Pointclear

JUNE 5, 2015

They might charge $650 - $850 per appointment, while we might charge $1250 for a highly qualified sales opportunity that sales will trust. You effectively accelerate revenue by identifying better opportunities and by working them early in the cycle rather than responding to RFP’s won by a more agile competitor. Guess what?

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. That is your opportunity to affirm the value of your products. Mike Weinberg.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. What are their pains and problems? No one defaults to prospecting.”.

Conference 124

Conference Outbound Social Media PointClear 124

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. They don’t expect to be the on-the-job training vehicle for your salespeople. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Jonathan Farrington

JULY 31, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Jonathan Farrington

APRIL 25, 2012

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Based on all the questions he gets he knows most sales training has not caught up with this trend.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. That’s why it’s vital that team members prioritize the best opportunities—both near- and long-term. Building a successful sales force is not easy. But there is more to it than that.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

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. I suspect that many sales reps have that glazed look in their eyes when going through sales training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

DECEMBER 27, 2016

True Nurture Opportunities. Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Marketing Pipeline. No Response.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Jonathan Farrington

JUNE 20, 2012

They train people to take on more challenging tasks and responsibilities – they develop people’s confidence. They see change as an opportunity rather than a threat. News: Message just in from good chum and JF Associate, Dan McDade, Founder & CEO of PointClear. . • Leaders are not threatened by competence.

PointClear 37

PointClear Sales Qualified Lead Loyalty Exercises 37

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JANUARY 11, 2011

Some reps will focus on converting inbound inquiries to opportunities while others will be proactive and target specific accounts. Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. Hunters will go after new business while farmers will cultivate the customer base.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

JUNE 2, 2016

True Nurture Opportunities. Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. No Response.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

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. And while there are currently fewer overall sales positions available, there is a dramatic increase in the number of inside sales hires.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

JUNE 24, 2016

When Dave closed the doors of ESR, Steve saw an opportunity and seized it. The featured companies not only welcomed the opportunity to discuss how they used the approach we describe in the book to build productive relationships and create value, they invited their own customers to participate and share their experiences.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

AUGUST 9, 2016

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In many cases hot opportunities are already baked. Weigh the cost, weigh the benefit.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Pointclear

SEPTEMBER 26, 2011

A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. Fans come to these pages to inquire about opportunities in their geographic region or area of expertise. Paul is a speaker, writer and B2B social media strategist.

Facebook 216

Facebook B2B Marketing Airlines 216

Pointclear

JULY 16, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Compare this to a qualified lead from a professional telepropsecting company.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

APRIL 30, 2013

There is an opportunity there to get ahead of your competitors right now in mobile because they are usually a little confused or intimidated by it. Training Tool: www.60seconduniversity.com. That means you need to be there! If you are not doing mobile, you are not reaching your C-level executives. 60secondmarketer.com. Website: www.60secondcommunications.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

SEPTEMBER 13, 2016

If you wait until there is an active opportunity, it’s too late. That’s the opportunity…”. It is possible. I’ve helped my clients do so.”. Dave Stein: Wrong. Your customer only spends about 2% or less of their time buying from you. And it looks like I’m not the only one seeing this: [link].

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Pointclear

AUGUST 1, 2011

Team-building exercises, sensitivity training, workshops; what hasn’t been tried? Set guidelines for the amount of time that will be allotted to either promote the lead to an opportunity with anticipated dollar value and timeframe to close, or to disqualify the lead and place it into a lead nurturing program.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Pointclear

APRIL 17, 2012

It takes constant training and learning to stay even with the new lead generation opportunities. Today’s lead generation is not my father’s lead generation. There are too many moving parts to think it can be simplified. I can’t help but return to my comment to Kevin McArdle that this is a leadership issue.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

SEPTEMBER 6, 2012

If they’re aware of certain events and things that are happening that create opportunities for them, they can get their foot in the door much faster and be positioned as an expert—whereas without this intelligence they’re just another self-serving salesperson who’s contacting them trying to sell their stuff.”.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

OCTOBER 6, 2015

There are great technologies that allow us to serve relevant ads, content and other online interaction opportunities to the accounts and contacts we care about. Every company can benefit from the use of analytics to make data-driven decisions about who and how to engage. That’s just part of being a smart marketer today.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

JUNE 27, 2011

We have collaborated with Karen and CenterBeam on lead qualification, lead generation and lead nurturing programs, and I had an opportunity recently to ask her for her take on the in-house vs. outsource question, as well as her take on success factors, challenges and benefits associated with outsourcing.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

NOVEMBER 20, 2017

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Read on for insight as well about market opportunity and sales productivity—and get ready for a productive new year. As always, I welcome your questions and comments.

Sales Goal 124

Sales Goal B2B Groups Buyer 124