ViewPoint

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. The best product, at the best price, does not always win the order. Continual learning at its best!

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JUNE 7, 2016

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. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

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. Pain, Priority, Process, Environment.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

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. Quality conversations and personal engagement with prospects. PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). A poor “script”: Prospects don’t want to be tricked. They don’t want to hear a rote message either.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

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.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested. True Nurture Opportunities.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. Inbound Helps Fill Your Revenue Gap, But How Much? The numbers speak for themselves.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

JULY 24, 2017

We know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status. We don’t bug prospects, or annoy them, but we also don’t give up too soon. To demonstrate, take a look at the touch summary for the “uncloseable” that our competitor identified: Date Stamp. No testing.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

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

ViewPoint

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Cold Call Timing.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. The best part? We addressed that question—and more—in our chat.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. When you are prospecting, you are essentially interrupting someone’s day—which is why you better have something the prospect wants to hear right off the bat.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

NOVEMBER 16, 2017

The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. 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 Scoring 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

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Sounds like a happy situation, right? Test it, and prove it!

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. It's kind of amazing, because while my prospects acknowledge that this is a good question, frequently they don't have an answer. He's the best salesperson I've ever met. You're absolutely right.

PointClear 149

PointClear Ethics Budget Programs Business 149

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

APRIL 6, 2017

We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. The sender is taking a scattershot approach, blasting this un-personalized message to large quantities of so-called prospects, qualified or not. Any interest in a short chat? I get at least one like this every day.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JUNE 10, 2016

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.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work 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. Inbound is highly touted and readily adopted for good reason: Having prospects come to you has obvious, universal appeal. It helps that senior executives are 2.5

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

JANUARY 5, 2017

You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. 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.

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

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. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. 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

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Have candid conversations with your prospects, and use the feedback to determine what questions they generally need answers to ?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

JANUARY 22, 2016

The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted. Dan McDade – PointClear : As lead quality improves (while quantity declines), sales will struggle to approach each prospect as a market of one.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

OCTOBER 30, 2012

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. You’ve got to give prospects a compelling reason to ask for more content. Inbound leads don't “just happen.”. Attract the Bees.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 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

JANUARY 21, 2014

It is true that "Nothing Happens until Somebody Sells Something i ," but I venture to say that in most cases in today’s sales environment, nothing happens until someone in Marketing creates a qualified prospect. When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

OCTOBER 27, 2011

Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). Dell’s clients and prospects win because Scott creates rich content. Useful content is that which provides help in an impartial manner. This is a win-win-win situation.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

OCTOBER 29, 2013

So.how do they help people generate a higher response from clients and customers than many other companies? Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs?

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

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.

Lead Generation 120

Lead Generation PointClear Generation 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

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

NOVEMBER 27, 2012

Here is a proven system to use LinkedIn for B2B sales leads and prospecting. 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…. What guides can I provide to Group members that helps them work diligently to.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

SEPTEMBER 23, 2011

Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them. With a telephone conversation, a prospect has a live connection with a person and voice representing the solution provider.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120