Pointclear
APRIL 18, 2013
Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Sales teams are expensive, complex and powerful, so they should be made as productive as possible. Via Harvard Business Review online/HBR Blog Network.
No More Cold Calling
NOVEMBER 21, 2013
Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Don’t Have Time to Nurture Your Network? One of my clients instructs his sales reps to book five lunches and four breakfasts each week.
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The Pipeline
MAY 13, 2011
Craig is the leader of the Focus Expert Network, his team is in charge of recruiting, retaining, and managing the amazing Experts that fuel our site. Craig is also the author of the popular b2b sales and marketing blog, the Funnelholic ( www.funnelholic.com ). PointClear PD. PointClear PD. Sales Bloggers Union.
Pointclear
AUGUST 14, 2013
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. Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities.
Pointclear
JANUARY 31, 2012
I find this to be an interesting tension point—marketing providing more leads while sales is saying I don’t like these leads. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects.
Pointclear
DECEMBER 20, 2011
B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. Craig Rosenberg , Vice President, Focus Expert Network, Focus.com Five Reasons Your Lead Generation Campaigns May Not Be Working.
Pointclear
MARCH 12, 2013
For instance, people might think they know how to evaluate something like network optimization software. This is an important belief for marketers to take onboard because it changes our perception of how we need to communicate early in the sales cycle. B2B marketing and sales teams must agree on the sales-ready lead definition.
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