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

NOVEMBER 16, 2017

How do my colleagues at PointClear and I keep from falling into this trap? The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. One simple trick. The moment a phone contact is made, we’re all ears.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

Pointclear

AUGUST 2, 2017

After blowing through $1 million in sales and marketing expense our client was sold at an auction—ultimately to the competitor with the huge valuation. Over and over we find that clients and prospects want to do aspirational prospecting (prospecting into larger deals than historically have been targeted and won) or prospect too broadly.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

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

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. ” As a modern digital magazine, Sales POP! Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

OCTOBER 4, 2016

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? I quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. and “Sales Management.

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

Pointclear

FEBRUARY 23, 2018

More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

OCTOBER 16, 2012

“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 salespeople enter in all of the proper prospect/customer notes within the CRM system.”. That they treat Marketing as a co-equal.”.

Trade Show 217

Trade Show Marketing Qualified Lead Sales Qualified Lead Quota 217

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead. Prospecting sets you up for everything else in sales.”.

Conference 124

Conference Outbound Social Media PointClear 124

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. When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

MARCH 24, 2015

I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. So, what is prospecting , exactly?

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

MARCH 25, 2015

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. Tip 2: Make a serious commitment to prospecting. No one defaults to prospecting. Yes is the best time of day to prospect.”

Handbook 100

Handbook Prospecting Twitter Intent 100

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. A compelling message is a sales rep’s most valuable weapon. Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Pipeliner

APRIL 2, 2018

#SalesChats E18: Sales Prospecting with Dan McDade. 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.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

APRIL 23, 2013

And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. and “will it be worth winning?” , your prospect will be wondering “why should we change at all?” This is where first level sales management has such a critical role.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

APRIL 17, 2013

Salespeople run amok without any accountability to a sales manager who often doesn’t understand the conversion ratio of sales leads. Sales lead management done well has a huge return on investment. Find a leader who understands that sales lead management is a system; it isn’t software. It’s a mess.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

Pointclear

MAY 15, 2013

The top performers aren’t the problem—it’s the middle-of-the-road sales people who believe that by eliminating a dodgy deal they are reducing the value of their pipeline—when of course the opposite is true. But it’s not just down to the sales people. And you might not irritate your prospects quite as much. What were the results?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

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. Chris said he still has a lot to learn, and sitting in while a sales rep speaks to prospects is a two-way educational street. Guard the time of sales reps.

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

APRIL 17, 2014

From Chris Snell , Inside Sales Manager, SMB at Care.com. ISRs (inside sales reps) rely too much on being farmers, and when dry times come (just like they do for real farmers!) , they''ve lost their hunting skills and wind up going hungry. With that said, Joanne and I see eye-to-eye on the majority of other issues.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

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. How can you assure the best salesperson is in front of the best prospect at the best time. But there is more to it than that.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

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 4, 2013

It costs 15 times more to first locate, then qualify, then sell to a new prospect instead of an existing client. 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.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

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

JANUARY 31, 2013

Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. Click to start video at this point — “No one wants to answer their phone,” Josiane says. “No No one wants to check their e-mail anymore.”

Inside Sales 203

Inside Sales Cold Calling Face-to-face Sports 203

Pointclear

NOVEMBER 10, 2011

I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up. You lose a prospect, a customer and the sale and your competitor wins. Now I’ve done it. I’m giving away the secret.

Sales Qualified Lead 178

Sales Qualified Lead Leads Marketing Qualified Lead Follow-up 178

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

JUNE 28, 2018

Generally speaking companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Budget undefined? Next-year decision?

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

SEPTEMBER 19, 2011

Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” ” What would be the state of sales and marketing? What differences in marketing and sales management would have occurred if CRM with all of its benefits had not been a part of B2B and B2C marketing?

CRM 154

CRM Journal B2C Customer Service 154

Pointclear

DECEMBER 20, 2011

B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. Angela DeFinis , Founder, DeFinis Communications Create Performance Combustion to Get the Sale. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Pointclear

AUGUST 15, 2011

From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Lead 160

Sales Qualified Lead Leads Marketing Qualified Lead B2C 160

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

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. What senior sales managers need to be looking at is how to convert sales training to buyer training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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 Motivation 42

Pointclear

AUGUST 15, 2017

Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. In my years of sales management and sales consulting I have found the following four reasons for sales failure in many companies.

Quota 113

Quota Forecasting Policies Pipeline 113

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