Pipeliner

FEBRUARY 5, 2018

PointClear reports that an outside sales call carries a cost of $308, versus $50 for an inside sales call. Two areas of opportunity and competitive advantage are training and coaching. They don’t expect to be the on-the-job training vehicle for your salespeople. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

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. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Marketing Qualified Lead 51

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

MAY 10, 2016

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”. 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

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.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pointclear

NOVEMBER 27, 2017

Now everybody was scrambling, with a lot of pressure on those remaining to make up the difference. Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. But it didn’t end there. _.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Pointclear

OCTOBER 24, 2013

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. At Oracle she heads up social selling evangelism and enablement. Google Search: Jill Rowley Social Selling. Here are some salient points to our conversation.

Oracle 223

Oracle Eloqua Social Media Twitter 223

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. Prospects will move up and down in the funnel. See more …”.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Pointclear

APRIL 30, 2013

Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. We started our discussion talking about the economy and as Jamie shares things are looking up.

Lead Scoring 248

Lead Scoring Lead Rank Marketing Qualified Lead Leads 248

Pointclear

APRIL 14, 2017

The CEO (or in larger companies the SVP of Sales & Marketing) must ensure that there is a shared definition of a lead AND that a judicial branch is put in place to enforce marketing’s compliance with that definition AND that sales effectively executes lead follow up on leads that meet the definition. And top management must go there.

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

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. Today's guest blogger is Jeff Molander. The idea is to use content to give confidence to buyers.

Top of Funnel 189

Top of Funnel Social Media Marketing Sales Qualified Lead 189

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

JULY 12, 2017

I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. The prospect stepped up and asked for three things. The sales representative said that he would set up the call with the SE and get the proposal to the prospect within the next five days. Andy Paul – Zero Time Selling.

Proposal 124

Proposal Engineering Top of Funnel eBook 124

Pointclear

NOVEMBER 27, 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 and a social sales training speaker. They’ve never worked—have never been good ways to network, collaborate or sell. Yet we’re not sure what to do.

Groups 176

Groups LinkedIn Lead Rank Social Media 176

Pointclear

SEPTEMBER 6, 2012

She is author of SNAP Selling and Selling to Big Companies. And I’m not saying that these tools replace good selling, but they certainly augment it. She would begin by asking how quota is determined: “I see people every year say, ‘Well, we need to sell more in a company, so let’s raise everybody’s quota 20% this year.’

Buyer 154

Buyer Social Media Hiring Inbound 154

Pointclear

JUNE 24, 2016

ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

AUGUST 9, 2016

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Forty are short term, and 40 are long term.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. I really think more companies need to think more about this one thing—which is optimizing effective selling time.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

OCTOBER 6, 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? Up to a point, I agree with Megan. That’s what it takes to be an efficient marketer today. In the end, ABM requires oversharing internally.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

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