Pointclear

OCTOBER 31, 2013

There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. LinkedIn is more buttoned up. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win. Then sell less, Peter says.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

Pointclear

MAY 7, 2015

Click here to catch up on part one. ). The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest. So they began to sell follow-up as a tool to mix with mail.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

AUGUST 21, 2012

When this happens, nearby nodes must then take up the slack for the failed component. Translate this into a company’s departments where the failure of one department causes a zipper effect of partial failure to make or sell a product. iii This lack of follow-up takes down Marketing, Manufacturing and all other related departments.

Marketing 168

Marketing ROI Follow-up Lead Generation 168

Pointclear

AUGUST 6, 2013

It should be trending up if marketing is doing a better job of understanding what sales is looking for. Dan recommends defining specific days by routine actions, such as staging follow-up calls on one day each week, and field presentations on another. Michael Brenner, SAP, Social Selling & Personal Branding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

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. The New Selling Landscape Calls for a New Sales Map.

Video 174

Video Journal Up-Sell Education 174

Pointclear

JUNE 28, 2012

” As a result of this behavior and the opportunity created by it, tech marketing and selling are going through a major transformation. And what the buyers tell us over and over again is, ‘Don’t sell so hard. Sales is doing its thing and selling. I don’t want to be sold to.’”

Marketing 247

Marketing Outbound Inbound Vendor 247

Pointclear

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. The secret sauce is now revealed: Selling with social media requires shifting the paradigm away from being thought leaders and toward being thought provokers.

Social Selling 167

Social Selling Social Media Real Estate How To 167

Pointclear

MAY 1, 2013

Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Frank is responsible for the firm’s capabilities, software vision and services.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Pointclear

SEPTEMBER 6, 2012

She is author of SNAP Selling and Selling to Big Companies. 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. And so they’ve got their barriers up. My guest today is Jill Konrath. Absolutely.

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. The answer to selling more with social media is found: Starting conversations that are worth having.

Social Media 165

Social Media Media Top of Funnel Hiring 165

Pointclear

DECEMBER 12, 2013

Prospects have too many voices leveraging multitudes of content vying for their attention (and still have all the decision-making power), while salespeople have too much content and data to know which piece of content is relevant to which data point, (and still it’s up to them to make their message stick ? to sell the solution).

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

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

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. With the tools and money at their disposal, they work harder and longer than ever before. And they quickly come up with “Operation Bounty.”

Harvest 150

Harvest Vendor ACT Meeting 150

PandaDoc

SEPTEMBER 2, 2020

Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Check them out regularly, sign up for their emails even, and use the information they share to skyrocket your sales results. What to check out: Sell me this pen: how to drop mouths with the perfect answer.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

AUGUST 17, 2011

Four to six of these may require up to 50 percent of a rep’s time, and four to six accounts may require another 25 percent. Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. If a manager uses one selling methodology (i.e.,

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

JULY 19, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales this year that’s surprising, Brian talks about the way many companies haven’t fully embraced optimizing their effective selling time by looking at marketing, lead generation and aligning sales and marketing.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

AUGUST 27, 2018

Ford is one such company, desperately trying to innovate and catch up to rivals who saw the digital demands of customers in the marketplace 3 to 5 years ago. Have you ever tried to market and sell against Salesforce? If their salesperson is in the mix, they never give up. Businesses without innovation die.

Company 124

Company Marketing SalesForce Enterprise 124

Pointclear

DECEMBER 18, 2012

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. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

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

Jonathan Farrington

JANUARY 5, 2013

New tools such as marketing automation are great – we use it. 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. If you are not proactively in front of your market someone else is.

Data 43

Data PointClear Sales Qualified Lead Inbound 43

Braveheart Sales

FEBRUARY 20, 2020

An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Implement a Repeatable Predictive Sales Process – Whether an inside seller or field seller, following a repeatable predictive sales process is one of the easiest tools to implement and requires the least amount of true sales skill to master.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

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

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? What are sales and marketing leaders saying about it?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

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. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Telemarketing 154

Pointclear

SEPTEMBER 24, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Maybe you traditionally sell to one line of business. Click here to read Part 1. ). Don’t target too many accounts or you’ll lose focus.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Account 100

Pointclear

MAY 5, 2015

Interviewees told us that they end up spending two to three times the initial start-up costs—and 12 to 18 additional months—designing and managing transition. Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. The impact? Lead Reengagement.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

SEPTEMBER 22, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? When you read about ABM you often read about selling to “markets of one.” I recently posed this question to fellow industry experts.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Pointclear

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 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. See how the numbers stack up. It’s not a sales-only process, and it’s not a marketing-only process.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

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