Pointclear

MAY 1, 2013

Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Frank is responsible for the firm’s capabilities, software vision and services.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

AUGUST 6, 2013

Each interview is available on our blog and YouTube channel. It should be trending up if marketing is doing a better job of understanding what sales is looking for. Dan recommends defining specific days by routine actions, such as staging follow-up calls on one day each week, and field presentations on another.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

SEPTEMBER 25, 2012

I have some questions for you as you plan: Sales Forecast: Does your marketing plan start with the sales forecast; by product in dollars and units by sales channel, domestic vs. international? Ramping Up Lead Generation to Match Sales Forecast? Do you know the forecast? Lead Generation Based on Forecast? 35 leads will find 15.75

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Pointclear

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. If your teams aren’t aligned in their understanding of what you sell and who you sell it to, you’re wasting time, blowing money and giving your competitors advantage.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? What are sales and marketing leaders saying about it?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

SEPTEMBER 6, 2012

She is author of SNAP Selling and Selling to Big Companies. And I’m not saying that these tools replace good selling, but they certainly augment it. She would begin by asking how quota is determined: “I see people every year say, ‘Well, we need to sell more in a company, so let’s raise everybody’s quota 20% this year.’

Buyer 154

Buyer Social Media Hiring Inbound 154

DialSource

JULY 8, 2020

Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. No longer are businesses “experimenting” with the idea of inside sales — this method of selling is the new reality. . The clock-speed of business has now gone up an order of magnitude.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

PandaDoc

SEPTEMBER 2, 2020

Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Check them out regularly, sign up for their emails even, and use the information they share to skyrocket your sales results. What to check out: Sell me this pen: how to drop mouths with the perfect answer.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Scoring 98

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. They know where to show up, but at some point then their lips have to move.”.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Pointclear

JULY 26, 2012

Click to start video at this point — In response to a question about how the demand waterfall addresses different target tiers like enterprise and named accounts, Tony comments, “What’s the role of marketing going to be vis-à-vis a global account vs. a territory account vs. an SMB account, and for your channel?

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Pointclear

SEPTEMBER 24, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Maybe you traditionally sell to one line of business. Click here to read Part 1. ). Don’t target too many accounts or you’ll lose focus.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Account 100

Jonathan Farrington

OCTOBER 11, 2012

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. They end up “dancing around” with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale. In this scenario, the customer has complete control.

PointClear 38

PointClear Hotels Channels Prospecting 38

Pointclear

MAY 5, 2015

Interviewees told us that they end up spending two to three times the initial start-up costs—and 12 to 18 additional months—designing and managing transition. Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. The impact? Lead Reengagement.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Rank Leads 100

Pointclear

OCTOBER 6, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Up to a point, I agree with Megan. That’s what it takes to be an efficient marketer today. In the end, ABM requires oversharing internally.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

AUGUST 27, 2018

With today’s wide choice of communications channels, it isn’t difficult to take someone’s definition, such as Drucker’s, and poop all over it with your own opinions, designed to meet your own needs (yes Friedman and Cathcart come to mind, sorry Jim). Have you ever tried to market and sell against Salesforce?

Company 124

Company Marketing SalesForce Enterprise 124

Pointclear

SEPTEMBER 15, 2015

Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up. And while they could have sold other products in the company, they instead started selling more and more of our division’s products. Maybe you're thinking, hey, lighten up, it’s only marketing. I had no answers.

Company 100

Company Marketing Sales Qualified Lead Lead Gen 100