Pointclear

JANUARY 9, 2014

Automated systems accurately score (prioritize) leads. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Write it and they will come. Give up after 1 – 2 calls.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. Your customer used to have a manual stock and inventory system. Using your database for an automated system has enabled them to increase shipments by 20% per day. With the shipments of goods totaling $10,000 per day, the value gap - i.e. system or no system - is $2,000 per day.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

JULY 26, 2018

She also sends the testimonials out to salespeople and adds them to the testimonial storage space in the CRM system. Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. Case studies. Nurture material.

Case Study 100

Case Study PointClear Study Social Media 100

Pointclear

JULY 14, 2015

In our experience here at PointClear, very few companies are getting it right. Despite the fact that the models remain somewhat inadequate, companies are adapting to these somewhat inadequate systems, albeit slowly. Companies must understand the buyer journey and develop content and scoring systems to execute based on that journey.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pointclear

NOVEMBER 19, 2013

Knowledge of marketing automation and CRM system solid. What CRM system do you have, and when will the marketing automation system be on line? I said to them, “If you are chosen, you will have six months to perform, and prove you have created a revenue producing system. Programs, reasonably recent. I’m smiling).

Report 252

Report System CRM Campaigns 252

Pointclear

MAY 20, 2014

Yes, we had a CRM system, but Marketing didn’t have an automation system. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president.

Marketing 223

Marketing Hiring Sales Operations B2B 223

Pointclear

JANUARY 21, 2014

Salespeople don’t use the CRM system, so what can I do? It isn’t the sale that’s the issue; it’s closing out the sale in the CRM system. Don’t have a CRM System? If you don’t know where to start, start with the CRM system. You must have a CRM system to make the whole reporting process automatic and believable.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MAY 21, 2013

Inquiries must be managed, and managing inquiries is a process; a systems-based process with a multi-step route, which if pr operly thought out and precisely executed will bring huge predictable rewards. Managing the whole process requires systems thinking, with a system customized for each company. CRM is a part.

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

OCTOBER 16, 2012

I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. That I had a sales manager who insisted the sales reps use the CRM system.”. I could not write fast enough.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead CRM 217

Pointclear

MARCH 26, 2013

There are many companies using a failing CRM system; and just piling on a marketing automation software solution without direction and accountability is a recipe for failure. Some say that 18-20% of all B2B companies have marketing automation, and up to 80% have a CRM system. But the twist comes with the words properly applied.

Software 205

Software Software Data Marketing 205

Pointclear

AUGUST 12, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 244

Sales Qualified Lead Inbound Lead Rank Lead Scoring 244

Pointclear

NOVEMBER 29, 2012

When we look at a new CRM system (I refuse to use the one we have because it is so time consuming), can you have some of the users look at it first, and can we have some say in how it is set up, etc.? The sales stages in the CRM system are nuts. This doesn’t have to do with marketing, but why does management cap my incentive system?

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

AUGUST 19, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

JULY 24, 2012

You see, managing sales leads involves a system, not one function. The definition of a system requires that it be made up of elements called an assembly of resources and procedures. Systems exist when parts, relationships and a purpose exist. Maybe a new friend for marketing can be a systems engineer right in your own company.

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Pointclear

JUNE 10, 2014

” Using speech analytics, McDonald was able to validate that excessive calls were the result of a recent system change. The data gave him “ammunition that the problem really needed fixing.” ” Marketing Strategy'

Analytics 202

Analytics Customer Service System Benefit 202

Pointclear

AUGUST 26, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

Sales Qualified Lead 252

Sales Qualified Lead Inbound Lead Rank Lead Scoring 252

Pointclear

AUGUST 21, 2012

A cascading failure is a failure in a system of interconnected parts, in which the failure of a part can trigger the failure of successive parts. Such a failure may happen in many types of systems, including power transmission, computer networking, finance, bridges, sales and marketing, (the last two are our words). Keeping It Zipped.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

JUNE 18, 2013

You’ve heard me say that sales lead management is a system made up of a process, the software containing the elements of the process, and the people who execute the process. Failure of the salespeople to follow up means failure of the lead management system, which leads to…. In this instance, we are talking about the salespeople.

Sales Qualified Lead 200

Sales Qualified Lead Lead Rank Lead Scoring Leads 200

Pointclear

JULY 12, 2017

He wanted to have a quick Q&A with a system engineer, he wanted a quote, and he wanted to know how long it would take to install and start using the product. Paul,” I said, “let’s conference in our System Engineer, Jim, right now, if he’s available. The prospect stepped up and asked for three things. Did he have amnesia?”.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

OCTOBER 27, 2016

If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. Having said that, it is high time for marketing and sales to get their collective acts together and figure out a way to quit wasting marketing and sales dollars on dysfunctional or missing laws and the lack of a system of justice.

Sales Qualified Lead 100

Sales Qualified Lead Pipeline Territories Compensation 100

Pointclear

DECEMBER 12, 2013

I suggest taking the following three steps: Identify relevant data by stages – From the lead at the edge of your funnel to the prospect signing on the dotted line, understand each step of your sales system and what information is relevant for your marketing and sales reps engaging with prospects at these stages.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

MAY 1, 2013

For marketing and sales leaders, your work stream is your CRM system. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Having real-time access to simple and easy to use performance reports can play a significant role in guiding you to greater marketing success.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Jonathan Farrington

OCTOBER 11, 2012

Because there is a time delay between activities and results, salespeople have an opportunity to improve their sales results by undertaking sales productivity planning and implementing an effective prospecting system. Generally, since 80% of sales are generated from 20% of customers, 80% of salespeople’s time should be focused on those 20%.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

OCTOBER 1, 2015

Using email and nurture through your ole “reliable” marketing automation system to nurture within an account is not an ABM strategy. From your demand generation systems through to your marketing automation and CRM platforms, you should have a standard customer ID and customer ID process that will ensure coordination of all channels.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. 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.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

APRIL 28, 2017

An embolism is a blockage caused by one or more bubbles of air in the circulatory system. These bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. Stopping or slowing down lead generation, qualification and nurturing programs creates what I call a “bubble-in-the-funnel.”

Marketing 124

Marketing Sales Qualified Lead Top of Funnel Lead Generation 124

Pointclear

JANUARY 27, 2015

No one likes the CRM system, so no one uses it!”. “If only I had a qualified lead!”. “I I get too many leads!”. “I I don’t get enough leads!”. Salespeople never close out the leads!”. “No

Sales Qualified Lead 100

Sales Qualified Lead Marketing Lead Generation CRM 100

Pointclear

MARCH 11, 2014

Joanne is the author of No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust and one of America’s leading authorities on referral selling. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. You’re either cold or you’re hot—lukewarm doesn’t cut it.

Referrals 250

Referrals Cold Calling Competition LinkedIn 250

Pointclear

JUNE 13, 2011

It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. It means getting a marketing automation system to boost your return on sales leads by 300-400%. It means managing the sales lead process and not expecting a software program to do it for you.

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

Pointclear

APRIL 3, 2014

She is a member of the National Speakers Association and author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. To learn more, visit www.NoMoreColdCalling.com.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Pointclear

AUGUST 20, 2015

Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.” You’ve collected the feedback from revenue influencers and data from your systems.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Pointclear

NOVEMBER 10, 2011

The best marketers count on their competitive counterparts to install a CRM system without rules or discipline, skip a marketing automation process and have no relationship with their sales counterparts.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

APRIL 21, 2015

But with the advent of CRM systems and marketing automation, it’s time marketers solved their own problem by automating the follow-up. Sorry, the salespeople won’t use the CRM system and record results." My adaptation goes something like this: "Out here, a marketer settles his own problems."

Film 100

Film Marketing Sales Qualified Lead ROI 100

Pointclear

APRIL 7, 2015

Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. If we allowed that some follow-up occurred without closing the leads out in the CRM system, we can expect that 25-30% real follow-up is generous; but this is only a third of what was required.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Pointclear

OCTOBER 18, 2011

” “They won’t use the CRM system.” ” “The CRM system is time consuming and doesn’t help me, just them.” Marketing people say, “They don’t give me any credit. Translated: Nobody loves me )” “Salespeople never follow-up the leads.”

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Pointclear

APRIL 18, 2011

For some it may mean getting their first CRM system, creating a sales process, grading leads, getting a marketing automation system, getting 100% follow-up by the sales channel, or proving the ROI.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157