Pointclear
JULY 18, 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. Can Fewer Leads Mean More Sales? Video] Why Prospects Avoid Making Buying Decisions.
Jonathan Farrington
AUGUST 10, 2012
A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Now what is needed, they say, is to provide support to sales people in the middle and late stages of the buying process. Sales Enablement.
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Pointclear
AUGUST 23, 2012
Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece. Develop Messages for Prospects Grouped into Status Quo Clusters. What processes they’re using today. Why they think they’re safe.
Pointclear
DECEMBER 12, 2013
Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Big Data is too much noise with too much responsibility placed on the receiver, which is most often a sales rep.
Pointclear
SEPTEMBER 21, 2016
Dave Stein: “If that were only true, there would be no such thing as sales enablement. Marketing should have two constituencies: External, as in marketing communications, and internal, as providing sales with EVERYTHING they need to be successful. I’ve been observing attempts to align sales and marketing for more than 20 years.
Pointclear
JUNE 4, 2013
I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost. Balance is so important in the equation.
Pointclear
AUGUST 8, 2011
The ability to report and forecast metrics improves when full-featured marketing automation integrated with CRM or sales automation is in place. Integrated marketing automation supports better tracking of leads through closed sales and the revenue associated with that sale, enabling the use of financial contribution metrics.
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