Pointclear

JULY 12, 2017

This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. You may like: How to Tell if Your Sales Pipeline is Failing You. Andy Paul – Zero Time Selling.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

OCTOBER 18, 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. Lead Management Rules: A one page list of rules holding both departments accountable to each other. 100% accountability, 100% follow-up.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

MARCH 18, 2014

CRM is good at forecasting, he said. Click to start video at this point — Template emails have, of course, been around for a while, and they’re rarely more successful than direct mailers in generating sales leads (just a two to three percent difference). Postcard Emails Are Very Sticky. Email: chris dot tratar at savogroup dot com.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

The Pipeline

MAY 13, 2011

PointClear PD. PointClear PD. Funnel management. HR Management. Lead Management. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link]. May 16th, 2011. Trackbacks. Dawn Gulino.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

DialSource

JULY 8, 2020

According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50. By studying historical trends and making more accurate forecasts, sales analytics can help organizations dramatically improve their sales strategy.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

AUGUST 21, 2012

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. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored. No lead management system.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

OCTOBER 16, 2012

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. "So I asked the marketing manager. I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

MARCH 18, 2014

CRM is good at forecasting, he said. Click to start video at this point — Template emails have, of course, been around for a while, and they’re rarely more successful than direct mailers in generating sales leads (just a two to three percent difference). Postcard Emails Are Very Sticky. Email: chris dot tratar at savogroup dot com.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

JUNE 13, 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. I think it’s about getting off the fence and creating marketing plans that drive the sales forecast. ” But I think it’s more than that.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

NOVEMBER 29, 2012

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. “So, Webinar attendees aren’t leads. How about someone in Marketing forecasting the leads we need to make quota?”. “We

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Jonathan Farrington

AUGUST 10, 2012

And, few sales reps want their manager and their manager’s manager calling to find out the status of a deal they made the mistake of forecasting—and then lose four out of five times. And, most companies do not have “teeth” around their processes—there is zero accountability between lead generation and revenue.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

FEBRUARY 18, 2014

A sales plan is usually submitted by the sales manager. It has the year’s sales forecast, changes in compensation programs, quotas, travel goals by rep, business objectives for the team, and key factors for success. “What do you mean?” he asked, as he pushed his marketing plan toward me. Isn’t this it?”. “A

Margin 203

Margin Marketing Hiring Lead Rank 203

Jonathan Farrington

NOVEMBER 2, 2012

If companies measured and then managed to minimize the fall-off in leads between marketing qualification (to the extent there is any) to sales accepted and then again from sales accepted to sales qualified (forecast), “lead purgatory” problems would disappear. Lastly, sales’ does not really need more leads.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

JUNE 15, 2018

Accountability from pipeline through forecast. For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Accountability From Pipeline Through Forecast. Marketing measurement. It’s not a campaign.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

Pointclear

JULY 7, 2016

How many made it to the forecast? How many were generated? How many were accepted by sales? How many were proactively rejected by sales (vs. simply ignored or otherwise passed over)? How many are progressing?

Lead Generation 133

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 133