ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

MARCH 26, 2015

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. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

JULY 30, 2013

Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). Great rainmakers in consulting firms don’t even try to start selling, and yet they get a lot of commitments.". Unselling: The Less You Sell, the More You Win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

APRIL 19, 2017

This belief is keeping him busy: “ My business is split evenly between speaking and consulting. The longer I do this the more convinced I am that those who tell us sales is complicated are either confused themselves or using complexity as a smokescreen to hide their lame efforts and poor results.” Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. The B2B Marketing Advantage of LinkedIn. PR Giant to Set Up New Content Marketing Unit.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

NOVEMBER 16, 2017

The PointClear team would like to hear from you about your sales lead generation best practices. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth. He is also well-versed in coaching, sales management, and team-building, as well as marketing and public relations.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Start Reading. What if CRM had not been invented?

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. James is a regular guest blogger with ViewPoint.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

SEPTEMBER 13, 2016

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.”. Buyers resist sellers until it's time to negotiate and place an order.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

DECEMBER 19, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It is your best friend. This is, and continues to be, the best investment you can make in getting a jump on your competitors who lag on this discipline.

Forecasting 120

Forecasting Lock-In Marketing Qualified Leads Leads 120

ViewPoint

APRIL 4, 2011

My sense is that marketing automation vendors have not involved consultants to the extent they could to ensure success, or at least provide a realistic estimate for what implementation costs (it is not uncommon for software to have a 2x or 3x consulting to software license ratio). Could this be a problem?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

MARCH 22, 2018

I am really interested in the finer points of value selling, which is why I constantly reach out to credible sources to make sure we're on top of the industry's best thinking on the topic. The best product, at the best price, does not always win the order. Continual learning at its best! Mike Weinberg. Brian Tracy.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

FEBRUARY 13, 2018

Maybe managers do this because they like the person or maybe they need them, but the bottom line is the best thing that you can do when you have somebody that's not a fit for the job is release them to do something that they will be good at. He's the best salesperson I've ever met. He was smart, a great trainer and a great consultant.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JUNE 11, 2013

Team members then work together relentlessly rehearsing baton exchanges as each member performs his best, accelerating to complete his leg of the race. Each is expected to do their best in their area of expertise. Written by guest blogger: Martine Hunter, B2B Marketing Consultant. Respect of Teammates’ Skills.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

JANUARY 22, 2016

It’s a relief to see a return to a balanced approach to selling, and those sales teams who best blend new methods and old, using all means available, had, and will continue to have, the most success. Rather they will be in selling mode rather than listening mode early on and lose to a more consultative, insight based approach.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. 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.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

SEPTEMBER 27, 2012

What are the best vehicles for doing this?’”. He cites a study ITSMA does each year in which executives are asked how they choose technology and consulting solution providers. Marketing and sales messages are competing with web searches, word-of-mouth, social media, and consultant and analyst recommendations.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

NOVEMBER 10, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. Now I’ve done it.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

MARCH 26, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Software programs that explain the most data, verified by the most evidence, are better than those that do not. i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

MARCH 27, 2015

Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. 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. About Mike Weinberg.

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

APRIL 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

Barriers 120

Barriers Blogger ROI Work Management 120

ViewPoint

JANUARY 22, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Communications budgets were spent on sources that found the best inquiries and leads. The result: sales increased. The sales manager and salespeople made quota.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Marketing Qualified Leads 120

ViewPoint

AUGUST 15, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Marketing Qualified Leads 120

ViewPoint

FEBRUARY 28, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It means having the best marketing automation system and making it work (cultivate, drip irrigation, nurture, foster, cherish or unrelentingly pursue until they buy).

Budget Programs 120

Budget Programs Work Management ROI Blogger 120

ViewPoint

JANUARY 17, 2012

Traditional marketing departments are also not the best equipped for this important job. In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead generation, lead qualification and lead nurturing functions.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Traditional marketing departments are also not the best equipped for this important job. In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead generation, lead qualification and lead nurturing functions.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

SEPTEMBER 24, 2013

I think you will enjoy their comments: Jill Konrath (author, consultant). SiriusDecisions believes that it is need that has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for the rep or channel partner.".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 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. Does it automatically tee up the next touch with the best prospect at the right time? While all of these scenarios have potential, none could be called a lead.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 21, 2014

This is a combination of begging, pleading, and embarrassing them, and getting sales management to see that best interests are served if the salespeople record the end result. This usually gets the sales manager moving in to enforce follow-up, which will result in more sales. We sell direct but nobody closes out the leads.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

JULY 16, 2013

Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

DECEMBER 17, 2013

We recommend that marketers test several vendors, to see which best suit their needs, and conduct a comparative test before you buy. Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. We welcome your feedback and suggestions.

Lead Ranking 120

Lead Ranking Marketing Management Salesforce.com Lead Scoring 120

ViewPoint

AUGUST 22, 2011

If you can’t find an internal objective source, consider bringing in an outside consultant. The best way to achieve a successful process implementation is to give authority and responsibility to an “independent” project director. What is the goal of this review and audit? The new process will not run on its own.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JANUARY 12, 2012

Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Another 20 percent came from consultants, competitors and students.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MARCH 13, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Plus, the risk takers know, “that only the mediocre are always at their best." Send it to someone that needs encouragement.

Sales Qualified Leads 120

Sales Qualified Leads Trade Show ROI Marketing Automation Services 120

ViewPoint

FEBRUARY 26, 2013

As the Director of Research and Thought Leadership, Dan is responsible for ITSMA’s thought leadership development and research programs and will research the latest industry trends, develop new insights, and share best practices with ITSMA members via written reports, data visualization, presentations, and interactive discussions.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120