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

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Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue. Put a best-practice process in place and make sure reps continuously follow it—and prevent your given-up-on leads from making their way to your competition. It’s not easy, but it’s absolutely doable. summary: 1.

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Gold Calling vs. Cold Calling

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In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. 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. Cold calling is about quantity, not quality.

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

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In my opinion, marketing should be helping sellers get into conversations earlier. It is possible. I’ve helped my clients do so.”. 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.”. How are you helping them uncover and/or reframe issues they have in their business? Cold calling is dead. Marketing and sales are aligned. Do you agree these are lies? Principal.

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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 about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. ABM is “RAD” (helps with Retention, Acquisition and Development)! It's not a distraction. Does it cost a lot of money?

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. them the best rather than reaching for more eyeballs. With marketing now responsible for helping to nurture and.

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.

Follow the Money: The Primary Responsibility for CMOs

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If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Generate Demand.

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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. Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. This time the QB ran it in for the touchdown. Period. Reheat.

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. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging. How did the two of you decide to collaborate on this book? A. Relationships matter.

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B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. them the best rather than reaching for more eyeballs. With marketing now responsible for helping to nurture and.

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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This, of course, shortens the sales process and helps you stand out from the competition. The best part? She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. Nothing comes close to that. Stay Tuned.

What Does “Full Funnel Marketing” Really Mean?

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It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. So how do Full Funnel Marketers measure their work?

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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There are certain responsibilities specific to the client that can help make their program a success. Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible. The result? The $5 plant gets a $1 hole.

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.". hope at least one of these tips helps you fix something that is broken in your company. Someone once told me that CEOs don’t care about leads. But it isn’t.

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

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Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work. The best weekday to call is Thursday, followed by Tuesday then Wednesday. Why Cold Calling Still Works. Cold Call Timing.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. them the best rather than reaching for more eyeballs. With marketing now responsible for helping to nurture and.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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Opportunities you’ve helped customers capture. 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. 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.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

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I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Those kinds of relationships really suck.). After all … we’ve seen it all. They set the pace.

Lead Nurturing: Triple Your Marketing Return

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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. Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. But it also is a strong push marketing approach, in the sense that Big Data identifies prospects’ propensity to buy, and content marketing “pushes” information to them to help accelerate that sale. Sounds like a happy situation, right?

The Key to Filling in Your Revenue Gap

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Inbound Helps Fill Your Revenue Gap, But How Much? At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads. An allbound approach enables prospects to engage with your company in the way that works best for them while targeting the right market or markets. The Key: An “Allbound” Marketing Approach.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Click to start video at this point — One of the best ways to obtain and retain successful salespeople is to create a company that people want to work for. Twitter: @velocity_sales.

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PowerViews with Peter Bourke: Sell Less, Win More

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In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. salesman does his best work before he even starts to sell? Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Below are some choice takeaways from the full interview, which can be viewed in its entirety below.

Best of PowerViews: Are You Tenacious About Sales Follow Up?

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For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. Look for some of these topics to be further explored by upcoming guests Jill Rowley of Oracle and Kyle Porter of SalesLoft. Enjoy! Today''s Featured Guests. Probably. By Dan McDad

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. Lori Richardson – Score More Sales: We will see one or more companies with more complete technology solutions to help B2B sellers and marketers cohesively. Matt Heinz – Heinz Marketing.

Best of PowerViews: Exciting Future for Inside Sales Experts

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Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. 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. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Enjoy! Processes.

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

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The question is, "How can I best clean them and mine them for value?" As a result, database marketing campaigns can only target all cleaned prospects, because the best prospects have not been identified. They can predict the likely success of B2B database marketing programs, helping eliminate wasted dollars, time and resources. Correct decision making team and buying process.

3 Tips to Turn Noise Into Value

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TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals. Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers. Turn Down the Volume.

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'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.”. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. The average sales force closes about 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. More musings on the premature death knell for outbound sales. S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” This blather borders on criminal. Cold vs. Gold.

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

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So.how do they help people generate a higher response from clients and customers than many other companies? 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. Has one of your prospects changed jobs? More than 9,000 professionals are using SalesLoft today.

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. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. The client who you can do the best work for and create the most value. There is no such thing.

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B2B Prospecting Data Just Keeps Getting Better

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Imagine what marketers could do with a treasure trove of data elements like these to help identify high-potential prospects. We recommend that marketers test several vendors, to see which best suit their needs, and conduct a comparative test before you buy. Seven vendors participated, giving us a nice range of data sources, including both compiled lists and response lists. Stevens.

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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. The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Top performing B2B sales organizations rarely employ just one lead generation tactic. Build it and they will come.” But can you build enough content and who will come? Environment documented.

Marketing Automation Software that Delivers the Most Data Wins!

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Do our marketing managers have the guts and the insight to buy the best tools, make sure they are used, suck the data out of the systems, and quietly generate more qualified leads and sell more than their competitors who don’t have these tools? little leadership also helps. 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. Is it really that simple?

Taking away a marketing manager’s excuses!

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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. Marketing automation also helps in this process. I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). listened to excuses about a series of initiatives we were undertaking. The different department heads were telling everyone why they were not delivering on their commitments. They don’t want to. Don’t have a CRM System?

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An Allbound Marketing Approach Closes Your Revenue Gaps

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When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. The RING formula, and the statistics that support it, help you predict your lead-generation success, and balance activities accordingly. The GAP must be filled through proactive outbound activity. Here’s why.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

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The best way to identify and discuss the right marketing KPIs is to place them inside the lead stage framework described earlier. Only these types of metrics can be successfully leveraged to plan future initiatives that can be predicted—based on a track record—to help sales sell more, sell better and sell faster. Leads must offer high potential close value. Cost-Per-Lead.

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Good Reads for B2B Sales - Cold Calling Revisited

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Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services. Cold Call, revisited: Best practices for getting in the door. Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space.

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

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You’ve first got to show them (if not help them create) a reason to trust you—give a positive result first. help them get noticed on LinkedIn so they can…. c. What guides can I provide to Group members that helps them work diligently to. a. connecting with others to learn from, sales leads, peer support, etc.). 3 New Best Practices for LinkedIn Group Management. I am successfully using Linkedin for sales prospecting by applying a simple system—making sure Group members: Create valuable content (answers to burning questions prospects/customers ask all the time).

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Successful Content Marketing Plans Do 1 Thing Really Well

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You see, telling compelling, transparent, authentic stories about your brand won’t help you make sales unless the approach is accompanied by a focus on making those remarkable stories actionable. 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.

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