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

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. B2B marketing and sales teams must agree on the sales-ready lead definition.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Pointclear

FEBRUARY 18, 2014

Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. How’d this work out for you?” “Do you have a sales plan?” A sales plan is usually submitted by the sales manager. Margins were improved; sales turnover was down. Try pay-for-click. What do you mean?”

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

JUNE 13, 2011

It means getting salespeople to use the CRM system instead of staring at it and waiting for the sales manager to get serious about using it. It means getting a marketing automation system to boost your return on sales leads by 300-400%. What do you think?

Sales Forecasts 165

Sales Forecasts Forecasting System Software 165

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.” They said the quality sucked.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Pointclear

SEPTEMBER 19, 2011

The question which begs to be answered is, “What is the Keystone in the sales and marketing process?” ” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). By following-up all sales inquiries their self-interest will be served by: Making quota.

CRM 169

CRM B2B Marketing Hiring 169

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Harvest 150

Harvest Vendor ACT Meeting 150

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

DialSource

JULY 8, 2020

While there are a number of key differences between inside sales and outside sales, the primary difference is that inside sales reps work from a home or company office remotely; communicating and selling over the phone, through email, or other online avenues. Inside Sales Is Here to Stay — Here’s Why .

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Pointclear

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? 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.

Outsourcing Services 100

Outsourcing Services Leads Marketing Qualified Lead ActiveConversion 100

Pointclear

JUNE 15, 2018

Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. Having to report is not part of sales people’s nature. They feel threatened on all three Cs.

Revenue 113

Revenue Forecasting Commission Telecommunications 113