Face-to-face Marketing PointClear Sales Management 
No More Cold Calling
NOVEMBER 21, 2013
You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28
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. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Hire a new sales manager. I inquired.
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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." It''s even harder when you don’t follow up a sales lead.".
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
NOVEMBER 27, 2017
Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. What is killing us is turnover in salespeople.
Pointclear
AUGUST 15, 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. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.
Pointclear
JANUARY 31, 2013
TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. The Inside Sales Superhero to the Rescue. Millennial Talent 2.0
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