ViewPoint

OCTOBER 2, 2012

In post-production, we break each interview down into small segments and provide “teaser” copy for each segment. Tony Jaros, Sirius Decisions, talked about “Establishing Presence at the Earliest Stages of Buying”. You’ll also be able to present them with unique products, services, customer support, or experiences.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 16, 2017

Technology is great at automating best practices, but you have to have them in place first. Testing, segmentation, and nurturing non-lead outcomes make the usual bad list work for you (delivering 3x more return) and allow you to deliver an on-point message. So start by engineering your processes to focus on lead quality not quantity.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

SEPTEMBER 29, 2016

You can save a lot of money and salvage the value of your database(s) by intuitively ranking the prospects in the database and testing them by calling into a sample of each segment. Current product environment (as it relates to the potential solution). Correct decision making team and buying process.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Is this a person with authority to buy? Does your CRM manage list segments, cadence, lead data and other outcomes? They won’t get followed up.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. There may be one universal approach that does not allow for unique offers for micro-segments inside the target list.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

JUNE 10, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. Make marketing accountable.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

AUGUST 21, 2013

I think this quote from Friedrich Nietzsche says it best: “The visionary lies to himself, the liar only to others.”. When the Internet came to be, people said that catalogs would go out of business because people would buy online. It is definitely not dead, but your company might be if you buy into the hype. or cold calling.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120