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

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 Marketing Qualified Lead Leads Sales Management 184

Pointclear

NOVEMBER 16, 2017

How do my colleagues at PointClear and I keep from falling into this trap? My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The PointClear team would like to hear from you about your sales lead generation best practices.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

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

Pointclear

AUGUST 2, 2017

Based on 30 years’ experience doing what we do here at PointClear, a lead generation, qualification and nurturing firm, the close rate for each product or solution at each company will be very different depending on the five factors herein—and the quality of the sales executives and sales management and internal communication.

Sales Qualified Lead 160

Sales Qualified Lead Lead Scoring Lead Rank Closing 160

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

FEBRUARY 23, 2018

At PointClear, we apply agile to what we do for clients to save time, save money, prevent frustration and get better results. At PointClear, our average associate is 50. That’s why it’s important for Marketing and Sales to have a tool that helps determine the right level of tenaciousness. years—twice the industry standard.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. (Cartoon courtesy to Kenny Madden). Big surprise. Guess which one they chose? None of the above.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

MARCH 25, 2014

“Of course,” I said, “I agree that ultimately the salespeople have to realize that sales lead follow-up is part of their job, maybe the biggest part, but if the salespeople aren’t being held accountable, I blame the sales manager.”. Should I just fire the sales manager?”. That stopped him. Maybe more so.

Sales Qualified Lead 247

Sales Qualified Lead Follow-up Negotiation ROI 247

Pipeliner

APRIL 2, 2018

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. SalesChats E17: The Entrepreneurial Sales Manager with Andy Gole.

PointClear 14

PointClear Twitter Social Media Sales Cycle 14

Pointclear

JULY 29, 2014

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?

Lead Qualification 258

Lead Qualification Lead Generation Follow-up Marketing Qualified Lead 258

Pointclear

APRIL 29, 2014

Each week they knock themselves out telling you about everyone they spoke with and how the future will be better, but they give you little or no sales.” ” Non-producing salespeople drain cash and precious support resources, and take up valuable sales management time.

Quota 244

Quota B2B Pipeline Resources 244

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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. This usually gets the sales manager moving in to enforce follow-up, which will result in more sales.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

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 Scoring Lead Rank 63

Jonathan Farrington

MARCH 16, 2013

This is the group that will be … Writing articles for the Top Sales magazine. Providing articles and tips on Top Sales World site. Doing the interviews for Top Sales Hardtalk and Sales Management Issues series. Featuring within the Top 10 Sales Blog Posts and Top 10 Sales Articles section each week.

PointClear 55

PointClear Groups Twitter Survey 55

Pointclear

JUNE 4, 2013

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. TSW is doing what we can to address this issue with the Top Sales Academy. JF: Leadership.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. Do you have a sales plan?” A sales plan is usually submitted by the sales manager. After some coaching, the sales manager created his team sales plan and the company had a new direction.

Margin 203

Margin Marketing Hiring Lead Rank 203

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

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue. Sean Callahan.

Lead Generation 172

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 172

Pointclear

JUNE 28, 2018

In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. You are probably saying to yourself right now: “We do that” or “That is what I pay sales managers to do.”

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

AUGUST 14, 2013

Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

DECEMBER 19, 2012

Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Want to increase sales 30% or more? Marketing Management: Teach your staff that it’s results that count. Sales leads that turn into sales are all that matter. Marketing Management: Walk the talk. Be an expert.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Pointclear

JANUARY 22, 2013

I remember Dan Rogers, the president of SmartLead by AdTrack, stating that sales leads are one of the few assets marketing creates that have a declining value month by month. Alice is the marketing manager of a medical device company. Cindy is the sales manager. She didn’t want to ambush the sales manager.

Lead Rank 170

Lead Rank Lead Scoring Marketing Qualified Lead Leads 170

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

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!) With that said, Joanne and I see eye-to-eye on the majority of other issues. Here''s what I see are the top two symptoms of inbounditis: 1.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Pointclear

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

Pointclear

NOVEMBER 20, 2012

I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. LinkedIn Group: Sales Management Association.

Sales Process 165

Sales Process Hiring Social Media Sales Qualified Lead 165

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

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. To listen to a webinar on this topic, click here.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

MAY 1, 2013

Improved Overall Sales Performance With the right marketing analytics you can have greater insight on the performance of your sales teams and sales people and identify potential challenges with opportunity retention and management.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

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. The website helps people find babysitters, nannies, childcare and senior home caregivers.

Twitter 189

Twitter Inside Sales Video Motivation 189

Pointclear

SEPTEMBER 10, 2013

If this is true, and no one has refuted me yet, why isn’t marketing management (and everyone in the marketing department) compensated in some manner on revenue the same way sales people and sales management are paid?

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

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. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Jonathan Farrington

APRIL 25, 2012

He has focused on sales issues for a decade and currently writes a column for Inc.com where he hosts the world’s most visited blog, with an impressive 2.9 He communicates with hundreds and hundreds of salespeople and sales managers and is passionate in his views as to what’s hot and what’s not. million visitors in March.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

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. Poorly qualified deals drag down the true value of the pipeline.

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248