Pointclear

JUNE 7, 2016

With a lack of accountability in both marketing and sales lead purgatory, leads are lost and ultimately reappear as wins for the competition.”. At PointClear, we recommend developing a guide for sales on how lead hand-off is managed and how follow-up should be handled. Gain sales acceptance. SAL lead distributed.

Follow-up 154

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

Pointclear

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. (Cartoon courtesy to Kenny Madden). Big surprise. Guess which one they chose? None of the above.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

MAY 13, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. A couple of years ago I wrote a blog for Salesforce.com about lead definition.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Associations Enterprise Sales Management Small Business' You can’t depend on your marketing department to generate real leads.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

AUGUST 27, 2013

We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. How many sales inquiries did Marketing give you, on average, per month for the last year?” What am I gonna do?”

Telemarketing 184

Telemarketing Leads Marketing Qualified Lead Sales Management 184

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

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management. For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile.

Conference 124

Conference Outbound Social Media PointClear 124

The Pipeline

MAY 13, 2011

PointClear PD. Small Business Startup and Sales Tips | Free Web Design Tucson. PointClear PD. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Tool.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Jonathan Farrington

JUNE 12, 2013

The primary objective of a professional Sales Manager has to be: “ To achieve consistently superior results through the performance of every key individual.”. Yesterday I provided you with an opportunity to complete the “Sales Manager’s Health Check” – if you missed that post, do simply scroll down.

PointClear 42

PointClear Forecasting Construction Loyalty 42

Jonathan Farrington

MARCH 16, 2013

This is the group that will be … Writing articles for the Top Sales magazine. Providing articles and tips on Top Sales World site. Doing the interviews for Top Sales Hardtalk and Sales Management Issues series. Featuring within the Top 10 Sales Blog Posts and Top 10 Sales Articles section each week.

PointClear 55

PointClear Groups Twitter Survey 55

DialSource

JULY 8, 2020

At the end of the day, AI does not exist to replace sales reps, but to act as a supportive assistant in regard to automation, analytics, and overall productivity. For example, by implementing Salesforce and Dialsource, you can take your remote sales strategies to new heights. . Inside Sales Is Here to Stay — Here’s Why .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

JUNE 28, 2018

In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. You are probably saying to yourself right now: “We do that” or “That is what I pay sales managers to do.”

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Braveheart Sales

FEBRUARY 20, 2020

Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com].

Revenue 52

Revenue Hiring PointClear How To 52

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

Jonathan Farrington

APRIL 25, 2012

He has focused on sales issues for a decade and currently writes a column for Inc.com where he hosts the world’s most visited blog, with an impressive 2.9 He communicates with hundreds and hundreds of salespeople and sales managers and is passionate in his views as to what’s hot and what’s not. million visitors in March.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

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. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Pointclear

MARCH 25, 2014

“Of course,” I said, “I agree that ultimately the salespeople have to realize that sales lead follow-up is part of their job, maybe the biggest part, but if the salespeople aren’t being held accountable, I blame the sales manager.”. Should I just fire the sales manager?”. That stopped him. Maybe more so.

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pipeliner

APRIL 2, 2018

Sales prospecting is something that a majority of salespeople seem to hate, and is a part of sales that has a high degree of failure. Dan McDade is the founder of lead generation company PointClear, as well as being a sales expert and noted author. SalesChats E17: The Entrepreneurial Sales Manager with Andy Gole.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JULY 29, 2014

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?

Lead Qualification 258

Lead Qualification Lead Generation Follow-up Leads 258

Pointclear

OCTOBER 16, 2012

“I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That they would follow up all sales leads until the prospect buys or dies.”. That sales managers stop trying to go it alone without help from Marketing.”. That my sales manager liked the CRM system enough to use it himself.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

APRIL 29, 2014

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

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

JANUARY 21, 2014

Management has not asked for an ROI on Marketing. Sales management refuses to enforce lead follow-up. I don’t manage the people who control the final step in reporting: salespeople. This usually gets the sales manager moving in to enforce follow-up, which will result in more sales.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. For instance: Leadership Changes.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. Do you have a sales plan?” A sales plan is usually submitted by the sales manager. After some coaching, the sales manager created his team sales plan and the company had a new direction.

Margin 203

Margin Marketing Hiring Lead Rank 203

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. Sean Callahan.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Pointclear

DECEMBER 19, 2012

Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Want to increase sales 30% or more? Marketing Management: Teach your staff that it’s results that count. Sales leads that turn into sales are all that matter. Marketing Management: Walk the talk. Be an expert.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

JANUARY 22, 2013

I remember Dan Rogers, the president of SmartLead by AdTrack, stating that sales leads are one of the few assets marketing creates that have a declining value month by month. Alice is the marketing manager of a medical device company. Cindy is the sales manager. She didn’t want to ambush the sales manager.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

Pointclear

AUGUST 14, 2013

Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

JUNE 4, 2013

If you show me an underperforming sales team I will trace it back to a poor sales manager. Companies need to train these new sales leaders and give them the necessary skills before they’re put in the position. TSW is doing what we can to address this issue with the Top Sales Academy. JF: Leadership.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

MAY 15, 2012

Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. ii Called the Rule of 45.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Pointclear

JUNE 15, 2017

When I reported on the log jam, I thought the sales manager was going to have a heart attack on the spot. For the example company and sales manager above, the pipeline surged, sales surged and a big sigh of relief was heard from the C-Suite. This cost the company $1.2 million in salary and benefits.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

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. The website helps people find babysitters, nannies, childcare and senior home caregivers.

Inside Sales 189

Inside Sales Twitter Video Motivation 189

Pointclear

NOVEMBER 17, 2017

Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good.

Scale 100

Scale Conversion Marketing Inbound 100

Pointclear

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230