Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Two areas of opportunity and competitive advantage are training and coaching. They don’t expect to be the on-the-job training vehicle for your salespeople. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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

OCTOBER 10, 2011

” However, if you’re leading a marketing organization in a B2B company, this question is directly tied to marketing’s new revenue imperative and it can be a very scary question. Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. 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

MAY 12, 2015

This conversation took us down the road that explained average buying ratio of raw leads (45% were buyers), qualified leads (20-40% higher), and then proposals (30-59%). To start, Bob had to project the number of sales and dollars that would result from the leads he gets. Using the complete CRM/marketing automation tool set.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

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

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

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JULY 25, 2011

For eight innings your starting pitcher and relievers have done their part, cultivating a lead, offering a wide variety and style of pitches to keep the opponent off guard and setting you up to win. The closer has a small set of tools that produce big results. Blog posts related to sales training are posted regularly by the SBI team.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. Train up your team. But to get the right mix of strategy and tools, we need better integration. This worries me.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). Quotas can be by dollar, by product, and by sales activity; often by all three.

Quota 113

Quota Forecasting Policies Pipeline 113

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. ” As a modern digital magazine, Sales POP! The New Sales Coach.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98