ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

AUGUST 5, 2016

I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center. Marketers who embrace the full funnel opportunity are also embracing more risk and responsibility. What’s on their scorecards?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

OCTOBER 27, 2016

Having said that, it is high time for marketing and sales to get their collective acts together and figure out a way to quit wasting marketing and sales dollars on dysfunctional or missing laws and the lack of a system of justice. Business development reps in marketing were compensated based on quantity, not quality of leads passed.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

MAY 13, 2016

the CEO failed to step in and act. I am still close to that VP of sales — he looks back with regret at all of the wasted effort that resulted in his company being sold to a competitor in a fire sale. For whatever reason (was it beneath him?) It took less than two years for the company to go through $100 million. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

AUGUST 11, 2016

Opportunities in this stage act as confirmation that leads are meeting requirements around quality, value and convertibility. Opportunities in this stage act as confirmation that leads are meeting requirements around quality, value and convertibility. Correctly emphasize the ROI value of qualified leads over their cost.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

AUGUST 11, 2015

In this case I make an argument that without following the money, Marketing acts with good intention, but can’t prove that its actions have measureable results for every dollar spent on lead generation. And yet, without ‘following the money’ and reporting on the results, what has Marketing achieved? It isn’t that difficult anymore.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

JANUARY 22, 2016

Andy MacMillan – Act-On: Marketing will expand from predominantly acquisition marketing to retention, expansion and advocacy, and we will see the role of CRM and the marketer evolve into the new stewards of customer relationship. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MAY 3, 2012

I recommend to you an enlightening archived roundtable on this topic at Focus.com, The CMO’s New Revenue Metrics. The panel includes Rachel Spasser, Vice President, Marketing, Ariba; Jim Lenskold, President and Founder, Lenskold Group; and Debbie Qaqish, Chief Revenue Officer, The Pedowitz Group. Not seeing the forest for the trees.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

APRIL 23, 2013

I believe—and I strongly recommend—that frontline sales managers need to act as devil’s advocates. This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. and “what should we change to?”. If they don’t have to change, they probably won’t. No Better than a Coin Toss.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

JANUARY 10, 2012

When the player acts out and says, “Oh, I guess I’ll call,” watch out. Some can stop a shaking hand, but a fast heart rate and heavy breathing are more difficult when you’ve got a great hand. Shrugging, Sighing and looking around. The answer is in the Tell. With Salespeople it gets more interesting.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

JUNE 7, 2011

Most great lead generation programs have a tele-function that acts to qualify and subsequently introduce leads that meet your unified lead definition to sales. Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 26, 2012

Seems like one answer might be to hire more inside reps and give them more authority, training and support—enabling them to release and act on all those bottlenecked leads. You can reach him at Britton@ManascoMarketing.com. When I attend conferences, I usually come with a few questions in mind that I hope to get answered.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

MAY 2, 2011

Marketing has to act fast. Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales. Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. And they’re headed for your trees!

Work Management 120

Work Management Marketing Management Copyright Blogger 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. So it’s with great pleasure that I conclude this series on ABM with feedback from SiriusDecisions. It's a marketing strategy dictated by the sales go-to-market model. Complete ABM is not a black box at all.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 2, 2010

They don’t act like winners; when asked if they can prove the ROI for their marketing efforts, they refrain from comment or give an excuse as to why they can’t prove the ROI. I don’t stand a chance.” ” The coach looked Jim in the eye and said, “Have a seat. You’re excused from the meet today.”

CRM 120

CRM Eye-Tracking ROI Blogger 120

ViewPoint

MARCH 22, 2011

Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. What do you do when you leave that bank?

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

He also notes the current political environment is injecting a note of restraint into the economy and business activity, adding that there has not been of lot of action in Congress based on each side waiting for its side to prevail in the fall elections. Sales Quotas & Optimistic Expectations for Quicker Economic Recovery.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MARCH 12, 2013

How they act with a vendor depends on if they think they know how to buy. In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams. Does that figure depend on the type of solution? Does the complexity of the solution change things?

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 8, 2012

This is the secret sauce—the untold truth that top social sellers realize and act on. When I speak to audiences I encourage them to think (and act!) Produce engaging content. Most of us fail to create sales engaging social media because we’re building content marketing on an outdated foundation. How to Always Make the Sale.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120

ViewPoint

APRIL 17, 2013

Make a difference and recognize that sales lead management is a system that can be managed if someone has the leadership skills to step forward and get the company’s act together. Nor does it take a genius to see that your CRM system isn’t working, no one likes it, the database is corrupt, reports are trash, and the pipeline is unreliable.

Work Management 120

Work Management Marketing Management Marketing Automation Services CRM 120

ViewPoint

APRIL 13, 2012

In an upcoming report, Jeff will address the idea that B2B marketers need to think about social media in a systematic way—rather than as random acts. The importance of inbound and content marketing early in the buying cycle. At this stage, they don’t even have a solution in mind or know who their providers might be.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120