ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. 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.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

AUGUST 11, 2015

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. If begging and pleading doesn’t work, look at sales results to see if there is a match between the lead and a recent purchase.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. We used a combination of telephone dials, voicemails, emails and one direct mail package (actually a magazine article about one of our client’s clients) over the course of one quarter (ninety days or sixty work days).

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

MARCH 22, 2018

Do not leave them to work it out for themselves, they might not bother! Focus on explaining and expressing how it works for the customer. He said: “ You have the business, I just want you to work through my sales operations guy to finalize the deal.” Dave Kurlan. Sales Performance International.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JANUARY 15, 2013

Some of the reasons for this are: capacity, consistency, attrition, onboarding, peak staffing (such as to build pipeline for new reps…) but that is not what this article is about. This article is about how to select a partner once you decide to go in that direction. The word “partner” is critical. D&B —since 2003. Walk around.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 21, 2012

” Indeed, all Top Sales Experts work together to continually improve sales standards and share sales best practices in the form of how-to guides, articles, and webinars—every conceivable resource needed by front-line sales professionals and their managers.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

JANUARY 22, 2016

Companies who were duped into believing that “everything had changed” and that “nothing that used to work still works anymore” experienced a wake-up call once these wonderful new methods didn’t deliver the promised results. 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

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Based on the chapter, The Truth About Sales, from my new book, The Truth About Leads , this article looks at improving performance in the three “art of sales management” areas.

Work Management 120

Work Management Training Verticals Sales Qualified Leads 120

ViewPoint

MAY 19, 2015

The main point of the article is that the best writers read their audience, and the times, to write content that resonates with that audience—meaning that the content is not necessarily proven, it’s simply what the audience wants to hear. I wrote another blog about this concept that you can find in Top Sales World’s magazine here.

Top of Funnel 120

Top of Funnel Cold Calling Cost per Lead Funnel Advertising 120

ViewPoint

APRIL 4, 2011

I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. Do you feel that the adoption rate is a function of individuals recognizing that they don’t have the content, staff and processes to make it work?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

AUGUST 21, 2013

One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

OCTOBER 20, 2011

Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? ,

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. It seldom works that way. Then everyone gets excited, but they don’t seem to recognize momentum has a life of its own. They don’t appreciate that there are things that both enhance momentum and kill it.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

OCTOBER 29, 2013

Click to start video at this point —I kidded Kyle about this comment, which he’d made in a previous article. Click to start video at this point — It’s tempting to open LinkedIn and Twitter and be on them all day long, but how much work can you hope to accomplish if you’re always chasing leads? Don’t Always Be On.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

JULY 17, 2012

Simply driving large numbers of respondents and dumping them on sales does not work. Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” ” “Inbound rules. Stop interruption marketing.”

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JULY 9, 2013

Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Just like anything there is an art and science to it and you have to find a system that works for you.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. If the right person has the right pain and is in your target market, work the deal.". It’s the studs of an ugly structure for the finishing work that makes it beautiful. BANT is an acronym for Budget, Authority, Need and Time Frame.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JULY 19, 2012

Some Progress On Alignment & Lead Definition—But More Work Is Needed. He adds, “I anticipated and expected that we would have made more progress forward, but I think what a lot of people are doing is just going back to the status quo of what’s worked in the past. That webinar could then become an article.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

FEBRUARY 21, 2011

The passionate creativity and vibrant expression in the work of: 16. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. Billie Holiday 18. Ingrid Bergman 19. Georgia O’Keeffe. The sheer joy and enthusiasm for preparing and sharing fine food of: 20.

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

FEBRUARY 28, 2012

But someday, when they least expect it, the company president will say, “I’ve just read an article about how marketing spending can be proven to bring in a contribution margin of 20%. It means understanding the company’s CRM system and making it work (closing all records as ‘having bought’ or ‘died’).

Budget Programs 120

Budget Programs Work Management ROI Blogger 120

ViewPoint

MARCH 12, 2013

There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." 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. I’ll do more with that.”

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. The client who you can do the best work for and create the most value. Why Marketing and Sales Need to Work as a Team. No matter where the prospect comes in the sales rep will need to work to get the sale.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JUNE 7, 2016

Another 20% of leads are ineffectively worked for mostly subjective reasons (i.e., Set dates and times for sales rep to call (or visit) based on what works best for prospect (we get some push back on this from sales, but in most cases sales reps have more flexibility in their schedule than does a busy prospect).

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

APRIL 28, 2015

Exciting when it works. This will provide insight that goes beyond their work history and education. Find a relevant article. The average person doesn’t want to come off as rude; and if they miss a meeting they will try to make it up to you in some way—that’s just how it works. Most of the time it doesn’t.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JANUARY 9, 2014

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Give up after 1 – 2 calls. You are better off calling someone who actually wants to talk with you.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. If you opened the deal properly, and qualified it effectively, you wouldn’t have to work so hard at closing it. Am I really sure my solution is better than any other option, including “do nothing”?

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. We have to be balanced in our sales programs, and we have to be balanced in our marketing programs—and leverage the things that work for us.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Example 1: A shift in scoring criteria drives higher results.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 11, 2011

The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly. Frequent and rapid new competitor product introductions.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 17, 2012

As a further look at where marketing has progressed and why sales won’t take over lead generation anytime soon, look at a sample of the titles of the latest articles in the April 9 th BtoB Magazine: Marketers embrace digital content testing. DuPont VP works on revamping brand identity. Kate Maddox. Digital Edge. Tech enables.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. In the last blog we talked about qualified rates. I want to talk to you but I have been extremely busy.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

SEPTEMBER 20, 2012

They understand about how all the different parts of their organizations work together. He notes that sales professionals who have been working in large accounts for 20 years or in an industry for a long time have seen lots of problems and solutions. To me, it’s just that the economic malaise and volatility are a bit surprising.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 15, 2012

He has written over 95 articles around sales and marketing management and is the author of four books. You can connect with Jim and learn more about his work at the Sales Lead Management Association via the following resources: Jim’s Email Address: jobermayer at salesleadmgmtassn dot com. Use BANT qualifiers.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

MARCH 6, 2012

But once CEOs mandate this shift, work needs to be done to turn the vision into reality. It doesn’t matter whether that means bringing on dedicated data analysts, working with third-party firms, or tapping into the analytical mindsets and skills of those in the marketing group. This is where CMOs can make a noticeable impact.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120