PointClear, Sales Management and Tools

Tell Marketing They Can Keep Their Leads

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 And social media and the Internet will eliminate the time-consuming, face-to-face aspect of sales. Even in Sales 2.0,

Sales Qualified Lead

Sales Qualified Lead Lead Rank Lead Scoring Leads

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

MAY 13, 2011

PointClear PD. Small Business Startup and Sales Tips | Free Web Design Tucson. PointClear PD. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Report

Report Pipeline Top of Funnel Webinar Metrics

Improve Sales Performance with 3 “Art of Sales Management” Functions

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

Sales Management Hiring Territories Compensation

Top sales blogs all sales managers need to follow

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! brings you written content, video, slideshares and infographics, e-publications and even free tools. Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Sales Gravy.

Top of Funnel

Top of Funnel Sales Management Hiring Lead Rank

What's it take to generate leads that fuel your forecast?

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. Our tool, the PinPoint platform, does. It was designed for lead management. It’s a specialized tool that syncs with Salesforce.com and other CRMs.

Sales Qualified Lead

Sales Qualified Lead Forecasting Outsourcing Services PointClear

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

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

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead

Do Standardized Sales Processes Really Work Anymore?

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. Sales reps are being overwhelmed with more tools than ever yet IDC research shows that sales reps are only using 20-25% of the support they receive from marketing.

Sales Process

Sales Process Lead Rank Sales Qualified Lead Buyer

Make Marketing More Efficient by Embedding Analytics on Top KPIs

Pointclear

MAY 1, 2013

There are numerous advantages that result from having access to this information, delivered by tools that are easy to use and provide insights into relevant business events as they happen. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Analytics

Analytics Marketing Sales Qualified Lead Negotiation

The 5 Most Viewed #SalesChats Episodes You Can’t Miss

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

PointClear Twitter Social Media Sales Cycle

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

Pointclear

SEPTEMBER 19, 2011

And yes, the Marketing Automation system reduces the failure rate where the sales activity of follow-up lies fallow and under-performed. Even with these two great tools the sales person makes a choice every day to support the entire structure of the organization by simply taking this one action: following up on every sales lead.

CRM

CRM B2B Marketing Hiring

Why Sales Leads are an Asset With a Declining Value…for Some

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

Lead Rank Lead Scoring Leads Marketing Qualified Lead

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. Linda’s Upcoming Book: The New Sales Conversation. Stay Tuned.

Video

Video Journal Up-Sell Education

Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates

Pointclear

MAY 2, 2011

Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales. Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. 2011 @Copyright Smart Selling Tools

Harvest

Harvest Vendor ACT Meeting

PowerViews with Anthony Iannarino: Changing Business Models

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank

Lead Rank Social Media Sales Qualified Lead Video

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer

Buyer Social Media Hiring Inbound

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Pointclear

DECEMBER 20, 2011

B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Revenue performance management. Sales lead management. Sales management. Reg Nordman , Managing Partner, Rocket Builders Is Your Web-based Content Driving Away Sales Leads.

Outsourcing Services

Outsourcing Services Social Media Marketing Lead Generation

Four Reasons for Quota Failures

Pointclear

AUGUST 15, 2017

Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. Quotas can be by dollar, by product, and by sales activity; often by all three. No one pays attention.”. Why it Matters. James Obermayer.

Quota

Quota Forecasting Policies Pipeline

What is Inside Sales (And Why Do You Need It?)

DialSource

JULY 8, 2020

At the end of the day, AI does not exist to replace sales reps, but to act as a supportive assistant in regard to automation, analytics, and overall productivity. For example, by implementing Salesforce and Dialsource, you can take your remote sales strategies to new heights. . Inside Sales Is Here to Stay — Here’s Why .

Inside Sales

Inside Sales Scale Outside Sales Face-to-face

Depend on Recurring Revenue? Here’s How to Contain Creation Costs

Braveheart Sales

FEBRUARY 20, 2020

Here are a couple of compelling statistics that support this strategy: Research shows that 35% to 50% of sales go to the vendor that responds first. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Feel free to download our Value Proposition Creation Tool if you need help.

Revenue

Revenue Hiring PointClear Inside Sales

When One Out of Ten is an Abject Marketing Program Failure

Pointclear

MAY 12, 2015

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” Improving presentation skills (not the same as sales training). Using the complete CRM/marketing automation tool set.

Marketing

Marketing Proposal Hiring Sales Qualified Lead

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Pointclear

APRIL 21, 2015

With these marketing tools and new ones every day, inquiries can be qualified and non-buyers weeded out so that salespeople spend their time only on qualified prospects. My recommendations: Sales management needs to enforce the policy of 100% follow-up. Sorry don''t get it done, Dude.".

Film

Film Marketing Sales Qualified Lead ROI

Five Ways to Grow Revenue (and Lower Cost)

Pointclear

JUNE 15, 2018

It’s not a sales-only process, and it’s not a marketing-only process. 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.

Revenue

Revenue Forecasting Commission Telecommunications

Leveraging Inside Sales

Pipeliner

FEBRUARY 5, 2018

As companies seek methods of decreasing costs and improving operational efficiencies, technological evolution has made the inclusion of inside sales teams a core component of organizational sales strategies. How much more cost-effective is it for a company to leverage an inside sales team to its fullest?

Inside Sales

Inside Sales Lead Rank Hiring Lead Scoring

Sales Pro Central

Tell Marketing They Can Keep Their Leads

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

Trending Sources

Improve Sales Performance with 3 “Art of Sales Management” Functions

Top sales blogs all sales managers need to follow

What's it take to generate leads that fuel your forecast?

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Do Standardized Sales Processes Really Work Anymore?

Make Marketing More Efficient by Embedding Analytics on Top KPIs

The 5 Most Viewed #SalesChats Episodes You Can’t Miss

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

Why Sales Leads are an Asset With a Declining Value…for Some

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates

PowerViews with Anthony Iannarino: Changing Business Models

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Four Reasons for Quota Failures

What is Inside Sales (And Why Do You Need It?)

Depend on Recurring Revenue? Here’s How to Contain Creation Costs

When One Out of Ten is an Abject Marketing Program Failure

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Five Ways to Grow Revenue (and Lower Cost)

Leveraging Inside Sales

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