Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Sales Managers Are to Blame for Lost Leads.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For whatever reason (was it beneath him?) the CEO failed to step in and act.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. For details on how sales should follow-up on a lead click here. Big surprise.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

SEPTEMBER 10, 2013

Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Recently (Aug 29th) on SLMA radio I interviewed Eric Lundbohm about the different ways to compensate marketers (other than salary) for their efforts in creating wealth for their company.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

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

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good. What are your thoughts on the current state of Marketing and Sales alignment?

Scale 100

Scale Marketing Conversion Inbound 100

Pointclear

MARCH 13, 2014

Among the negatives: the on-the-spot feedback that was vital to the relationship between a manager and his reps is now less common. Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. percent were quality.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

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

MAY 1, 2013

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

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. Sales’ biggest mistake: ‘pitching instead of probing.’”. Simplified. ” Simplified. ” Buy them both. We sell outcomes. How could we fix it?

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

AUGUST 27, 2013

We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. How many sales inquiries did Marketing give you, on average, per month for the last year?”

Telemarketing 184

Telemarketing Leads Marketing Qualified Lead Sales Management 184

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. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. This means that 75% of the marketing dollars spent on lead generation are wasted. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads). Sales force turnover will be reduced.

Marketing 100

Marketing Lead Generation Top of Funnel Funnel 100

Pointclear

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." B2B Marketing B2B Sales'

Film 100

Film Marketing Sales Qualified Lead ROI 100

The Pipeline

MAY 13, 2011

What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. I do believe salespeople can and should write blog posts about their market or selling in general if they are thoughtful and articulate. Those are as much for sales as they are for marketing. PointClear PD.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

JANUARY 19, 2011

I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM. Right now, let’s concentrate on Marketing Automation. ” What would be the state of marketing departments? What would be the condition of the sales channels?

Marketing 169

Marketing Journal B2C Exercises 169

Pointclear

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” From this I explained that he can tackle: Increasing the follow-up percentage by the salespeople and marketing. Using the complete CRM/marketing automation tool set.

Marketing 100

Marketing Proposal Hiring Sales Qualified Lead 100

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

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Inside sales. Marketing automation. B2B marketing and sales strategies and tactics.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

JUNE 15, 2012

SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim's career has been equally divided between marketing and sales.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 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

MARCH 25, 2014

He was frustrated; angry that the marketing spend wasn’t showing the ROI expected, and he blamed salespeople. “Of If they don’t have discipline to do their job, the sales manager has to be held accountable as well. Should I just fire the sales manager?”. And I let the sales managers off with barely a reprimand.

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Pointclear

APRIL 29, 2014

It''s a Problem for Sales and Marketing! Each week they knock themselves out telling you about everyone they spoke with and how the future will be better, but they give you little or no sales.” ” Non-producing salespeople drain cash and precious support resources, and take up valuable sales management time.

Quota 244

Quota B2B Pipeline Resources 244

Jonathan Farrington

MARCH 16, 2013

This is the group that will be … Writing articles for the Top Sales magazine. Providing articles and tips on Top Sales World site. Doing the interviews for Top Sales Hardtalk and Sales Management Issues series. Featuring within the Top 10 Sales Blog Posts and Top 10 Sales Articles section each week.

PointClear 55

PointClear Groups Twitter Survey 55

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

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

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

OCTOBER 16, 2012

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. "So I asked the marketing manager. I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

JULY 29, 2014

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?

Lead Qualification 258

Lead Qualification Lead Generation Follow-up Leads 258

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

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. There is no agreement between marketing and sales on the definition of a qualified lead.

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Pointclear

DECEMBER 19, 2012

My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal. Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Sales leads that turn into sales are all that matter.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pointclear

MAY 15, 2012

Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165