ViewPoint

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Reaping the Value of Long-term Leads

ViewPoint

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Often hot leads are really buying companies that have already been sold by another vendor. Leads at every stage of the buying cycle are essential for a healthy pipeline.

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Long-Term Leads Demand Attention Now

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It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made.

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B2B Lead Generation: The Best of PowerViews

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Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Buying cycles are changing.

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

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Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Instead, reach out proactively and engage the prospect early on in the buying cycle. It's not, however, the quantity of leads that counts. Create value.

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PowerViews with Tony Zambito: Buyer Predictability

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In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. My guest today is Tony Zambito. Study Lead Behavior.

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6 Sales & Marketing Strategy Recommendations for 2012

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Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. B2B marketing teams are in a state of paralysis—so risk averse that they are buying into useless pay-for-performance options that exacerbate the problems Hugh talks about.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

ViewPoint

They’ve already advanced far into the buying cycle by the time they engage with sales. Here are some key points and quotes from my conversation with Linda. Understand the characteristics of the new empowered buyer: Conduct their online research. They’re more risk averse and expect results. What’s the impact on the salesperson?