Decision Maker PointClear Prospecting 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. Has interest from a decision maker. Decision making process and timeframe.
Pointclear
FEBRUARY 23, 2018
More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects.
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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
JUNE 15, 2017
Starving the pipeline of new prospects. I was hired by a high tech company in San Jose to find sales leakage because of a substantial sales slump. The rules required that each inquiry needed a time frame for purchase, a decision maker, and a budget. Those inquiries with immediate need were passed along to Sales.
Pointclear
JUNE 28, 2018
Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Are we marketing to IT decision makers in the Fortune 100? You are probably saying to yourself right now: “We do that” or “That is what I pay sales managers to do.” Next-year decision?
Pointclear
APRIL 17, 2014
From Chris Snell , Inside Sales Manager, SMB at Care.com. ISRs (inside sales reps) rely too much on being farmers, and when dry times come (just like they do for real farmers!) With that said, Joanne and I see eye-to-eye on the majority of other issues. Here''s what I see are the top two symptoms of inbounditis: 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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