ViewPoint

MAY 2, 2013

Companies can offset these deficiencies with training and performance development. Companies Need to Get Serious About Sales Training Reinforcement. Sales training thought leader Richard Ruff asserts that companies must reinforce initial sales training or reps will lose their skills within three months. Via Funnelholic.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

JUNE 2, 2015

Now let’s move on to: Part II: Participation in planning & training. With proper preparation, our team can be trained in as few as 4 to 8 hours. Bringing your “A-Team” to training is essential to our mutual success. When I was in high school I worked for a garden center. We need sales, product and marketing expertise.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

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.'

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

JULY 19, 2017

And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. We’d spent some time on the persistent yet professional cadence we employ.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

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 Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Paid Search Agency 212

ViewPoint

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 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MAY 28, 2015

Part II: Participation in planning & training. Once you have full executive endorsement, it’s time to move on to planning and training. Part III: Expectations for ongoing success: marketing and sales accountability. Let’s dive right in to our first topic. Part I: Executive sponsorship and periodic reinforcement.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

AUGUST 15, 2013

These four principles applied in Navy SEAL training can be applied to business leaders. A term often used in SEAL training is “Make it happen.” Via Sales Benchmark Index. Four Extreme Leadership Principles of a Navy SEAL.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

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.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Document the processes, and make them part of your ongoing training and communications.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 22, 2018

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. Our people do as well. The challenge is that some companies and some roles do not lend themselves to selling value. Mike Weinberg.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MAY 23, 2018

Here’s what Julie Schwartz, SVP at marketing research, consulting and training firm ITSMA says: “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. CEOs who want their marketing and sales teams accountable and aligned--and as efficient as possible.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

FEBRUARY 23, 2018

They have the experience, training and the personality traits to insure that the folks on the phone who represent you, represent you well. Each associate is trained. At PointClear, our average associate is 50. They’re seasoned pros who’ve seen a lot in the business world, and who’ve been with us for an average of 4.1

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

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 Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

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.

Training 120

Training Lead Scoring Lead Ranking Trends 120

ViewPoint

APRIL 14, 2017

Document the processes, and make them part of your ongoing training and communications. Don’t assume your sales team members know lead follow-up best practices; don’t assume the agreed upon definition of a lead is top-of-mind; and don’t assume that the way lead deployment is handled is efficient and effective.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

DECEMBER 7, 2017

And for goodness’ sake, make sure those who do answer the phone are trained in basic phone etiquette. A dial-by-name directory on your phone system is required. Voice mail boxes are a reasonable business expectation. If you don’t do this, don’t be surprised when you go to work one day and the front door is locked.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

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?

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

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.

Work Management 120

Work Management Verticals Training Sales Qualified Leads 120

ViewPoint

JUNE 2, 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.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 12, 2015

Improving presentation skills (not the same as sales training). Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). Using the complete CRM/marketing automation tool set.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

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.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

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.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

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.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

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.

Conference 120

Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

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.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

SEPTEMBER 6, 2012

So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”. Alignment Success: Top-Down Initiative & Merge the Two Organizations. How can I make my salespeople experts?

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

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.

Wikipedia 120

Wikipedia Training Positioning Personalization 120

ViewPoint

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 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JANUARY 22, 2016

Jason Jordan – Vantage Point: Training dollars and accountability will migrate from the sellers to their managers, and improved performance will soon follow. .: Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JULY 24, 2012

Airplanes and medical instruments, submarines and drones, tanks and trains are all built using systems engineering. Why should sales lead management be any different? But first Marketing must make some new friends.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

FEBRUARY 13, 2018

Dan McDade: Yes, but I still always thought it was ironic that while they were railroading me out the door, they valued me enough to ask me to stay for a year, and I did everything I could to help them be successful, including training my replacement, who ended up lasting about six weeks, but that's another story. You're absolutely right.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

SEPTEMBER 13, 2016

My take: I cannot say it any better than 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.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

AUGUST 1, 2011

Team-building exercises, sensitivity training, workshops; what hasn’t been tried? As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120