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Expert Panel’s Feedback on Our Lead to Revenue Calculator

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start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. Download it here.

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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?”. And, together, they’re twice as effective as all other touches combined.” Should you leave a voicemail? The following is from my favorite author (“New Sales. Simplified.”

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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. Here are my step-by-step recommendations for effective lead follow-up: I. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions. Period.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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Only with an allbound approach will you be able to effectively meet your revenue goals. Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business.

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B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. them the best rather than reaching for more eyeballs. This content is effectively evergreen because it is updated and. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities.

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. 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.

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. Marketing for All It’s Worth When an effective lead generation strategy is in place, everyone benefits. I often say that CEO’s don’t care about leads, they only care about revenue.

How Much Do Your Leads Cost?

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So while the leads were cost effectively generated, none panned out, and all money spent was wasted. In fact, proactive outbound prospecting produced the most cost-effective method of highly qualified sales opportunities while other sources cost substantially more—as much as two to nine times more. Understand the price you are paying for your leads and then optimize.

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B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. them the best rather than reaching for more eyeballs. This content is effectively evergreen because it is updated and. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities.

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

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We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey. 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? Matt Heinz, Heinz Marketing , President.

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

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And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. 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? Dave Brock, Partners in EXCELLENCE , President. Principal.

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Gold Calling vs. Cold Calling

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First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads. 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.

Changing the Sales Conversation [PowerViews LIVE Highlights]

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On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Are you determined and ready to selling more effectively? Buyers have changed and so must sellers. What’s a salesperson to do? What’s the impact on the salesperson?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. them the best rather than reaching for more eyeballs. This content is effectively evergreen because it is updated and. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities.

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

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Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. 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. Why Cold Calling Still Works. Cold Call Timing.

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?

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. At the end of every chapter, we have included a set of diagnostic questions that readers can use to drill down on what they’re doing right, where they could use improvement, and how to move forward with greater effectiveness. Q. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. How did the two of you decide to collaborate on this book? A. Relationships matter.

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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 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.”. Effective follow-up on pipeline, nurture and no-response prospects can triple the revenue from marketing campaigns. It doesn’t have to be that way.

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REVENUE: The Golden Opportunity with Big Data and Content Marketing

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like this approach, because it tests various types of content for effectiveness. Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best. By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach.

Marketing Needs to Put Skin in the Game

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This three-tiered approach enables marketing to collaborate more effectively and efficiently with sales in a coordinated effort to push leads through to closed business.”. The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves. Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know.

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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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So it’s not in their best interest to work on leads that aren’t going to close this quarter. Even if marketers do a fantastic job, should sales people have the ability to accept or reject leads so those leads can be more effectively nurtured? I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Does that figure depend on the type of solution? It’s directionally correct to make that point.

Power Opinions - Experts Select Top Three Social Media Tools

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Carlos Hidalgo from Annuitas recommends that “organizations should be training their teams on how to use it effectively”. Anthony Iannarino (who listed blogs first on his list) stated that, “The best social media tool you will ever have isn’t a tool. We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Still my favorite!”. Four listed blogs. Not surprisingly, S. It is your personal blog. Thanks alum

Is Your Funnel Full of Fool's Gold?

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So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)? How can you most effectively fill it instead with solid gold leads that have high potential of closing? To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development. In this take-it-or-leave-it scenario, nobody wins. The role of prospect development is to close the gap between marketing and sales.

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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. Start working on better, more effective voicemails and test, test, test. 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. Don’t be tricky. Speak slowly and clearly.

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

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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. The “Amazon” effect will continue to force sales organizations to get clear on their differentiators, add more value to the customer experience or resign themselves to be replaced by a drone.

Best of PowerViews: Exciting Future for Inside Sales Experts

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We should definitely start analyzing the metrics so we can be more effective in closing sales and generating better leads. Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Each interview is available on our blog and YouTube channel. Below are some highlights from recent interviews. Enjoy! Today''s Featured Guests. Not Enough Leads. Processes. Tools.

'Gold Calling' Is Alive and Well

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think this quote from Friedrich Nietzsche says it best: “The visionary lies to himself, the liar only to others.”. there are four significant differences between quality outbound (Gold Calling) and so-called “interruption marketing” or old-fashioned cold calling: Gold Calling requires a strategic approach to planning including a detailed playbook, market identification and segmentation, lead qualification criteria, development of detailed reporting, effective training and weekly contact between the Gold callers and the field staff (or channel) receiving the leads. Cold vs. Gold.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says.

PowerViews with Anthony Iannarino: Changing Business Models

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You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. Click to start video at this point — The fact that most sales teams don’t even know how to use little data effectively should indicate that trying to tackle big data would be a fruitless task. The client who you can do the best work for and create the most value.

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B2B Prospecting Data Just Keeps Getting Better

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But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively. We recommend that marketers test several vendors, to see which best suit their needs, and conduct a comparative test before you buy.

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Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!

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When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? The question is, "How can I best clean them and mine them for value?" Traditional Database Marketing Cleanups Miss the Mark – And The Potential. Correct decision making team and buying process.

Successful Lead Generation - One Size Does Not Fit All

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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. One firm that benefited from an effective outbound prospect development program was Joulex. Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Good Reads for B2B Sales - Cold Calling Revisited

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Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement. Going Beyond Cost-Benefit Analysis.

Successful Content Marketing Plans Do 1 Thing Really Well

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Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Whether you’re a service or product marketer, this is the best content for blogs or any B2B content marketing vehicle you publish. Provoke an Action. I did not link back to my content; rather, I quoted my expert’s best sound byte. Today's guest blogger is Jeff Molander. In fact, most content marketing plans fail because they're invested in popular wisdom that is fatally flawed. Good luck!

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Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

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Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. According to a study from the Chief Marketing Officer Council, 9 out of 10 B2B buyers ranked online content as having at least a moderate effect on their choice of vendors. Via GreatB2BMarketing.

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

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think having an inbound strategy that’s integrated with an outbound strategy—and again, ultimately a buyer-centric strategy and an engagement strategy that includes both of those—is key to any kind of success that an organization wants to have. I don’t believe starting a conversation with outbound is the best way. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group.

Put A Judicial Branch In Place to Eliminate Wasted Leads

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One of the reasons leads don’t get followed up effectively is, according to Mike Weinberg, author of New Sales Simplified and Sales Management Simplified is because there is a lack of persistence and quality in the follow-up. Note that the seventh “truth” in this blog series will deal with best practices in sales follow-up on leads.). How many were generated? How many are progressing?

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