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Would you rather get 56 leads for $49,835 or 27 leads for $172,200? Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. When we assess a new (for PointClear) business opportunity, or evaluate the results of a current client’s program, we look at the following: ...

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Last week I was speaking to a large group of salespeople and sales managers about building sales strategy and positioning their companies and services to win; during an “open time”, a question was asked about pipeline ...

It is prospecting week on Sales POP! Every day this week a different expert weighs in on how to do it effectively - Meredith Powell kicks it off with this post:

As a New Englander, I have a confession to make. I bailed on the Super Bowl at half time. Yup. I was at a great Super Bowl party, hitting going there before heading home after a solid week of business travel. The food was great, the company was even better. But the Patriots in the ...

It’s quite common on today’s business world that everyone perceives themselves to be busier than ever, under heavier demand, and to have less control than ever over the pace at which everything operates. For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. Why? Let’s ...

Many people believe that advertising on Facebook is going to be either very expensive or an enormous amount of time and headaches. But John Montana argues that this is a false assumption

For sales today, a mindset is at least as important as a skillset. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality, security, freedom and Network Selling. Another vital part of the salesperson mindset, especially in the digital age, is the speed of technology adoption. Technology Adoption ...

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. 1. They are consummate team players. They help their fellow salespeople and ...