ViewPoint

DECEMBER 9, 2010

Qualifying criteria are rarely met due to lack of marketing resources. By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Sales reps’ calendars are cluttered with unqualified meetings.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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? You can connect with Peter and learn more about his work via the following resources: The Complex Sale Website: www.complexsale.com.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. The best way to achieve a successful process implementation is to give authority and responsibility to an “independent” project director.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 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. Sales’ biggest mistake: ‘pitching instead of probing.’”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 24, 2012

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. A number of sales and marketing executives have shared how valuable the content is and how it has helped them.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

DECEMBER 10, 2013

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. You can connect with Chad and learn more about ConnectAndSell via the following resources: Website: www.connectandsell.com.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

OCTOBER 29, 2013

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. You need to steer people to it. Stay Tuned.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

DECEMBER 12, 2013

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.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 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 Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

APRIL 18, 2013

A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. University of Pennsylvania’s researcher Adam Grant says ambiverts tend to be the best sales people, not the clichéd aggressive extroverts. Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. He adds that ultimately marketing’s increased role can help lower the cost of sales. What are the best vehicles for doing this?’”.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 1, 2013

Increased Pipeline Integrity Integrated performance reporting increases the integrity of your sales pipeline, and will help you deliver the right leads to your sales team. With conversion analytics you can quickly and easily determine which marketing campaigns and touch points work best in each stage of your sales cycle.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

JUNE 26, 2012

So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. There were several large and recognized companies at the conference offering perspectives and experiences to help guide others in the profession. Most seem to put hard and fast ceilings on deal sizes.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

APRIL 25, 2011

And why do you think you'll suddenly pop up on their shortlist if you haven't been there, being helpful, all along? This said, two of the biggest challenges related to content development are making that content engaging and the time and resources necessary to produce it. Using 3 rd party content helps to promote that third party.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 14, 2010

The value of a lower cost-per-lead approach may have merit early in the funnel where inbound marketing and marketing automation can be helpful in moving large numbers of sales prospects to raise their hands and express interest. The next installment concludes the series and reviews the seven best-practice lead generation recommendations.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

AUGUST 30, 2012

In this context, the solution works best for ecommerce companies where social media can be directly linked to transactions and revenue positions, a more straightforward ROI scenario than in the B2B complex sale. He helped build Salesforce.com with an outbound marketing perspective into the mid-market. Their ideology is pervasive.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 22, 2011

The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. Delivering a great prospect experience can help you differentiate and become one of those B2B brands that businesspeople talk about like consumers rave about Zappos!

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 15, 2012

This approach helps them ask better qualifying questions, separate valuable leads much faster, and create value from the start. He cites research he’s done that shows any contact after the initial inquiry helps push up the closing ratio by as much as 50%. Recommendations to Close More Deals in 2012.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 8, 2012

Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest. She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. It’s becoming a marketing automation platform, if it hasn’t already.” What can I do?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. It’s becoming a marketing automation platform, if it hasn’t already.” What can I do?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

AUGUST 23, 2012

At this point, several questions come into play: Are they saying things in a high-quality, consistent manner that consistently puts your company’s best foot forward? As important as the “why you should pick us” conversation is the “why change” conversation that helps unstick or loosen the status quo. Message Development: “Ta-Da!”

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MAY 3, 2012

Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes like conversions along with overall revenue generation. Depending on a marketing resource’s role and level, parts of compensation can be tied to performance metrics like overall revenue and deeper-in-the-funnel outcomes.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

OCTOBER 11, 2012

I don’t believe starting a conversation with outbound is the best way. It really truly is about what are we doing to communicate with them and really help shape the conversation and get involved in the dialog from an educational standpoint—and not always be so ready to sell.”. I think it’s being found and using inbound.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. You can connect with Rich and learn more about his work at IDC via the following resources: Rich’s Email Address: rvancil at idc dot com. Rich on Twitter: @richvancil.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 12, 2012

I’m not sure that that’s the best use of it. Marketing and Sales Alignment: Content Development Helps Close the Gap. ’ But I see them actually having a little bit more of a dialog going about ‘how do we actually create the kind of stuff that will help you sell?’”

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. Bob notes the best companies move beyond struggling to change and are able to create something new. Bob is the founder, president, and CEO of CustomerThink.com. Habit 4: Create. Habit 5: Deliver. CustomerThink Website: [link].

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JULY 21, 2011

Many agree that inbound marketing and marketing automation work best when time is not an issue. In situations like this, sales and marketing executives should check the definition of risk management above and reflect on the right “application of resources to maximize the realization of opportunities.”

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Data tracking, aggregation and measurement.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 5, 2015

I 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. The conversation was based on their last engagement, and we concluded the call by asking the prospect if the IT provider could serve as a resource.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

APRIL 13, 2012

” He notes senior executives are involved at project start when they ask resources lower in the company to do research and then again at the end when it’s time to narrow down choices, make a decision and commit the budget. Jeff Ernst’s eBook is available for free download: The New Rules of Sales Enablement.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 2, 2012

Really the essence of inbound marketing is content that attracts people who are looking for help or advice or answers. Picking your spots and figuring out what you do well and where your customers are and how best to reach them is the most effective way to spend your money. So you have to have content that will satisfy those people.”

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. Changes in managing roles and allocating resources. Shifting Sales Resources to Align with Prospect Buying Dynamics. More emphasis on productivity.

Process 120

Process Allocation Marketing Management Peer-to-peer 120