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Dear CEO: The Era of Accountability Starts in 2017

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One of the reasons that we are in the pickle we are in is because, in my opinion, CEO’s are not doing the best job they can leading their companies. (Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. At some point it has to stop, doesn’t it? You would think so, but there are few signs of it stopping in the real world today.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. Should you leave a voicemail? The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. from “The Sales Development Playbook” ).

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Expert Panel’s Feedback on Our Lead to Revenue Calculator

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It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable. Download it here. Thank you.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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What really accelerates this is getting out from behind your desk and hitting the road to meet with your best prospects. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Click here for part 1 , part 2 , and part 3.).

Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. The best programs vary up the messaging, but using multiple channels (not only email!) This year I've been talking a lot about Nurturing. The impact? The welcome email. Lead Reengagement. Stay tuned!

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. It's built on a totally transparent and aligned relationship between marketing and sales, both of whom first need to agree on which accounts to target and how best to engage them according to where they are in their buying cycle and/or customer lifecycle. I agree!

Does Your Sales Team Know How to Follow-Up on a Lead?

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Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead. Develop a lead hand-off process and follow-up best practices.

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Go to this blog to see why this is happening and what to do about it. Validation and calibration of lead scoring : Your scoring needs calibration. Download our relational segmentation article here. B2B Sales

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B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

The sales rep said, “I never got a lead yet that turned into a sale.”

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I learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. The room grew quiet; the other hands dropped. How do the rest of you feel?”.

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Your Marketing Team Isn't As Good As They Think - Just Ask Sales

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Yes, it was one of Casey Stengel’s best thoughts. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? Lead Generation Marketing Strategy Lead Qualification

The #1 Reason CEOs Should Care About Lead Generation

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Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. While the creation of this lead generation machine does involve extensive thought, it is one of the best ways to make your company profitable in the long run.

How Much Do Your Leads Cost?

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The next blog in this series introduces the Judicial Branch—the best way to eliminate finger pointing between marketing and sales, and keep leads from being ignored by the field. Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Have all contacts been engaged?

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Six Key Steps to Successful Marketing Automation Adoption

With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs Selecting a Marketing Automation platform can be a daunting task.

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President. Principal. link].

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Dead is Dead! (At Least in Sales and Marketing)

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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. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.

Follow the Money: The Primary Responsibility for CMOs

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If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest. 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. Your duties are: Establish the Brand. Generate Demand. Duboff.

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President. Principal.

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B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Marketing Automation is Not Marketing Strategy

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Marketing automation doesn’t identify your best target audiences. Marketing automation doesn’t identify your best target audiences. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. This worries me.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Marketing Pipeline. True Nurture Opportunities. No Response.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. In closing out the session, Linda points out that the most important launching point for change is not a list of “how-tos,” but rather a commitment, intent and desire to be the best.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions. Following the prayer, the quarterback threw a quick pass over the middle to score. Period.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Gold Calling vs. Cold Calling

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In my experience, I've seen that the average sales force closes nearly 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. Progress is monitored so that leads do not stagnate in the pipeline.

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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The best part? She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. Nothing comes close to that.

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

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Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages. I guarantee that you will be surprised by your actual metrics (or lack thereof), how you stack up against best-in-class companies— and that you will look at the challenge of making the 2016 number a whole lot differently than before.

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Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. The best weekday to call is Thursday, followed by Tuesday then Wednesday. In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

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In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. The best example of this is an appointment setting company that charges by the appointment. Part III: Expectations for ongoing success: marketing and sales accountability. The Right Expectations. Guess what?

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible. What makes some lead generation programs fail and others flourish? A collaborative vendor-client relationship equals a win-win! The result? Expected results.

4 Tips to Power up Prospecting in 2015: #2 Commit to It!

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The last point Mike addresses in this section is one of the most frequently asked questions he’s received over the years: What’s the best time of day to prospect? Yes is the best time of day to prospect.” The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Simplified.:

Q&A With Dave Stein and Steve Andersen

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PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. How did the two of you decide to collaborate on this book? Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc. Relationships matter. Sales Process B2B Sales

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True Marketing Operations: It’s time.

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My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. Yes, we had a CRM system, but Marketing didn’t have an automation system. B2B Marketing Marketing Strategy Guest Blogs

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How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". Someone once told me that CEOs don’t care about leads. They only care about revenue. They go into a black hole (sometimes called CRM). It doesn’t have to be that way.

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

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The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It.

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. It doesn’t have to be that way.

How to Leave Voicemails that Generate Results

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Best case you get a call back that turns into an angry prospect because of your approach. Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail? Don’t be tricky. Be persistent.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: It was a stellar presentation. Simplified.: