Pointclear

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. It’s been a fun take on B2B sales and marketing with candid input from leaders in our industry. Via Feedblitz.

Trends 200

Trends B2B PointClear Marketing 200

Pointclear

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 124

PointClear Sales Outsourcing Lead Generation Webinar Metrics 124

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right?

PointClear 183

PointClear B2B Marketing Industry 183

Pointclear

OCTOBER 20, 2011

Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions. We work with our complex-sale B2B clients to leverage their marketing automation initiatives, and marketing automation is a key ingredient of our internal lead generation, lead qualification and lead nurturing processes.

PointClear 167

PointClear Lead Nurturing Outbound Sales Qualified Lead 167

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Do you have a resource from your sphere to share? Via ClickZ. Let us know in the comment section.'

B2B 190

B2B Buyer Trade Show PointClear 190

Pointclear

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Do you have a resource from your sphere to share? 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

B2B 187

B2B PointClear Trade Show Marketing 187

Pointclear

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Do you have a resource from your sphere to share? Michael Chassen''s Rules for Authentic B2B Communications.

Competition 190

Competition B2B PointClear Marketing 190

Pointclear

APRIL 14, 2011

A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Lead Generation 140

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 140

Pointclear

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Lead 145

Sales Qualified Lead Lead Generation Lead Rank Lead Scoring 145

SBI

NOVEMBER 13, 2012

The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. It was founded 4 years ago by James Oberhausen, Susan Campanale and Mark Friedman who had a vision for serving the sales lead management community with valuable information and resources.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

JULY 26, 2018

While the customer did not state anything about a lack of sales before the services were implemented, he did state that sales increased 15% within six months of the installation. As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. Newsletter.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 124

Conference Outbound Social Media PointClear 124

DialSource

JULY 8, 2020

At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. . Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. The Rise of Inside Sales.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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. These three often-overlooked elements are critical to optimizing sales performance: 1. Deploying Sales Resources 2.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

The Pipeline

MAY 13, 2011

Free Resources. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Sales Managers Are to Blame for Lost Leads.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

OCTOBER 1, 2013

In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. A Move Toward Customer Retention. Twitter: @ardath421. Stay Tuned.

Retention 247

Retention Social Media Twitter Video 247

Pointclear

OCTOBER 20, 2017

This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. This post deals with the counter discussion on how our resources are not only less expensive, but better, completing the Miller Lite analogy. More Effective.

Outsourcing Services 124

Outsourcing Services Lead Generation Sales Qualified Lead Sales Outsourcing 124

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Jonathan Farrington

APRIL 21, 2013

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect simply forwarded to you as a lead. The answer is that it is not an effective use of resources at this stage in the process. The reason?

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

Pointclear

APRIL 29, 2014

It''s a Problem for Sales and Marketing! Each week they knock themselves out telling you about everyone they spoke with and how the future will be better, but they give you little or no sales.” ” Non-producing salespeople drain cash and precious support resources, and take up valuable sales management time.

Quota 244

Quota B2B Pipeline Resources 244

Pointclear

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Youth Meets Experience in Sales Force. That has pros and cons, Nick said.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Unorthodox?

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

NOVEMBER 29, 2011

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. 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.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

JULY 9, 2013

Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Are You Tenacious About Sales Follow Up?

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

JUNE 26, 2012

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. You can read why here.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191