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
At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. Our group is capable of navigating a prospect organization to find the right decision-makers. Testing and data over opinions and conventions.
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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. To listen to a webinar on this topic, click here.
Pointclear
JUNE 15, 2017
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. They say they aren’t going to buy right away, they have no budget and they are not the decision maker. Prospects have a common trait; they lie.
Pointclear
JUNE 28, 2018
Are we marketing to IT decision makers in the Fortune 100? In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. That means the average sales rep loses four out of five times.
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.
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