Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Inside salespeople need to be excellent at the following: Building rapport quickly. Only 31% of sellers are proficient at following a repeatable sales process however 75% of the Top 10% of sellers are strong in this competency.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

DialSource

JULY 8, 2020

The clock-speed of business has now gone up an order of magnitude. This is simply because there are so many advantages associated with inside sales vs outside sales, including the following. . Bottom line : It’s time to invest in strategies, tools, and resources that expand your capabilities as an inside sales team.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Someone with charisma and quick wit still has a leg up on his or her competitors, but personality is less important nowadays than it used to be. Sales Tools to Leverage LinkedIn. Make People Want to Work for Your Company. Twitter: @velocity_sales.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

The Pipeline

MAY 13, 2011

Sign up for our Email Newsletter. There are simple steps you can take, such as having salespeople keep their LinkedIn profiles up-to-date (think the buyer doesn’t check it as they are talking to you or before you come if for a call? PointClear PD. PointClear PD. A Random Walk Up Sales Street. Sales Tool.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

AUGUST 21, 2012

When this happens, nearby nodes must then take up the slack for the failed component. The structural catastrophe is Sales not following up THE SUPERMAJORITY OF SALES LEADS (60% or more) and salespeople failing to make their forecasts as a result. Put a tool in the hands of a fool and you still have a fool with an unusable tool.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job. People do business with people, not with technology.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

JULY 23, 2013

It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls.

Sales Qualified Lead 206

Sales Qualified Lead NetSuite Leads360 Leads 206

Pointclear

JULY 9, 2013

Are You Tenacious About Sales Follow Up? Click to start video at this point —Lori regularly encounters issues with sales follow up. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data.

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

JANUARY 22, 2013

Her market share is 20%, so she expects to get $765,000 in sales over the coming 12 months…if she can get 100% inquiry follow-up. The problem is Cindy doesn’t enforce a 100% follow-up policy; she allows the salespeople to make their own decisions on that score. Nice of her. This is how she tackled the problem.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. We started our discussion talking about the economy and as Jamie shares things are looking up. Training Tool: www.60seconduniversity.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

APRIL 21, 2015

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." In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Enough said, don’t you think?

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Why not use all the tools in your toolbox? tried calling a few times, got no response and gave up) are not. Drive revenue from all sources. Develop a guide.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

MARCH 13, 2012

Maybe the analogy is a bit rough, but the tools are there to be aggressive and bite off enormous commitments which includes not just spending the company’s treasure, but adding to it and proving the ROI. To take a larger bite, you need larger tools! How else can companies grow?

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

AUGUST 11, 2015

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. Follow the Money. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Jonathan Farrington

AUGUST 10, 2012

Too many marketing qualified leads end up in a black hole. Sales reps do not want to sign-up for losing four out of five times (or in the best case at least two out of three times). We even had one sales rep follow-up on a lead by saying: “Some telemarketing company in Atlanta said you were interested in buying our solution.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. Pick up the phone and have an intelligent conversation based on what you know about your potential buyer. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

OCTOBER 18, 2011

Translated: Nobody loves me )” “Salespeople never follow-up the leads.” The salespeople that cold-call waste time contacting hundreds of people to find a few buyers instead of relentlessly pursuing marketing provided inquires and leads (48% of the salespeople give up after the first call). My recommendation?

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

JANUARY 27, 2017

What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Next, Dave Brock : In general, it's a very comprehensive, complete tool. People like me will want to drill down to see if the model holds together as an operational tool. Wrap-up from Dan McDade.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

MAY 20, 2016

Marketing typically supports sales by influencing more than 75 percent of all leads and sourcing up to 10 percent of them. Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness. Marketing spend as a percentage of revenue is often fairly small, usually less than 5 percent.

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? What are sales and marketing leaders saying about it?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

MAY 12, 2015

From this I explained that he can tackle: Increasing the follow-up percentage by the salespeople and marketing. Using the complete CRM/marketing automation tool set. To start, Bob had to project the number of sales and dollars that would result from the leads he gets.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

Pointclear

SEPTEMBER 24, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? If you are a devout follower of ABM, your concern isn’t with lead generation at all. Click here to read Part 1. ). “Is Well, it’s neither.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Pointclear

FEBRUARY 16, 2012

A year's worth of research confirmed my suspicions about the so-called “social media revolution” and revealed an exciting opportunity: A chance for more B2B marketers to generate tangible business leads and sales using tools like LinkedIn, Facebook, blogs and video. These Brands are Making Social Media Sell. What's their secret?

Social Selling 167

Social Selling Social Media Real Estate How To 167

Pointclear

AUGUST 17, 2011

Four to six of these may require up to 50 percent of a rep’s time, and four to six accounts may require another 25 percent. Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. There is good coaching and bad coaching. Identify the problem.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

DECEMBER 12, 2013

Prospects have too many voices leveraging multitudes of content vying for their attention (and still have all the decision-making power), while salespeople have too much content and data to know which piece of content is relevant to which data point, (and still it’s up to them to make their message stick ? to sell the solution).

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

JULY 19, 2012

Click to start video at this point — Asked about new social media tools and recent findings that senior executives are using them to connect rather than research and purchase, Brian says too many companies are focusing on technology in hope of creating a process. There are groups that are driving ROI from social media.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

SEPTEMBER 22, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? The remaining four stand-alone blogs will follow. I recently posed this question to fellow industry experts.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

AUGUST 22, 2011

Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” Second, when it comes to automation, defining the process will help make selecting a marketing automation tool easier because you’ll now have process requirements which will guide the technology selection.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. They then they use social media to check what other contacts have done about those issues.

Video 174

Video Journal Up-Sell Education 174

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today. And so they’ve got their barriers up.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Measurement, metrics and ROI. Evaluation and deployment of marketing automation.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

MARCH 2, 2011

Follow customers into social spaces. Publishing useful, relevant tools that get customers to ask questions that you can answer (and connect to products). Does it connect to a lead nurturing or follow-up process? He blogs at [link]. It's a smart idea. Consider your current social media marketing activities.

Social Media 165

Social Media Media Top of Funnel Hiring 165

Pointclear

MAY 10, 2012

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. It’s a very impressive tool.” ” Inbound Marketing: Search Spending Up—Mobile Search Even More So. It’s going to be interesting to see what they do with this venerable tool to advance it.”

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

JUNE 8, 2012

She was recently selected as one of the top 25 CRM influencers you should be following by Zoho. She said they are seeing positive signs that there is greater need to support interaction between the two groups and more tools to support that interaction. It’s important for you to be further up the funnel. 1to1media.com.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

MAY 10, 2012

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. It’s a very impressive tool.” ” Inbound Marketing: Search Spending Up—Mobile Search Even More So. It’s going to be interesting to see what they do with this venerable tool to advance it.”

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach. DemandGen Report on Twitter: @DG_Report. DemandGen Report Newsletter: www.demandgenreport.com.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154