ViewPoint

MARCH 22, 2018

Examples are big companies that have commodity acquisition departments (or purchasing departments); or smaller entrepreneur-run companies that feel that they can do every thing better and cheaper inside. The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

JUNE 5, 2015

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. Don’t expect your sales force’s close rate to be 50%.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

JANUARY 27, 2017

I 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. Implicit in your example is a sales cycle of a year or less. This isn’t about boundaries or who gets credit.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

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

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. At that point, a prospect has received an average of 41 different touches over a period of 15 months.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

OCTOBER 11, 2012

But improvement is needed in getting there: “I still don’t think there are a lot of marketers who understand here is step one, step two, step three, and here’s the practical change we have to bring to our organizations in order to have a buyer-centric view and a buyer-centric environment and culture from our company perspective.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 6, 2012

She says the use of sales intelligence tools is good examples of technology that is critical to sales success today. Arriving at the answers and implementing effective sales training programs, Jill says, will result in prospects saying things like, “Wow, she really knows a lot, or he is so smart about what’s going on.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120