Pointclear

JULY 25, 2011

If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? Blog posts related to sales training are posted regularly by the SBI team. Instinct cannot be taught so few salespeople become great hunters.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

MAY 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture. No Response.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Pointclear

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. All the time we’re having unscripted conversation with our clients’ prospects. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” Part II: Participation in planning & training. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. It’s a great question. Stay tuned for part 2!

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Value selling is PointClear's bread and butter. I practice it every day in my role as lead salesperson for the company.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate. Marketing and sales teams must practice the hand off of visitors, suspects, prospects and qualified leads. Analysis, Coaching, and Adjustment.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

Pointclear

JUNE 5, 2015

If you want to get the most out of your outsourced lead generation program you must : 1) have executive sponsorship and reinforcement; 2) participate fully in planning and training; and 3) have appropriate expectations and accountability.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Leads 100

Pointclear

JULY 16, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. You’ve got to give prospects a compelling reason to ask for more content. Inbound leads don't “just happen.”.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — s20c First problem in sales is coaching and training followed by consistent methodology. — s20c Spend 60% of your time with prospects and clients and only 10% with technology. —

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

MAY 15, 2013

Well, if it was that simple, sales training courses would offer money back guarantees. Here are a few questions you might like to ask the prospect: What impact is this issue having on your operations? And you might not irritate your prospects quite as much. The alternative close. The generous offer of a puppy dog.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

OCTOBER 24, 2013

Click to start video at this point — When Jill is coaching new sales reps in the all-important first three months of training, she said she tells them to focus on defining their personal brand — in particular on their Twitter and LinkedIn pages — and becoming a social employee. Define Your Personal Brand. Why are you doing what you’re doing?

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” Rather than just “how many calls did you make?”

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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

JUNE 27, 2011

Best-practice expertise in all areas—market identification, database management, process management, recruiting and staffing, training, program management, and data analysis and content—is now the key to a program’s success. Could you share an example of market identification activity?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Marketing Pipeline. I can help.

Top of Funnel 157

Top of Funnel Account Based Marketing Epiphany B2B 157

Pointclear

SEPTEMBER 12, 2018

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. Who has a connection to that prospect’s CEO?” Building a successful sales force is not easy.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

NOVEMBER 27, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Sometimes those people are us! As it turns out a lot.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested. True Nurture Opportunities.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Pointclear

SEPTEMBER 26, 2011

A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. This turns the old recruiting metaphor on its head: Prospective employees raise their hands and ask about opportunities. Paul is a speaker, writer and B2B social media strategist.

Facebook 216

Facebook B2B Marketing Airlines 216

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

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. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

NOVEMBER 20, 2017

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations. As always, I welcome your questions and comments.

Sales Goal 124

Sales Goal B2B Groups Buyer 124

Pointclear

OCTOBER 3, 2011

Using her signature Line by Line Coaching™ process, Angela and her talented staff have trained business leaders and other professionals to speak with increased skill and confidence in engaging any audience. As such, one of the pressing needs for any salesperson is to keep their audience (prospects and customers) engaged.

Face-to-face 187

Face-to-face Energy Coaching Groups 187

Pointclear

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Rather it is “to address critical needs and issues and goals that the client is trying to reach.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JULY 24, 2012

the case of sales lead management we have: Relationships—marketing, prospects, suspects, salespeople, buyers and the connections between all of these. Airplanes and medical instruments, submarines and drones, tanks and trains are all built using systems engineering. Systems exist when parts, relationships and a purpose exist.

Engineering 150

Engineering ROI Lead Generation System 150

Pointclear

AUGUST 1, 2011

Team-building exercises, sensitivity training, workshops; what hasn’t been tried? When properly developed, they bind a number of functions to one another around a common goal: The creation and movement of better-qualified prospects through the demand waterfall.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Pointclear

APRIL 10, 2012

The inside sales rep's role has also shifted—from being an entry-level and training position to one that requires expanded skill sets to handle far more sophisticated opportunities. And while there are currently fewer overall sales positions available, there is a dramatic increase in the number of inside sales hires.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Pointclear

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

JUNE 26, 2012

You can't spend the time to study your prospects and engage them in truly relevant and compelling ways when you are pressured to just smile and dial. Seems like one answer might be to hire more inside reps and give them more authority, training and support—enabling them to release and act on all those bottlenecked leads. (It

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. I've written many blog posts on the fact that cold calling isn't dead. Whether you call high quality cold calling Gold Calling or Cold Calling 2.0,

Cold Calling 124

Cold Calling Sales Qualified Lead Lead Qualification Fashion 124

Pointclear

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). Remember, a pipeline is managed by fearful, insecure salespeople reporting to optimistic sales managers, and both deal with selfish prospects who lie.”.

Quota 113

Quota Forecasting Policies Pipeline 113