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

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

OCTOBER 31, 2011

Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Follow these guidelines to increase your email prospecting success.

Outsourcing Services 186

Outsourcing Services Prospecting Guidelines Conference 186

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 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

The Pipeline

MAY 13, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. No one hates salespeople, they hate annoying, over-the-top salespeople who have no idea about what they are selling.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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

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

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

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

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. 87% of the Top 10% are strong in qualifying while only 25% of the general selling population are proficient at qualifying. So, if the security and other recurring revenue business salespeople aren’t selling value what are they selling?

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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 Marketing Qualified Lead 51

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

JULY 12, 2017

I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. 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 prospect stepped up and asked for three things. We expected everyone in the sales team to chip in.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Jonathan Farrington

APRIL 21, 2013

The biggest complaint heard from C-level executives is that they have historically had no idea whether or not leads were being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are. When good salespeople sell, they like to know something about the person they are selling to.

PointClear 35

PointClear Sales Qualified Lead Cold Calling Guarantee 35

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

OCTOBER 5, 2018

100,000 companies with up to three executive contacts in the right companies (no email addresses). 100,000 companies with up to three executive contacts in the right companies (no email addresses). The CMO came up with these options because he was fed up. You have heard it all before. (To Read more in this white paper.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

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

Jonathan Farrington

JUNE 12, 2013

. Pick up a typical report and what words do you find? Engagement – are they talking to the right level in their prospects/accounts? . Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required?

PointClear 42

PointClear Forecasting Construction Motivation 42

Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Slow ramp time — 33 percent of companies surveyed indicate more than 9 months to ramp up new hires, with fewer than 13 percent of organizations able to bring reps up to speed in less than four months.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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

DECEMBER 22, 2016

The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. Putting a good salesperson in front of the wrong prospect is unlikely to generate revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

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 B2B Epiphany 157

Jonathan Farrington

AUGUST 10, 2012

Too many marketing qualified leads end up in a black hole. Sales reps do not want to sign-up for losing four out of five times (or in the best case at least two out of three times). Most sales people start selling at Step #5. Even when marketing qualifies a lead through Step #3, sales often starts selling at Step #5.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

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

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

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. Avoid the missed potential that traditional database clean-ups miss. You may not ever know if you go to the lost prospect directly.

Lead Rank 100

Lead Rank Lead Scoring Lead Qualification Segment 100

Pointclear

OCTOBER 12, 2017

For instance: If you have to sell 1,000 units this year and your pipeline says that you’ll close 250 units from the existing forecast, you need 750 new sales in the coming year. If you are closing 25% of the prospects, you know that you will have to roughly quadruple the number of leads to make your number. Why it Matters.

Sales Forecasts 138

Sales Forecasts Forecasting Sales Qualified Lead Marketing Qualified Lead 138

Pointclear

JUNE 28, 2016

First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?". Just don't beat yourself up because you have a low close rate if you knowingly go after low probability business.". "I

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Closing 133

Jonathan Farrington

JANUARY 5, 2013

And, a dependence on inbound marketing leads to substantially smaller deals (up to 65% smaller deals) with lower level-decision makers. Don’t get caught up in the hype. We routinely analyzed data on 100,000,000 prospects before deciding who to send 5,000, 10,000, 500,000 or even several million catalog offers to.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

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

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

FEBRUARY 2, 2017

Generally speaking, companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. In one case recently a client sent us 4,200 prospects. You always want to sell high, but there is no sense in selling too high. Are we marketing to IT decision makers in the F100?

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

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

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Complete changes of territory (territory swapping) can create a 6-12-month ramp-up with no guarantee of success. Product Additions, Without Product Deletions.

Territories 124

Territories Quota Sports Compensation 124

Pointclear

JANUARY 16, 2018

You've got a real problem there with your prospect. When that happens, the body gets under stress and there's literally some neuroscience behind it, the body releases cortisol stress hormones, and when a stress hormone is released in the body, it literally shuts down creative thinking and your ability to come up with better solutions. "I

Decision Maker 100

Decision Maker Microsoft Face-to-face Exercises 100

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