank Lead Scoring

Andy Rooney on Sales Leads

Pointclear

NOVEMBER 10, 2011

They whine about salespeople and their habits and nevertheless marketing often fails to provide the leadership which requires a marketing automation program and a good relationship with sales and sales management. Now I’ve done it. I’m giving away the secret.

Sales Qualified Lead

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up

Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

JUNE 15, 2017

When I reported on the log jam, I thought the sales manager was going to have a heart attack on the spot. Twenty percent of the savings obtained from cutting the two departments went to an outside qualification service tied into the CRM system. This cost the company $1.2 million in salary and benefits.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing

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

Pipeliner

APRIL 2, 2018

Pipeliner CRM conducts a regular Twitter chat on sales issues. This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author.

PointClear

PointClear Twitter Social Media Sales Cycle

Are You A Player?

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. Coaching the salespeople about why the closeout of the sales leads is important (ROI). Marketers are Builders of Wealth.

ROI

ROI Coaching CRM Face-to-face

What if Marketing Automation had not been invented?

Pointclear

JANUARY 19, 2011

I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM. What would be the condition of the sales channels? Counterfactual reflection is considering a turning point in the past and making assumptions as if the event had not occurred.

Marketing

Marketing Journal B2C Exercises

You’ll never break a horse if you stay sittin on the fence!

Pointclear

JUNE 13, 2011

I think it’s about getting off the fence and creating marketing plans that drive the sales forecast. It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it.

Sales Forecasts

Sales Forecasts Forecasting System Software

PowerViews with Jim Dickie: Customer-centric is Key

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.

Customer

Customer Sales Qualified Lead Lead Generation Trends

When One Out of Ten is an Abject Marketing Program Failure

Pointclear

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” Improving presentation skills (not the same as sales training). Using the complete CRM/marketing automation tool set.

Marketing

Marketing Proposal Hiring Sales Qualified Lead

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Pointclear

DECEMBER 20, 2011

B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. What if CRM had not been invented? Outsourcing lead generation. Social media strategies and ROI.

Outsourcing Services

Outsourcing Services Social Media Marketing Lead Generation

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

MARCH 12, 2013

One of the primary reasons why CRM doesn't work the way companies would like it to work is that the average close rate on a fully qualified sales lead is about 20 percent, but that still means a sales rep has to sign up for losing four out of five times. We’re trying to create content that does that.

Research

Research B2B Sales Qualified Lead Lead Rank

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

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. Sales Lead Follow-Up is the Keystone. CRM is the salesperson/managers tool, Marketing Automation is admittedly the marketing managers tool.

CRM

CRM B2B Marketing Hiring

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

Pointclear

SEPTEMBER 6, 2012

But let’s be frank: the average sales manager or VP of sales isn’t in a position very long. They’ve got to get results fast, and if they are not connected with marketing, the truth of the matter is they’re going to try to leverage everything from the sales arena, because that’s what they can control.”.

Buyer

Buyer Social Media Hiring Inbound

Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep

Pointclear

APRIL 17, 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. The goat isn’t the CRM system; it’s the person who set it up, probably long gone. Sales management. Marketing management.

Lead Generation

Lead Generation ROI Lead Management Policies

Top sales blogs all sales managers need to follow

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Top of Funnel

Top of Funnel Sales Management Hiring Lead Rank

A Wink's as Good as a Nod to a Blind Mule

Pointclear

JULY 18, 2011

Her company had a big leakage issue and she was tired of the wink and nod she got from sales management and salespeople. She presented her findings, which was backed up by the CRM system. Three things happened: Management decided on a new policy of 100% follow-up of inquiries and leads. The result?

Hiring

Hiring Sales Qualified Lead Policies Follow-up

Five Ways to Grow Revenue (and Lower Cost)

Pointclear

JUNE 15, 2018

It’s not a sales-only process, and it’s not a marketing-only process. Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue.

Revenue

Revenue Forecasting Commission Telecommunications

Sales Pro Central

Good Reads for B2B Sales - Selling at Every Level

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

Trending Sources

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

What if CRM had not been invented?

PipeLiner CRM #SalesChats Webinar on Prospecting

Taking away a marketing manager’s excuses!

Marketing’s Wish List to the Sales Department

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

What is Inside Sales (And Why Do You Need It?)

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

True Story: Without a marketing plan, he planned to fail!

Leveraging Inside Sales

Make Marketing More Efficient by Embedding Analytics on Top KPIs

If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Sales Lead Management Leads to a Lower Cost of Sales

Andy Rooney on Sales Leads

Is Lead Flow to the Reps Too Slow or Gridlocked?

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

Are You A Player?

What if Marketing Automation had not been invented?

You’ll never break a horse if you stay sittin on the fence!

PowerViews with Jim Dickie: Customer-centric is Key

When One Out of Ten is an Abject Marketing Program Failure

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep

Top sales blogs all sales managers need to follow

A Wink's as Good as a Nod to a Blind Mule

Five Ways to Grow Revenue (and Lower Cost)

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