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Expert Panel’s Feedback on Our Lead to Revenue Calculator

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It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable. Download it here. Thank you.

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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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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?

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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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. Remember, you’re not trying to sell prospects, you’re trying to help them. The best programs vary up the messaging, but using multiple channels (not only email!) The impact? The welcome email.

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.

The #1 Reason CEOs Should Care About Lead Generation

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CEO’s should care about lead generation simply because it will help them create a sustainable company. 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. If you want some help doing that, call me at 678-533-2722 and I will be happy to help.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s 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. Want help with nurturing? I can help. Marketing Pipeline. True Nurture Opportunities. No Response.

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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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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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.

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.

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.

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.

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.

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.

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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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.

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.

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 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.

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. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? 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.

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?

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.

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.

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.

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.

'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.

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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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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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.

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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