Pointclear

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Problem is, most lead to revenue calculators out there are overly simplistic. Guess what.

Lead Rank 100

Lead Rank Sales Qualified Lead Revenue Lead Scoring 100

Pointclear

NOVEMBER 8, 2017

(One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). Lead nurture programs done well triples your B2B sales lead generation marketing ROI. How many calls will be returned if you don’t leave a voicemail?

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Pointclear

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Every marketer should take a sales guy to lunch. The 7 Biggest Misconceptions of Successful B2B Marketing.

B2B 154

B2B PointClear Top of Funnel Marketing 154

Pointclear

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

SBI

NOVEMBER 13, 2012

The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. It was founded 4 years ago by James Oberhausen, Susan Campanale and Mark Friedman who had a vision for serving the sales lead management community with valuable information and resources. Dan McDade – Pointclear.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Pointclear

SEPTEMBER 16, 2014

Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. Inside Sales' He’s got some tips you’ll want to know about.

Inside Sales 257

Inside Sales Groups Tools Sales 257

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. Open-ended, clarifying and probing questions are important tools. Perhaps the most important topic that we go over—in detail—is the art of active listening. Pay attention.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

Pointclear

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S. in Business and an M.B.A. in Marketing Management.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

Pointclear

JULY 9, 2013

Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Are You Tenacious About Sales Follow Up?

Lead Rank 244

Lead Rank Lead Scoring Sales Qualified Lead Follow-up 244

Pointclear

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. But to get the right mix of strategy and tools, we need better integration. It can’t develop value propositions.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win. Today''s Featured Guests.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

MARCH 19, 2013

With his team at Waldschmidt Partners, Dan uses his EDGY Strategy to help sales teams exceed their goals. Dan calls giving out bonuses during sales cycles “tactical stuff.” For too long, sales has been this machismo sport of sleeping with clients, drinking way too much whisky, and buying tickets,” Dan says. The EDGY Strategy.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

NOVEMBER 29, 2011

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools.

Marketing 189

Marketing Lead Rank Sales Qualified Lead Lead Nurturing 189

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Not Enough Leads. Accurate Closing Forecasts.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

AUGUST 21, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Of course what I am thinking about are the functions of sales and marketing. Put a tool in the hands of a fool and you still have a fool with an unusable tool.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

APRIL 3, 2014

Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers. Relationships Still Rule in Sales. At the end of the day, relationships still power sales.

Face-to-face 250

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

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Fill the Funnel

NOVEMBER 10, 2010

Here is the Twitter transcript for Day 2 Twitter activity for the #sm20 hashtag during the Sales and Marketing 2.0 Congratulations to the winners of the Sales & Marketing Awards in the following categories: Best Alignment of Sales & Marketing – HubSpot. Best Sales 2.0 Best Sales & Marketing 2.0

Twitter 74

Twitter Conference Omniture Airlines 74

Pointclear

MARCH 26, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tools without leadership are just tools in the hands of fools.”. Tools without leadership are just tools in the hands of fools. I think so.

Software 205

Software Software Data Marketing 205

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. In his experience sales and marketing typically leads the economy. Training Tool: www.60seconduniversity.com. 60secondmarketer.com.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

FEBRUARY 26, 2013

The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. But self-aware salespeople, with an education in potential cross-cultural pitfalls, are better equipped to avoid misunderstandings, win trust, and make the sale. How to do this?

Closing 198

Closing Face-to-face Workbooks Conference 198

Pointclear

MAY 7, 2015

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. So they began to sell follow-up as a tool to mix with mail. At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Pointclear

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Sales Qualified Lead 171

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 171

Pointclear

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools. First, I like the format. I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…).

Social Media 210

Social Media Engineering Marketing Customer 210

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Hunters are sales people with an instinct for closing deals and acquiring new customers.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

JANUARY 22, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Cindy is the sales manager. Her market share is 20%, so she expects to get $765,000 in sales over the coming 12 months…if she can get 100% inquiry follow-up.

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. 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. Identify the problem.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

NOVEMBER 7, 2018

Yes, you read correctly - 95 years ago he took the mystery away: “The only purpose of advertising is to make sales. It is profitable or unprofitable according to its actual sales.”. The Tools are Available, but the Flesh is Weak. Hopkins’ book Scientific Advertising , published in 1923. Every statement has been weighed.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

SEPTEMBER 19, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The question which begs to be answered is, “What is the Keystone in the sales and marketing process?” Sales Lead Follow-Up is the Keystone.

CRM 169

CRM B2B Marketing Hiring 169