Pointclear

FEBRUARY 13, 2018

Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. If we were together in person, Jim, I’d have my hand sticking out in front of your face (obviously not too close) and I’d point to my fingers one by one and tell you PointClear hires people who have 5 qualities.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Scoring 124

Pointclear

MARCH 7, 2018

What you may not know is that, after we’ve brought these good folks on board, we spend a lot of time training them—before they get on the phones. Read this post , written by Jim Hall, a PointClear associate, to learn how he applies these listening skills every day. Pay attention. As always, I welcome your comments.

PointClear 133

PointClear Revenue Lead Rank Lead Scoring 133

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. They have the experience, training and the personality traits to insure that the folks on the phone who represent you, represent you well. At PointClear, our average associate is 50.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

MAY 23, 2018

Advanced lead generation—the approach PointClear employs on behalf of its clients—nets 154 highly qualified leads against a list of 1,000, or a 15.4% You can see from the above breakout that standard lead generation—the approach most organizations take —nets 50 highly qualified leads against a list of 1,000, or a 5% lead rate.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Scoring Lead Rank 124

Pointclear

MAY 28, 2015

Part II: Participation in planning & training. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. Once you have full executive endorsement, it’s time to move on to planning and training. Let’s dive right in to our first topic.

Outsourcing Services 100

Outsourcing Services Lead Generation Marketing Qualified Lead Leads 100

Pointclear

MARCH 22, 2018

Value selling is PointClear's bread and butter. They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. I practice it every day in my role as lead salesperson for the company. (We

Lead Scoring 157

Lead Scoring Lead Rank Sales Qualified Lead Company 157

Pointclear

JUNE 5, 2015

If you want to get the most out of your outsourced lead generation program you must : 1) have executive sponsorship and reinforcement; 2) participate fully in planning and training; and 3) have appropriate expectations and accountability.

Outsourcing Services 100

Outsourcing Services Sales Qualified Lead Lead Generation Marketing Qualified Lead 100

Pointclear

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training. By Dan McDade.'

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

FEBRUARY 27, 2014

Train up your team. And junior staffers need training in strategic marketing thinking. By now it’s clear that the database is the single most important success factor in B2B marketing communications. So don’t be automating messages that can’t or won’t be delivered to the right targets. Today''s blog was written by Ruth P.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. If adjustments must be made, perhaps additional training, trying different tactics or replacing a teammate, the leader should coach the team toward improvement. Analysis, Coaching, and Adjustment. Results should be constantly reviewed. Celebration.

B2B 247

B2B Sales Qualified Lead Marketing Lead Scoring 247

Jonathan Farrington

JULY 31, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. General Dan McDade Lead Generation PointClear'

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Marketing Qualified Lead 51

Pointclear

JANUARY 31, 2012

These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. I suspect that many sales reps have that glazed look in their eyes when going through sales training.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

OCTOBER 10, 2011

Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell. Corporate : When is the last time you saw marketing, especially the head of marketing, participate in sales training?

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219

Jonathan Farrington

APRIL 25, 2012

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Based on all the questions he gets he knows most sales training has not caught up with this trend.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Pointclear

JULY 10, 2013

Carlos Hidalgo from Annuitas recommends that “organizations should be training their teams on how to use it effectively”. Mirroring Jonathan''s enthusiasm, Craig Rosenberg calls it "the greatest place on earth for salespeople right now." But that’s the point—increasingly, it’s the place where business gets done.”.

Social Media 239

Social Media Media Tools InsideView 239

Pointclear

OCTOBER 24, 2013

Click to start video at this point — When Jill is coaching new sales reps in the all-important first three months of training, she said she tells them to focus on defining their personal brand — in particular on their Twitter and LinkedIn pages — and becoming a social employee. Define Your Personal Brand.

Oracle 223

Oracle Eloqua Social Media Twitter 223

Pointclear

APRIL 9, 2013

s20c First problem in sales is coaching and training followed by consistent methodology. — . — Dan McDade (@dandade) April 8, 2013. s20c Sunguard $4 million in Sales 2.0 investment resulted in $100 million in revenue. — Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

PandaDoc

SEPTEMBER 2, 2020

Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. CustomerCentric Selling Sales Training Blog. CCS® is annually named to Training Industry’s Top Sales Training Companies list. Sandler Training. Sales Gravy. Heinz Marketing.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Scoring 98

Pointclear

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Pointclear

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? Photo Credit: DigitalFRANCE.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

Pointclear

AUGUST 28, 2013

This is extremely detrimental to companies that have to hire and train new account executives, which typically takes six to 12 months. Less than half of account executives are not meeting their quotas, which in turn is leading to tremendous turnover. Businesses are struggling to figure out how to adapt. Youth Meets Experience in Sales Force.

Hiring 214

Hiring Consumer Video Vendor 214

Pointclear

MAY 15, 2013

Well, if it was that simple, sales training courses would offer money back guarantees. The alternative close. The generous offer of a puppy dog. Or even, heaven forefend, the use of a thermometer close (I suggest you Google that one).

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Pointclear

APRIL 30, 2013

Training Tool: www.60seconduniversity.com. You can connect with Jamie and learn more about The 60 Second Marketer via the following resources: Email: jamie dot turner at 60secondmarketer dot com. 60secondmarketer.com. Website: www.60secondcommunications.com. 60secondcommunications.com. 60seconduniversity.com. Stay Tuned.'

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Pointclear

JULY 16, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Compare this to a qualified lead from a professional telepropsecting company.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

Pointclear

SEPTEMBER 26, 2011

A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman.

Facebook 216

Facebook B2B Marketing Airlines 216

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

JUNE 27, 2011

Best-practice expertise in all areas—market identification, database management, process management, recruiting and staffing, training, program management, and data analysis and content—is now the key to a program’s success. Could you share an example of market identification activity?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Pointclear

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. Laying the foundation—hiring, training and compensating—is fundamental to building a sales team. Building a successful sales force is not easy. But there is more to it than that.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

DECEMBER 30, 2013

It''s also a way as to not alert anyone who may be eavesdropping as to what is happening in the current operations if that person is not trained in the codes. It was, and is still used by the military, police/emergency operations, film sets and just about any operation that uses walkie-talkies.

Film 193

Film Face-to-face Follow-up Call-back 193

Pointclear

MAY 10, 2016

Make training about the guide mandatory. Borrow an idea from our forefathers, and put a Judicial Branch in place, to make sure you’re getting return on marketing investment. Nuture leads until they’re ready to turn over to sales. You’ll triple your marketing return. Develop a guide for sales “What is a Lead and How to Follow-up on One.”

Sales Qualified Lead 177

Sales Qualified Lead Cost per Lead Marketing Lead Rank 177

Pointclear

AUGUST 21, 2013

Whether you call it Gold Calling or cold calling 2.0, Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Pointclear

OCTOBER 3, 2011

Using her signature Line by Line Coaching™ process, Angela and her talented staff have trained business leaders and other professionals to speak with increased skill and confidence in engaging any audience. All salespeople are public speakers, whether they embrace that identity or not.

Face-to-face 187

Face-to-face Energy Coaching Groups 187

Pointclear

APRIL 16, 2013

In addition to the SaaS sponsors there were four list/database providers, a few services companies, two talent assessment companies, two training companies and one web/mobile agency rounding out the group. Candidly, my fear about that is that companies will continue to ignore “little data” and drown in big data.

Hotels 170

Hotels Conference Lead Rank Lead Scoring 170

Pointclear

JULY 25, 2011

Blog posts related to sales training are posted regularly by the SBI team. John Kearney is a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing.

Hiring 177

Hiring Prospecting Inbound Journal 177

Pointclear

DECEMBER 27, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Top of Funnel 157

Top of Funnel Account Based Marketing Epiphany B2B 157

Pointclear

NOVEMBER 20, 2017

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations.

Sales Goal 124

Sales Goal B2B Groups Buyer 124