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| Page 1 of 1 | Previous | Next | VIEWPOINT JANUARY 12, 2012 Sales Leads: Why Your Reps Need Fewer, Rather Than More Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Take Steve, for example. Not a senior executive? Budget undefined? Goodbye. Next-year decision? No way. | VIEWPOINT JANUARY 26, 2012  The 5 Top Media for Cold Prospecting Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship? | | | | | |
| VIEWPOINT JANUARY 31, 2012 Do Standardized Sales Processes Really Work Anymore? Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). He holds a B.S. in Business and an M.B.A. in Marketing Management. One thing we can always count on is this: sales will always say they want more leads. and social technologies. | VIEWPOINT JANUARY 24, 2012  Is It Really B2B, Or Something Different All Together? Jason Falls is an author, speaker and CEO of Social Media Explorer. He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Marketing to the business consumer takes a special pedigree. Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos. | VIEWPOINT JANUARY 19, 2012 Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer must have the patience, discipline and skill to engage the inquirer in a conversation. This step alone can take weeks or months. Executives often don’t respond until a need’s priority has escalated. The lesson: Don’t give up too early on non-responsive sales leads. The lead farmer is patient, but persistent. | VIEWPOINT JANUARY 17, 2012 Lead Qualification & Lead Nurturing: Who's Job Is It? Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel. Reality, unfortunately, rarely matches the ideal. | | | | | | | |
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VIEWPOINT | TUESDAY, JANUARY 10, 2012 Do Your Sales Prospects Have Their Own Poker “Tells”?
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. An important skill in playing poker is being able to read the opponents at your table. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand. If you can read the “Tells” of the others, you win; if you can’t control your own Tells, you might lose. We all have our own Tells, which are tics and habits. No interest? Got the shakes? MORE >> -
VIEWPOINT | TUESDAY, JANUARY 17, 2012 Lead Qualification & Lead Nurturing: Whose Job Is It?
Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel. Reality, unfortunately, rarely matches the ideal. MORE >>
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