Pointclear

JULY 23, 2013

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. 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.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Marketing Qualified Lead 206

SBI

NOVEMBER 13, 2012

Does your business success depend on leads? If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Is this a person with authority to buy?

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MARCH 22, 2011

And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. Lead Scoring is Seller-Centric.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

The Pipeline

MAY 13, 2011

Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Twitter: Get the sales team following the mavens in your industry and retweet them, interact with them, and then teach them to connect with prospects. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. Open-ended, clarifying and probing questions are important tools. Pay attention. Reflecting is a way to determine or verify that you and your counterpart are on the same page.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

MAY 7, 2015

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. So they began to sell follow-up as a tool to mix with mail. His lead nurturing program did precisely that.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

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 25, 2011

If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? The closer has a small set of tools that produce big results. Instinct cannot be taught so few salespeople become great hunters.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Dell’s clients and prospects win because Scott creates rich content. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. This is a win-win-win situation.

Social Media 210

Social Media Engineering Marketing Customer 210

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Your revenue results will be directly affected.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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

JANUARY 11, 2011

” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” It won’t be as much about number of leads as it will be about number of forecast opportunities. Lead scoring and lead nurturing will move from art to science.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

SEPTEMBER 19, 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. Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. Sales Lead Follow-Up is the Keystone.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

JANUARY 31, 2012

One thing we can always count on is this: sales will always say they want more leads. I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. Next, Dave Brock : In general, it's a very comprehensive, complete tool. I was surprised at the level of detailed feedback I received. Download it here.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

DECEMBER 18, 2012

In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. How Relevant is Lead Defintion to a Sales Executive? Marketing may try to handle lead nurturing, but this should be handled by sales. There is no such thing.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

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? As with other technologies, automating a bad process just leads to more bad results. Focus on the right accounts to move the needle.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

MAY 2, 2012

He adds that inbound marketing is generally thought of as search optimization and links so that prospects find you either through a search or by reading something interesting that is linked to you. He adds that those prospects should be considered more highly qualified because they have expressed an interest in something you do.

Social Media 180

Social Media Media Inbound ROI 180

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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Click here to read Part 1. ). “Is

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Account 100

Pointclear

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Have candid conversations with your prospects, and use the feedback to determine what questions they generally need answers to ?

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation. Inside sales.

Outsourcing Services 169

Outsourcing Services Social Media Marketing VanillaSoft 169

Pointclear

FEBRUARY 26, 2013

Your leads may be perfect. That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Unfortunately, leads from other cultures probably won’t close as quickly as those in the same country. Cross-cultural leads are harder to close. They may have the budget and the authority to buy.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

OCTOBER 1, 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? What really accelerates this is getting out from behind your desk and hitting the road to meet with your best prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 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. Define a lead. Brian Carroll, chief evangelist at MECLABS and Marketing Sherpa agrees : “Still, most of the companies I meet with do not have a Universal Lead Definition (ULD).

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pipeliner

APRIL 2, 2018

This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide. SalesChats E18: Sales Prospecting with Dan McDade. Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. People tend to position these and other kinds of prospecting or business development programs as either/or. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

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. They don’t capture leads.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

MAY 2, 2011

Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales. Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. 2011 @Copyright Smart Selling Tools

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

JUNE 26, 2012

But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. They simply aren't hungry (even if those generating the leads are). As I said, questions just seem to lead to new questions at this point.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

APRIL 18, 2012

Social Media is Becoming a Lead Gen Vehicle. While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Adaptive Business Blog. ” As a modern digital magazine, Sales POP!

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

AUGUST 17, 2011

Based on the chapter, The Truth About Sales, from my new book, The Truth About Leads , this article looks at improving performance in the three “art of sales management” areas. Ideal deployment puts the best rep with the best prospect at the best time. Sales Deployment Most companies deploy reps in traditional ways.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JUNE 8, 2012

She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are. 1to1media.com.

Customer 145

Customer Social Media Inbound Top of Funnel 145