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

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

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 The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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.

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Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

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.”.

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Conference Outbound Social Media PointClear 124

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

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.”

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Handbook Prospecting Intent Twitter 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

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

The Pipeline

MAY 13, 2011

What you should do: Get your sales team “in the mix.” Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Put another way: If you don’t want a prospect to read it, don’t write it. PointClear PD. Prospecting.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

DialSource

JULY 8, 2020

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . Related : KPIs Sales Managers Should Use to Track Field Agents Right Now.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

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

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]. Focus on the Right Targets –.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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

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 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

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

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

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.

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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

Pointclear

JUNE 12, 2018

The sales manager has only a few weeks to make his or her first-half numbers and if they’re behind, he or she is not sleeping. Most salespeople haven’t forgotten how to sell, so they don’t need retraining, they just need more qualified prospects. Why it Matters: “In B2B, most companies have sales cycles longer than three months.

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

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

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

OCTOBER 13, 2015

Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. But the actual, final management of the prospect is square in the lap of the individual salesperson.

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 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

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

JUNE 15, 2017

Starving the pipeline of new prospects. I was hired by a high tech company in San Jose to find sales leakage because of a substantial sales slump. The department manager said something like: “We only give our salespeople 100% qualified leads that will buy.” Prospects have a common trait; they lie. They are lying.”.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Pointclear

JUNE 15, 2018

Three problems plague companies today in market focus: Failure to accurately profile and define the target; the gap between the market identified and the whole market; and confusion surrounding the mission of CRM versus the mission of developing robust prospect databases and providing a steady pipeline of new business opportunities.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

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.

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Quota Telemarketing Sales Qualified Lead Follow-up 165

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

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

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 124

Twitter Inside Sales Video Motivation 124

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