2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

This really is a group which represents the “who’s who” in the sales space right now, and I am delighted to be working and collaborating with them. This is the group that will be … Writing articles for the Top Sales magazine.

So How Do You Develop A First Class Sales Team?

Jonathan Farrington

For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent.

Trending Sources

Identifying the Perfect Leader – Do You Report To One?

Jonathan Farrington

They should never allow themselves or others in their group to ridicule, or down grade other leaders or people in the industry, as it is a sign of jealousy and this is one trait that cannot exist in a true leader.

Guest Post: Yikes! We have met the enemy and it is us!

Jonathan Farrington

As my industry friend Carlos Hidalgo ( Annuitas Group ) noted in a recent blog: “In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. General BANT Dan McDade Neil Rackham PointClear Sales vs Marketing SLMA

What is the Net Effect of the Migration to Inside Sales?

Jonathan Farrington

I discuss this fact in detail with Dan McDade of PointClear – HERE. News: Talking of sales training, you can also catch my interview with Mike Schultz of the Rain Group – “95% of Product Training is Ineffective!”

What Should the Sales Close Rate Be?


Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Online content in the sales and marketing industries is dynamic and constantly changing.

Does Your Sales Team Know How to Follow-Up on a Lead?


In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process.

Insights on Outbound Conference in Atlanta


Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA.

Why would a company ever outsource anything?


Existing groups work well together, they contribute more quickly, and they are more likely to shake things up (in a good way),” Finkelstein, the Steven Roth professor of management and director of the Tuck Center for Leadership at Dartmouth College, wrote. That’s essentially what PointClear clients do when they engage us for outsourced lead generation.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]


Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). In our experience here at PointClear, very few companies are getting it right.

Internet Radio - Its Time Arrived Several Years Ago!


That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. Mike Schultz of the Rain Group. This show is hosted by Debbie Qaqish, Principal and Chief Strategy Office for The Pedowitz Group.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Acquity Group created an infographic that takes a look at buying trends based on generation.

Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. In a recent webcast, Jay Gaines, vice president and group director at SiriusDecisions, shared the keys to a high-performance team.

An Allbound Marketing Approach Closes Your Revenue Gaps


A well-run inbound program can realistically deliver 35 percent of the leads you need : That's according to The Bridge Group. To learn more about RING, download PointClear’s whitepaper, (no registration required).

For Higher B2B Sales Don’t Just Scrub Your Data


Next, extract contacts from your marketing database with the matching three SICs into separate test groups in addition to one or two other groups that seem like they should perform well. The PointClear Relational Segmentation (PCRS) approach provides companies with the market intelligence they need to fully fund and roll out programs targeted to high-return segments.

Who’s Harvesting Your Lead Farm?

Smart Selling Tools

Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential. In our experience, best practices suggest that a separate group—inside or outside the company—needs to take control of the vital lead development function. .

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

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Takeaways from BtoB's NetMarketing Breakfast in Boston


PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. It's great to be home after a very productive trip to the Northeast. The Westin in Waltham did a great job and the setting was conducive to a lively event. Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. Mobile will eclipse standard browsers by 2013.

Lies, damned lies, and statistics

Sales 2.0

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy.

On Becoming a Top Sales Expert at Top Sales World


Becoming a member of the Top Sales Expert team is an exceptional honor for me as the group is comprised of 31 sales professionals who have joined this exclusive group over the past five years, and a maximum of four new members are elected each year. As a prospect development firm providing outsourced sales solutions to B2B companies involved in the complex sale, PointClear shares the goals of Top Sales World. I’m honored, thrilled and humbled (all at the same time!)

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


Kenandy has been founded by Sandy Kurtzig, the former CEO of ASK Group and the creator of ManMan. In a sense, Kenandy and PointClear function in similar ways to move strategic business processes out to more efficient and cost-effective resources.

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Green Lead's B2B

Trish Bertuzzi - The Bridge Group Karla Blalock - PointClear Bob Bly - Bly.com April Brown - Rubicon Marketing Group Michael Brown - Purple Pig Consulting Michael A. Bill Goldsmith - BP Productions Pete Gracey - AG Salesworks Bernice Grossman - DMRS Group Inc. The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource


It was a big win for both groups. My friends over at PointClear have a good comparison guide titled, “ We Can Do It Cheaper.” Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies.

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies: Salesforce.com, SuccessFactors and NetSuite.