Pointclear

AUGUST 2, 2017

Process for following up on leads. 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. This blog explains what a lead is and how to follow-up. Lead definition.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Pointclear

JULY 11, 2011

Selling subscriptions via a direct sales force. It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. Sales and marketing activity.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. Even when good listeners have strong views, they suspend judgement, hold their criticism and avoid arguing or selling their point right away. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. The challenge is that some companies and some roles do not lend themselves to selling value.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

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. Morning sessions set-up workshops in the afternoon. Simplified. ”

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? They won’t get followed up. 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. Picking up the phone and making some calls.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Pointclear

JULY 11, 2013

Timing: “Rather than relying on the prospect for urgency, perhaps that’s something we should be bringing to the table. No — not with desperate attempts to close a prospect that’s not ready, but by showing them the value of the impact they’re unable to have today — without our solution.”. In relation to the company objectives?”.

Lead Rank 237

Lead Rank Lead Scoring Webinar Metrics B2B 237

Pointclear

APRIL 3, 2014

Get out there and talk to your clients, prospects, and referral sources. Schedule in-person meetings, take them to lunch, or pick up the damn phone. Joanne Black is America’s leading authority on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time.

Face-to-face 250

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

Pointclear

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. Mike is unashamedly passionate AND practical about prospecting.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

NOVEMBER 29, 2012

Don’t be shy; open up and let me have it.” Please tell us about a campaign before you launch it so I don’t have that ‘deer in the headlights’ look when a prospect says, “So tell me about the free iPad mini if I buy from you by the end of November.”. “I I need to sell seven of these (bleeped) medical devices a month and I get 2 leads.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Pointclear

MAY 7, 2015

Click here to catch up on part one. ). The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest. So they began to sell follow-up as a tool to mix with mail. This is part two of a two-part blog.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

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 Demand Generation Targets 124

Pointclear

APRIL 17, 2014

High-performing reps avoiding inbound lead follow-up; and 3. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! Joanne Black , No More Cold Calling AND Pick Up the Damn Phone : "You Call That a Lead? they''ve lost their hunting skills and wind up going hungry.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

OCTOBER 24, 2013

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. At Oracle she heads up social selling evangelism and enablement. Google Search: Jill Rowley Social Selling. Here are some salient points to our conversation.

Oracle 223

Oracle Eloqua Social Media Twitter 223

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. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Unorthodox?

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship.

Twitter 247

Twitter Retention Social Media Video 247

Pointclear

JANUARY 19, 2012

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The lesson: Don’t give up too early on non-responsive sales leads. Many prospects will save your emails or letters and will eventually self-qualify. Good prospect developers are hard to find.

Sales Qualified Lead 186

Sales Qualified Lead Opportunity Marketing Qualified Lead Leads 186

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. Today's guest blogger is Jeff Molander.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

AUGUST 29, 2017

Once that level is fulfilled the next level up is what motivates us, and so on. The easiest condition to sell into is fear of loss. So, you can’t wait for that condition to occur to begin selling to the prospect. The second easiest condition to sell into is perceived risk. I call this selling into the rainbow.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Pointclear

JUNE 16, 2015

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. These false pronouncements are having a severe negative impact on sales performance [bold added].

Lead Rank 100

Lead Rank Lead Scoring Marketing Qualified Lead Leads 100

Pointclear

APRIL 23, 2013

But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process. and “will it be worth winning?” , your prospect will be wondering “why should we change at all?” , “why should we change now?”

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. to sell the solution). But there’s too much noise today, and your marketers and salespeople are plugging their ears.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

OCTOBER 29, 2013

Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs? SalesLoft lets you know, which makes you a smarter salesperson and opens you up to more deals. You need to steer people to it.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

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. Today's guest blogger is Jeff Molander.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

JANUARY 31, 2013

Not only must sales leaders now think about how to manage Millennials, they have to develop strategies to sell to Millennials. Their skill sets are something we have to open up and start looking for.” However, as Josiane points out, Millennials have used their complex skill sets to land leadership roles within many organizations.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Sports 203

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

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. We have seen that when firms do this the odds of sales following up on those leads increases.

Lead Rank 162

Lead Rank Lead Scoring Customer Lead Generation 162

Pointclear

JANUARY 12, 2012

Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. But to be fair to Steve, he is paid to sell—not to interpret leads. In his rookie year, he wasted enormous amounts of time following up on so-called “A+" sales leads from marketing.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 189

Pointclear

JUNE 28, 2012

” As a result of this behavior and the opportunity created by it, tech marketing and selling are going through a major transformation. And what the buyers tell us over and over again is, ‘Don’t sell so hard. You really start that conversation with that prospect, and hopefully you steer them to you.”

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

JUNE 28, 2018

What is it that we sell? 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.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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

FEBRUARY 19, 2013

Making up for it” at a later time doesn’t replace what was lost (opportunity), because time and circumstance were devoted to something else. You might eventually reach your goals, but you start to develop the bad habit of always thinking that you can “make up” for what didn’t get accomplished. He has caught up, right?

Marketing 160

Marketing Sales Qualified Lead Quota Cancellation 160

Pointclear

JUNE 4, 2013

On a balance sheet this appears as a cost, but the really forward-thinking companies have continued to see its benefits and when the economy picks back up they will be far ahead of their competition. You can’t close up a machine shop for three years then come back and turn on the machines and expect them to all be working well.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

JUNE 19, 2012

MM), and projected the inquiries needed to make a quota of $5 MM, assuming 100% follow-up of the inquiries. As it turns out, 2,840 inquiries were needed for $5,000,000 in sales on a product that sells for $12,225, with a 32% closing rate (45% of all the inquirers are buyers i ). With 100% follow-up, marketing will cost 2.8%

Groups 150

Groups Campaigns Quota Follow-up 150

Pointclear

APRIL 25, 2011

The problem here is that salespeople don’t want to nurture prospects—they want to sell to them. And why do you think you'll suddenly pop up on their shortlist if you haven't been there, being helpful, all along? That's up to what you do in an effort to build a relationship [read nurture].

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Marketing Qualified Lead 197