ViewPoint

FEBRUARY 14, 2017

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? Here are some tips on leaving quality messages: Keep it simple. How will the prospect benefit from calling you back? Don’t be tricky.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

FEBRUARY 13, 2018

Maybe managers do this because they like the person or maybe they need them, but the bottom line is the best thing that you can do when you have somebody that's not a fit for the job is release them to do something that they will be good at. He's the best salesperson I've ever met. You're absolutely right. He replied, "I know.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 26, 2016

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.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

APRIL 14, 2017

In the new era, there’s no throwing raw leads over the fence and hoping for the best; and there’s no “this lead’s no good” at-a-glance judgement. I promise to help. That means Marketing has to wait to turn over leads until they are sales-qualified—including doing all the nurture activity needed to get them there.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. They won’t get followed up. Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 18, 2016

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. It helps that senior executives are 2.5 RING is a mathematical formula that sheds light on the contributions inbound is making to the bottom line.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

NOVEMBER 8, 2016

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.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

AUGUST 6, 2018

They value quality conversations from people who know what they’re talking about and want to help. Then look at the productivity gains possible using a best practice, outsourced solution. A poor “script”: Prospects don’t want to be tricked. They don’t want to hear a rote message either. What Should the Sales Close Rate Be.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Ranking 136

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

APRIL 28, 2015

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. 3) Execution.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

OCTOBER 6, 2015

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)!

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MARCH 11, 2014

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.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

NOVEMBER 16, 2017

My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Ranking 120

ViewPoint

JANUARY 5, 2017

Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before. Want to talk about how I can help? It takes just three steps to get there. Not 50 things. Email me at dan.mcdade@pointclear.com.

B2B Sales 136

B2B Sales B2B Marketing Tips ABM 136

ViewPoint

AUGUST 5, 2016

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.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 23, 2018

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. See more …”. Why do you think many organizations don’t understand the value of nurturing?

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

MAY 28, 2015

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” 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. It’s a great question. Those kinds of relationships really suck.).

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 approaches, all with examples on how to best utilize customer insight. This 45 minute webinar covers topics that will help you fix what is broken, including the following: 1.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

JULY 30, 2013

In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. A salesman does his best work before he even starts to sell? That’s right: the more you sell, the less inclined the client is to listen. In reality, the more you sell, the less you win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

SEPTEMBER 29, 2016

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.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

JUNE 2, 2015

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.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

APRIL 10, 2014

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.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 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. “No No one defaults to prospecting.”. How could we fix it?

Conference 149

Conference PointClear Cold Calling Work Management 149

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. 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.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 17, 2011

Ideal deployment puts the best rep with the best prospect at the best time. While Mary may not be the best rep, she is the best rep for this prospect. Monitoring and Managing Ideally, a manager helps reps prioritize time so the best opportunities get disproportionately more time.

Work Management 120

Work Management Training Verticals Sales Qualified Leads 120

ViewPoint

SEPTEMBER 13, 2016

In my opinion, marketing should be helping sellers get into conversations earlier. I’ve helped my clients do so.”. How are you helping them uncover and/or reframe issues they have in their business? The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

NOVEMBER 29, 2011

The book discusses both best practice strategic approaches and specific tactics to correctly target markets, qualify sales-ready opportunities and nurture long-term leads. A number of sales and marketing executives have shared how valuable the content is and how it has helped them. target="_blank">.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 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?

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

FEBRUARY 24, 2016

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.". I hope at least one of these tips helps you fix something that is broken in your company.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JULY 20, 2015

I learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. She wasn’t making quota and needed help. The next day we started working on the problems to help her out. And so it went for a few minutes, and then we closed the meeting on a high note.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

JUNE 2, 2016

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. See more …”. Prospects will move up and down in the funnel.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Ranking 120

ViewPoint

APRIL 4, 2013

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.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

APRIL 6, 2017

The provider, in these cases, is forced to go to war with their day-to-day contact or do what they say and hope for the best. In other cases, the junior level person is afraid to ask for help within their own organization, increasing cycle time for fixes and slowing down progress. Neither option ever works out.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Can we win? Do we want to win?

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

ViewPoint

FEBRUARY 4, 2014

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.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

MARCH 26, 2015

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. One of the most important steps is to begin creating a list of client issues your company has successfully addressed. Simplified.:

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

JULY 24, 2017

We have a mini-course we present to our clients’ sales forces to help them increase the number of leads that get converted to sales opportunities. The telephone is one of the best and least expensive ways to determine if you’re on point with your market, message and media. No testing. Everything is testable.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149