ViewPoint

MARCH 24, 2015

Part 4: Tip #4 Reconcile Relationship with the Phone. Prospecting continues to be an effective and successful way of identifying and creating opportunities. 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.:

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 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. I hope you have enjoyed these three blogs and best wishes for 2016! What They Can Do Better in 2016? Final Thoughts from Dan.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JULY 16, 2013

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. There is a direct relationship between requesting more detailed information and declining form conversions. But can you build enough content and who will come?

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

SEPTEMBER 13, 2016

And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. My clients’ sales teams are getting in front of prospects early in the game, often before they’re shopping, and they’re building relationships and helping to share buying criteria - way prior to the buyer being 67% through the process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

APRIL 25, 2011

I really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center. Lead Nurturing is the art of building a relationship with purpose. That's up to what you do in an effort to build a relationship [read nurture].

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Prospecting sets you up for everything else in sales.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. Relationship Builder As relationship builders or relationship expanders, marketers play the important role of nurturing opportunities.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JANUARY 17, 2012

No one evaluates the effectiveness of the lead sources. Traditional marketing departments are also not the best equipped for this important job. A developed lead is one that sets the stage for relationship selling. No one augments the leads with demographic and firmographic data. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

No one evaluates the effectiveness of the lead sources. Traditional marketing departments are also not the best equipped for this important job. A developed lead is one that sets the stage for relationship selling. No one augments the leads with demographic and firmographic data. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. After all, shouldn't more leads deliver more opportunities?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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. Her company has already established a relationship with the decision maker, who is expecting Carol’s call.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JULY 12, 2012

” Social Media: Less About Lead Gen and More About Creating Relationships. I’m not sure that that’s the best use of it. But more than that—to really nurture those leads, to create those relationships—so that ultimately they can go on to become an actual purchase.” They’ll never convert.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 6, 2012

She notes that most prospects buy based on relationships and interactions they have with salespeople, and questions used to evaluate these relationships include the following: Are they adding value or not adding value? You’ve got good people—seriously good people out there—who are doing their best. Are they making me think?

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 11, 2012

I don’t believe starting a conversation with outbound is the best way. 77% of marketers either rate themselves as only somewhat or not at all effective. He says one of the best examples of this is a recent commercial for the 2013 Honda Accord: “It starts off and says, ‘We know you.’ I think it’s being found and using inbound.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MARCH 22, 2011

The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. While being pitched as building loyal relationships, CRM has been much more commonly implemented as a technique to extract value from customers (and prospects) as efficiently as possible.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

MARCH 12, 2013

But that’s much more likely to happen when a vendor has an existing relationship with a customer. So it’s not in their best interest to work on leads that aren’t going to close this quarter. They don’t like to be “sold to,” but they do like to talk to vendors because they see vendors as authorities in technology categories.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 5, 2015

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. 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.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JUNE 15, 2018

Companies that execute this strategy more effectively than the competition will grow faster, more profitably—and individuals responsible for these achievements will be rewarded. Mastery of the five key elements of sales and marketing effectiveness: Market focus. What’s it take? Single media campaigns waste an enormous amount of money.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

JULY 21, 2011

Evaluation and buying dynamics are constantly in flux, and a personal relationship generated and maintained with outbound efforts provides immediate response to shifting prospect landscapes. Many agree that inbound marketing and marketing automation work best when time is not an issue. Early-stage to late-stage market coverage.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 2, 2012

For example, if I’m using email marketing, the ability that we now have to target our messages and to create effectively customized email messages according to the characteristics of the audience members we’re trying to reach—that adds significant power to your email marketing and dramatically drives up your response rates.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

FEBRUARY 14, 2012

Even with the best-laid plans, things will go wrong. Offline relationship-building. The “means” by which marketing achieves collective goals agreed to by sales and marketing together should continue to be, ultimately, up to the marketing team. Daily/weekly triage. Problems will pop up.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. Customers are demanding transactional, sort of low value relationships through the Internet. Social Media: Balancing Benefits with Loss of Management Control.

Process 120

Process Allocation Marketing Management Peer-to-peer 120