Pointclear

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Hire a new sales manager. I inquired.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Of course, that’s still nowhere near what a sales person would consider a lead.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management. Time blocking yourself for prospecting is the highest value opportunity.”. Sales’ biggest mistake: ‘pitching instead of probing.’”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Deliver fewer, but better, leads to sales. Here is what you must do to fix it: Agree on market, lead definition, message. Not 50 things. Measure what matters.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Braveheart Sales

FEBRUARY 20, 2020

While attending the recent Barnes Buchanan annual conference, which focuses on the various market and financial elements impacting the security industry, I listened to the perennial lender panel discussing the metrics associated with the industry. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Pointclear

DECEMBER 8, 2016

The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it. What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

SBI

APRIL 25, 2011

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.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Jonathan Farrington

JUNE 12, 2013

The primary objective of a professional Sales Manager has to be: “ To achieve consistently superior results through the performance of every key individual.”. Yesterday I provided you with an opportunity to complete the “Sales Manager’s Health Check” – if you missed that post, do simply scroll down.

PointClear 42

PointClear Forecasting Construction Loyalty 42

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

NOVEMBER 10, 2011

that opportunities are never lost; someone will take the ones you miss.” ” How did Andy know so much about sales, marketing and sales leads? Fortunately, follow-up activities can begin (and even sometimes end) with marketing automation programs. Now I’ve done it. I’m giving away the secret.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. The Role of Management.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. For instance: Leadership Changes.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

AUGUST 14, 2013

That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. An evangelist for social selling — and a U.S.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). in Marketing Management. Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

MARCH 24, 2015

Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. Prospecting continues to be an effective and successful way of identifying and creating opportunities. Prospect Development Outbound Marketing' Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

NOVEMBER 8, 2012

She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. The New Selling Landscape Calls for a New Sales Map. I enjoy the opportunity to share ideas with them, learn back and get different perspectives on issues.

Video 174

Video Journal Up-Sell Education 174

Pipeliner

APRIL 2, 2018

Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. SalesChats E26: Creating High-Impact Sales Presentations with Julie Hansen. Today, it can be hard work to even get the opportunity to make a sales presentation. Why is this, and how is it solved?

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JUNE 4, 2013

Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences. But let’s also remember that we still have the Top 50 Sales & Marketing Influencers list to announce in June plus of course the Top 50 Sales Blogs and the annual Top Sales Awards.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

MARCH 26, 2015

Opportunities you’ve helped customers capture. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales.

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Pointclear

MARCH 27, 2015

Assure them that even if there’s no next step for you, they have the opportunity to come out of it with new ideas and better options. Mike says to use it as an opportunity to leave “value nuggets”—short, focused messages about the prospect’s needs, not your product. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

MAY 2, 2011

The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first. Call it laziness if you will (and many sales managers do), but going after the low-hanging fruit first just makes a heck-of-a lot of sense.

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

MARCH 17, 2015

Anthony Iannarino who wrote the foreword for the book sums it up perfectly: “This isn’t an academic treatise on sales. It’s an action-oriented guide for sales people, sales managers and executives.” A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. It’s not full of theories.

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. She adds, “Sales people who are knowledgeable about what’s going on in a company or an industry have a significantly higher chance of getting in. But let’s be frank: the average sales manager or VP of sales isn’t in a position very long.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

AUGUST 2, 2017

The five main factors in lead close rate are: Market definition. Market definition : We once did work for a company that had two different views of the market. Sales was focused on $1 million opportunities in big companies. Marketing focused on $10,000 deals in small-to-medium sized companies.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.

Revenue 113

Revenue Forecasting Commission Telecommunications 113