Decision Maker Marketing PointClear Sales Management 
Pointclear
MAY 13, 2016
How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For whatever reason (was it beneath him?) the CEO failed to step in and act.
Pointclear
APRIL 17, 2014
In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Pointclear
FEBRUARY 23, 2018
Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in.
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. Your most important customers (you know—the named accounts that the field usually manages?)
Pointclear
JUNE 28, 2018
Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. Not 50 things. Measure what matters.
Pointclear
SEPTEMBER 6, 2012
2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Click to start video at this point — Jill notes that people are finally talking about marketing and sales alignment, but progress is slow. But let’s be frank: the average sales manager or VP of sales isn’t in a position very long.
Pointclear
JUNE 12, 2018
The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Also, getting a new sales manager at mid-year won’t have an impact until the following year. Why it Matters: “In B2B, most companies have sales cycles longer than three months.
Expert insights. Personalized for you.
145 
Let's personalize your content