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Good Reads for B2B Sales - Busy People Don't Mean to be Rude

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. "Do Companies can offset these deficiencies with training and performance development.

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

ViewPoint

It’s a simple equation—and a win-win for both organizations. 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.

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Insights on Outbound Conference in Atlanta

ViewPoint

movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0

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What is Value Selling and How to Generate Leads in Companies that Buy Value

ViewPoint

Unless you are the low-price leader, value selling is essential to the success of your business. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Our people do as well.

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Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

ViewPoint

The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted. Jason Jordan – Vantage Point: Training dollars and accountability will migrate from the sellers to their managers, and improved performance will soon follow.

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The 10 most fascinating people in B2B Marketing in 2015

Biznology

I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. has struggled to sustain similar businesses. Jim Obermayer, founder of the Sales Lead Management Association.

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The Key to Sales and Marketing Alignment: Empathy

Varicent

Today’s conversation is with Karen Hayward , Managing Partner for Chief Outsiders , on how her 20-year career in sales and marketing impacts the way she approaches consulting today. After some experience with startups, I wanted to work with mid-market companies in a consulting arrangement, and that’s when I stumbled across Chief Outsiders.