DialSource

JULY 8, 2020

In the United States, inside sales grew 15 times faster than outside sales, creating jobs and immense business opportunities. . According to an estimate by PointClear, the average outside sales call prior to COVID would cost over $300, while the average inside sales call would cost just $50.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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. Others will be asked to move on, which hardly seems fair if they haven’t been given the training, coaching and tools they need to succeed in their role.

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

AUGUST 10, 2012

Let’s look at the number of opportunities companies are currently leaving on the table before we try to find more ways to “help” sales: Marketing Qualified Leads. The core problem is that most marketing programs create “opportunities” that are at Step #1. This is frequently referred to as sales enablement. Agree on a generic solution.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Pointclear

JANUARY 27, 2017

Next, Dave Brock : In general, it's a very comprehensive, complete tool. You have omitted the "qualified sales pipeline opportunities." The number of qualified opportunities is a critical number for pipeline health. People like me will want to drill down to see if the model holds together as an operational tool.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

JANUARY 31, 2012

These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. First, I like the format.

Social Media 210

Social Media Marketing Engineering Customer 210

Pointclear

JANUARY 11, 2011

Some reps will focus on converting inbound inquiries to opportunities while others will be proactive and target specific accounts. It won’t be as much about number of leads as it will be about number of forecast opportunities. Many are toys but some are real tools that increase productivity and yield.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

APRIL 10, 2012

The inside sales rep's role has also shifted—from being an entry-level and training position to one that requires expanded skill sets to handle far more sophisticated opportunities. He immediately emphasizes the importance of the word, "focus," and the risk of losing perspective given the plethora of tools, solutions and opportunities.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately. Inbound: Not Either/Or But A Balance Based on Needs & Goals.

Outbound 154

Outbound Inbound Social Media Call-back 154

Pointclear

AUGUST 6, 2018

Use this tool to calculate the cost of an internal team vs. the cost of outsourcing to a specialist. Lead Development: Turning Raw Leads into Opportunities. Inefficient / ineffective nurturing : Nurturing can triple the return on every marketing investment (see this blog for more). What Should the Sales Close Rate Be.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

Pointclear

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. target="_blank">. Voting is now open at TopSalesAwards.com and runs until December 9.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

OCTOBER 31, 2013

She regularly sees leads being hidden until a rep knows there is a solid opportunity. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Lori sees this also as an ongoing issue that happens every day in sales.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

JULY 12, 2012

” She adds, “I see social tools as being more nurturing tools than anything else. I think it’s definitely an opportunity to reach customers on a more intimate and personal level.” Attention should also be paid to some of the mobile platforms and tools out there like Instagram.

Strategy 171

Strategy Social Media Inbound Outbound 171

Pipeliner

APRIL 2, 2018

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

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. There are so many companies now, and rightfully so, looking at marketing automation solutions and other tools.

Marketing 113

Marketing Lead Nurturing Lead Generation Tools 113

Pointclear

MARCH 13, 2012

Maybe the analogy is a bit rough, but the tools are there to be aggressive and bite off enormous commitments which includes not just spending the company’s treasure, but adding to it and proving the ROI. To take a larger bite, you need larger tools! How else can companies grow?

Sales Qualified Lead 140

Sales Qualified Lead ROI Lead Generation Trade Show 140

Pointclear

FEBRUARY 16, 2012

A year's worth of research confirmed my suspicions about the so-called “social media revolution” and revealed an exciting opportunity: A chance for more B2B marketers to generate tangible business leads and sales using tools like LinkedIn, Facebook, blogs and video. Are your blogs so bold they provoke action?

Social Selling 167

Social Selling Social Media Real Estate How To 167

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. They need people to help them connect the dots. I think our readers really like that.

Video 174

Video Journal Up-Sell Education 174

Pointclear

AUGUST 17, 2011

The manager must match the rep to the opportunity. Monitoring and Managing Ideally, a manager helps reps prioritize time so the best opportunities get disproportionately more time. Note: I’m not suggesting working only the hottest opportunities! What works in one situation might not work in another.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JANUARY 26, 2012

Search engine marketing (SEM) Business buyers today use the Internet as their primary research tool to solve business problems, so search engine marketing (SEM) has become the hottest of the hot. Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

JULY 9, 2013

She regularly sees leads being hidden until a rep knows there is a solid opportunity. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Lori sees this also as an ongoing issue that happens every day in sales.

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

JUNE 28, 2012

These new buyers leave in their wakes a large data trail of where they’ve come from and what they know already, and this behavior presents an opportunity for marketers to “capture all that big data, process it, analyze it, turn it into insights, and hopefully intercept that buyer.”

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. 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.

Harvest 150

Harvest Vendor ACT Meeting 150

Pointclear

APRIL 18, 2012

He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening. As the social buyer becomes much more educated using these tools, Trip says social media will become part of the tool bag for both marketing and sales going forward. The Impact of Mobile.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Pointclear

JULY 19, 2012

” In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

FEBRUARY 26, 2013

Salespeople should be encouraged to turn discomfort into an opportunity to learn and connect in order to build a sustainable relationship. But it may be more useful to look at what the two parties have in common. At the same time, remember that there’s a person beneath the stereotype. Err on the side of flexibility.

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Pointclear

MARCH 22, 2011

And what do you know, just recently an industry colleague asked me for advice on similar tools, and I was only too happy to share my buying experience privately. Why not take the opportunity to turn everyone into an advocate for your business, even if they are not the right fit at this point in time?

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

MAY 10, 2012

But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. It’s a very impressive tool.” It’s going to be interesting to see what they do with this venerable tool to advance it.” And you can show demos.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

APRIL 28, 2015

Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. Are you going to wing it and throw the Hail Mary, or are you going to optimize each and every lead opportunity? In the end it’s up to you.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Pointclear

MAY 10, 2012

But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. It’s a very impressive tool.” It’s going to be interesting to see what they do with this venerable tool to advance it.” And you can show demos.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

MARCH 19, 2013

Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Connections. Like family pets, relationships require routine care and feeding.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

AUGUST 6, 2013

Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Connections. Like family pets, relationships require routine care and feeding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

MAY 2, 2012

” Paul recommends using new tools, especially LinkedIn’s approach to company profiles, to find the right titles inside the companies you’re targeting. For named accounts, you want to be using social tools for different purposes: researching and building an organizational map to reach the right people. We have to play.

Social Media 180

Social Media Media Inbound ROI 180