Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. PointClear is known for its perseverance.

Increasing sales productivity – 7 steps to improving lead qualification

Sales Training Connection

Lead Qualification. Well, there are several possibilities, but let’s explore one that’s often overlooked – getting the team better at lead qualification. When it comes to lead qualification, it is equally important to turn attention to influencers.

Trending Sources

Do You Know How to Make Lead Qualification Work for You?

The Sales Hunter

As a salesperson, you know that lead qualification is vital to being successful. But what is the best approach to lead qualification? Make Lead Qualification Work for You: Sales Experts Share Their Best Strategies from […].

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Pointclear

But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*.

How to Refine Your Sales Methodology

Pointclear

I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. Lead Generation Lead Qualification

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak! You’re weak!”.

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it.

Are Your Reps Guilty of This Costly Mistake?

Smart Selling Tools

Sift through your leads before you start calling. Ideally, her marketing department would have pre-qualified the leads for suitability and this company is certainly big enough to have the resources (i.e. Had marketing pre-qualified the leads, I would not have been on the call list.

The Quest for Good Leads: Are You Asking the Right Questions?

Pointclear

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates.

What Should the Sales Close Rate Be?

Pointclear

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. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately.

Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Get an agreement on a qualified lead.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Pointclear

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Lead Qualification

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Pointclear

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Pointclear

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

It’s bad selling to pursue bad business

Sales Training Connection

One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Getting lead qualification right requires a laser like focus on two issues – funding and fit. Good vs. Bad Business.

The Power of the Human Voice in Lead Qualification & Lead Nurturing

Pointclear

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation.

Sales and Marketing Alignment Secrets From SunGard’s Christine Nurnberger

The Sales Insider

Inside Sales Best Practices Sales And Marketing Alignment sales lead qualification service level agreement Where does marketing end and sales begin? With increasingly self-educated buyers, the roles of sales and marketing are becoming harder to define and distinguish.

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

Pointclear

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified.

Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Lead Qualification & Lead Nurturing: Whose Job Is It?

Pointclear

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Who should process leads?

Scheduling an Appointment With an "Uncloseable"

Pointclear

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from. One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016.

Sustainable Sales Success - Tip #12 Disqualification

Increase Sales

One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success. Most of the reason for not qualifying sales leads returns to the lack of a strategic plan.

9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

ShadeTree Blog

salesforce.com sales process sales measurement sales effectiveness lead qualification inside salesAll inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner. They ask themselves two fundamental questions: 1. What should I do today?" Prioritization) 2. What do I need in order to do it?"

3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing

Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development. Issue Date: 2012-12-10.

Pipeline management – make sure what you’re chasing is worth catching

Sales Training Connection

This means that the spotlight on the age-old topic of lead qualification just got a little brighter. Sales Lead Qualification. Since lead qualification best practices tend to be somewhat specific to the type of sale, lets focus this discussion on the major B2B sale.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Pointclear

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. In fact, you may not even see any leads in this time period.) Expect two qualified, sales-ready leads per FTE per week.

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

Pointclear

Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Validation and calibration of lead scoring : Your scoring needs calibration. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue.

New Quota? Two Questions You Need to Ask Next

Sales Benchmark Index

Use the BANT Lead Qualification Tool to assure your time is well spent. Even if your marketing team qualifies leads, they don’t have your quota pressure. It’s in your best interest to qualify leads yourself, on your terms. New year. New quota.

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Gold Calling vs. Cold Calling

Pointclear

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

The One Thing You Cannot Skip When Hiring an ‘A’ Player

Sales Benchmark Index

This is information you would obtain during the lead qualification or discovery call process. It’s that time of the year. Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We

Myth Busters: The 9 Sales Myths You Don’t Want to Fall For

Smart Selling Tools

When today’s Sales Managers came of age, we were taught that making more calls is what leads to more sales. Myth #2: Digital Body Language is the Holy Grail for Lead Qualification. Last week, I wrote a post called “ Uh Oh!

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7 Steps to Build Your Lead Gen Machine

Sales Benchmark Index

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine.

Buyer 122

3 Sales Myths You Don’t Want to Fall For

Smart Selling Tools

When today’s Sales Managers came of age, we were taught that making more calls is what leads to more sales. Myth #2: Digital Body Language is the Holy Grail for Lead Qualification.

Quota 95

3 Ways Inbound Marketing Is Hurting Your Business (#3 Is the Most Surprising)

Pointclear

Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. Inbound Marketing Problem #1: Too Many Leads. Ironically, we often see a huge pile of entries in the “lead” part of the sales funnel in some of our client’s CRM records. They’ve got tons of leads in the pipeline, but very few making it past the initial lead stage.

Is Your Sales Team on the Brink of Disaster?

No More Cold Calling

So sales leaders don’t understand why the health of the pipeline isn’t improving, or why lead quality isn’t improving, despite significant investments in digital marketing. Digital marketing brings a prospective lead to sales at a certain percentage.

Buyer 76

Why CMOs Struggle with the Last Mile

Sales Benchmark Index

You are probably asking yourself, “Why is sales not closing marketing leads”? The marketing team has done everything necessary and hands over a sales qualified lead. The last mile occurs from the hand-off of the lead to sales until closure. Lead Development Reps.

4 Sure Ways to Get In the ‘Inner’ Circle

Sales Benchmark Index

Examples are leading a new CRM rollout or championing the new Lead Qualification program. Leading projects that improve the company and make your boss look good are important. Career advancement, more money or even the best people or leads come your way.

Sell the problem first!

Sales Training Connection

You must be accomplished with foundational sales skills like: asking questions, active listening, and handling objections, as well as, competencies such as: lead identification, lead qualification, selling value, and building relationships. Sell the problem first.

9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

ShadeTree Blog

Sales Effectiveness inside sales lead qualification sales effectiveness sales measurement sales process salesforce.com All inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner.

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

They will also need to develop expertise in competencies such as: lead identification, lead qualification, and relationship building. Inside Sales.