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

Or do you recognize the value of a longer-term lead and the opportunity there for developing a relationship? While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Or do we prioritize in?uencers Attached are the details.”.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

DialSource

JULY 8, 2020

Prior to the COVID-19 pandemic, the concept of inside sales was a fast-growing trend. In the United States, inside sales grew 15 times faster than outside sales, creating jobs and immense business opportunities. . Related : KPIs Sales Managers Should Use to Track Field Agents Right Now.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Braveheart Sales

FEBRUARY 20, 2020

Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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

SEPTEMBER 12, 2018

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who

Hiring 145

Hiring Top of Funnel Compensation Territories 145

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. Yes, a billion.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MAY 1, 2013

Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Jonathan Farrington

APRIL 25, 2012

He has focused on sales issues for a decade and currently writes a column for Inc.com where he hosts the world’s most visited blog, with an impressive 2.9 He communicates with hundreds and hundreds of salespeople and sales managers and is passionate in his views as to what’s hot and what’s not. million visitors in March.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

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

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. First there is an assessment of the strengths and weaknesses, opportunities and threats (SWOT). From this document companies attempt to exploit the opportunities, avoid the threats, build on their strengths, and shore up the weaknesses.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

APRIL 23, 2013

Effectively, you need to requalify opportunities at every stage in the pipeline using well-defined and increasingly stringent criteria. You need to back up your assessment with clearly observed evidence of the necessary changes in your prospect''s buying decision journey—or hold back from promoting the opportunity to the next stage.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

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.

Social Media 203

Social Media Media Twitter Social Selling 203

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

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? But the majority of the opportunities, especially in B2B still need a salesperson to show up to get the business. Now I’ve done it. The formula for winning is easy.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

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

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

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. Sean Callahan.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

JUNE 4, 2013

We become complacent thinking if they need something they will call us and we’re missing such a huge opportunity. If you show me an underperforming sales team I will trace it back to a poor sales manager. Companies need to train these new sales leaders and give them the necessary skills before they’re put in the position.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

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. I enjoy the opportunity to share ideas with them, learn back and get different perspectives on issues. They need people to help them connect the dots. Stay Tuned.

Video 174

Video Journal Up-Sell Education 174

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.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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. It’s a fact of life. About Mike Weinberg. Simplified.:

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

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 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. Sales people are very good at sorting out short term opportunities.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

MARCH 24, 2015

Prospecting continues to be an effective and successful way of identifying and creating opportunities. 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. You’ll walk away informed and, dare I say, inspired.

Handbook 100

Handbook Prospecting Outbound Inbound 100

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

AUGUST 2, 2017

Sales was focused on $1 million opportunities in big companies. Process for following up on leads. Lead nurturing. Market definition : We once did work for a company that had two different views of the market. Marketing focused on $10,000 deals in small-to-medium sized companies. Formula Takeaways.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

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

AUGUST 1, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 125 – Grit. Via Score More Sales. The Helpful Sales Person.

PointClear 200

PointClear B2B Face-to-face Inside Sales 200

Pointclear

SEPTEMBER 6, 2012

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

JUNE 15, 2018

Three problems plague companies today in market focus: Failure to accurately profile and define the target; the gap between the market identified and the whole market; and confusion surrounding the mission of CRM versus the mission of developing robust prospect databases and providing a steady pipeline of new business opportunities.

Revenue 113

Revenue Forecasting Commission Telecommunications 113