Pointclear

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% There are three executives within the company who should be proponents: Marketing leaders interested in delivering strong marketing ROI and making a measurable contribution to revenue.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Follow-up 154

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

Pointclear

JUNE 5, 2015

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. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. Predictable Revenue.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

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. Some Additional Take-aways.

Conference 124

Conference Outbound Social Media PointClear 124

Jonathan Farrington

JULY 31, 2013

Lead Quality Drives Increased Revenue. 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. Firmographics (revenue, #employees, # of locations).

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

MAY 10, 2016

Sales measures itself on revenue generated (and sometimes margin). Neither marketing nor sales are measured on the effectiveness of marketing investments as they relate to driving revenue. As a CEO there are 7 truths you need to know to help you eliminate wasted marketing spend and increase revenue. Stay tuned.

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

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. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

NOVEMBER 27, 2017

It only took two months after the first rep’s retirement to start seeing an impact on the forecast and on revenue. 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.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

AUGUST 30, 2016

Your revenue results will be directly affected. Teleprospectors are specifically hired and trained for engaging high level executives and initiating the complex sale. Maintaining productivity, keeping turnover down as well as training and managing this function is a job that few people can, or want to do. Review your options.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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

SEPTEMBER 28, 2018

How to Measure Podcast Contributions to Revenue. An hour is too long (most producers will agree) because the listener has probably reached their destination, come in from walking the dog or run their training circuit. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pointclear

APRIL 14, 2017

We’re well into the second quarter, and the CEO is clamoring for revenue. CEOs couldn’t care less about leads (they’re only worried about revenue), but they should …. It will take this kind of coming together for Marketing to get credit for their contribution to revenue, and for Sales to sell more. What is the solution?

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

Pointclear

JULY 16, 2013

Lead Quality Drives Increased Revenue. 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. Firmographics (revenue, #employees, # of locations).

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

APRIL 9, 2013

investment resulted in $100 million in revenue. — s20c First problem in sales is coaching and training followed by consistent methodology. — Social, mobile, cloud and big data are the trends that matter #w20c. — Dan McDade (@dandade) April 8, 2013. s20c Sunguard $4 million in Sales 2.0 Dan McDade (@dandade) April 8, 2013.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

Pointclear

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. Sales and marketing teams should know the revenue goals and the necessary steps to achieve them. A winning team effort and handoff from marketing to sales entails similar steps as a good relay team: Communication. Respect of Teammates’ Skills.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

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

AUGUST 28, 2013

This is extremely detrimental to companies that have to hire and train new account executives, which typically takes six to 12 months. Obviously you want to be thoughtful about the behaviors you’re trying to promote in your sales force and ultimately drive revenue. Businesses are struggling to figure out how to adapt.

Hiring 214

Hiring Consumer Video Vendor 214

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. This exacerbates the buyer disconnect in my opinion.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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. ” Marketing & Sales Alignment: Improvement with a Shared Focus on Revenue.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Well, if it was that simple, sales training courses would offer money back guarantees. The alternative close. The generous offer of a puppy dog.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. Marketing measurement will become revenue focused as opposed to activity focused. What will change is that only those metrics that are used to make business decisions will be tracked.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

AUGUST 9, 2016

If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 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. Marketing’s plate is full.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

JULY 12, 2017

This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. Prospects relegate latecomers to the ‘also-ran’ category.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

OCTOBER 6, 2015

. … [AND] technology is also key to making ABM work and scale,” then many companies won’t have the staff and training to do ABM correctly. They will buy technology and depend on the black box to spit out relationships leading to leads and to revenue.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

FEBRUARY 27, 2014

Think about it: if their clients can’t get the value from the software, their revenues are going to be impacted. Train up your team. And junior staffers need training in strategic marketing thinking. So education campaigns are underway. So don’t be automating messages that can’t or won’t be delivered to the right targets.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). This occurred in a single gap analysis meeting with salespeople at a high-tech company that was not making its numbers.

Quota 113

Quota Forecasting Policies Pipeline 113

Pointclear

JUNE 27, 2011

Best-practice expertise in all areas—market identification, database management, process management, recruiting and staffing, training, program management, and data analysis and content—is now the key to a program’s success. Could you share an example of market identification activity?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219