Pointclear

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads. Don’t have a CRM System?

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

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 113

InsideSales Inside Sales Revenue Webinar Metrics 113

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

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. There is a higher turnover among the sales ranks.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

NOVEMBER 10, 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. ” How did Andy know so much about sales, marketing and sales leads? You lose a prospect, a customer and the sale and your competitor wins.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

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. Sales were up (marginally), but profits were suffering, their salespeople were not happy, and were leaving the company in spite of growth.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

DECEMBER 19, 2012

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. My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. 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." Sorry, the salespeople won’t use the CRM system and record results."

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Inside sales. B2B marketing and sales strategies and tactics. Revenue performance management.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Of course, that’s still nowhere near what a sales person would consider a lead.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

JANUARY 19, 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. I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM.

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

DECEMBER 2, 2010

James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. 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.

ROI 133

ROI Coaching CRM Face-to-face 133

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. Better communication and transparency.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Pointclear

JUNE 13, 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. I think it’s about getting off the fence and creating marketing plans that drive the sales forecast.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

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. SalesChats E18: Sales Prospecting with Dan McDade. Sales management can be a high-turnover position.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

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.” To start, Bob had to project the number of sales and dollars that would result from the leads he gets. Improving presentation skills (not the same as sales training).

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

SEPTEMBER 19, 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 question which begs to be answered is, “What is the Keystone in the sales and marketing process?” Sales Lead Follow-Up is the Keystone.

CRM 169

CRM B2B Marketing Hiring 169

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 lead management done well has a huge return on investment.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

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

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

Pointclear

JULY 18, 2011

There once was a marketing manager named Sally who created thousands of leads ii every month and she pushed them out to her sales force of 95 salespeople. She also knew that if she gave salespeople enough sales leads, they then complained about quality. She presented her findings, which was backed up by the CRM system.

Hiring 169

Hiring Sales Qualified Lead Policies Follow-up 169