Decision Maker Follow-up PointClear Sales Management 
Pointclear
MAY 13, 2016
This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. 100,000 companies with up to three executive contacts—but with no email addresses.
Pointclear
FEBRUARY 23, 2018
Is it the person who signed up for your webinar this week? Just try to pass them on to your field sales team and you’ll see. They won’t get followed up. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process.
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Pointclear
AUGUST 17, 2011
Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.
Pointclear
JULY 17, 2013
To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?
Pointclear
JUNE 28, 2018
Are we marketing to IT decision makers in the Fortune 100? While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization.
Pointclear
APRIL 17, 2014
In fact, it makes the whole sales pipeline sick. High-performing reps avoiding inbound lead follow-up; and 3. The percent of sales accepted leads decreasing while lead quotas increase.”. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! The three major symptoms of inbounditis are: 1.
Pointclear
SEPTEMBER 6, 2012
She notes a second factor is the challenge gaining access to corporations and creating movement, a difficulty grounded in the workstyle and responsibilities of today’s executives: “When we’re dealing with today’s frazzled, crazy-busy decision makers, the truth of the matter is the only thing that they can do is protect their own time.
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