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. No more making them “earn” the right to information. I hope you have enjoyed these three blogs and best wishes for 2016!

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Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 2, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. The eighth blog in this series discusses the importance of developing a guide for sales to make sure they understand what a lead is, and have the information needed to properly follow up on one.

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Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. He has been reaching out to the regions, collecting information on their needs and pain points. Should you leave a voicemail?

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B2B Sales Tips Account Based Marketing ABM 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. For more information, check out this blog about the four revenue sources that most ROI calculators miss.). He's the best salesperson I've ever met. He ran a company called UST.

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PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 24, 2016

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.". From Mike Weinberg’s book, New Sales. I whole-heartedly agree with Julie!

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

ViewPoint

AUGUST 25, 2016

So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)? Just as vital to the success of a program such as this is their role in providing the information sales needs to turn these prospects into customers.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Once you have that established, you can find the how-to that fits. Are you determined and ready to selling more effectively?

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Conversion Buying Cycle Forrester Consulting 120

ViewPoint

MARCH 1, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. In January, 2016 Julie Schwartz of ITSMA stated: “It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

MAY 20, 2014

My best right hand man in a large sales organization was the sales operations manager. In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. Yes, we had a CRM system, but Marketing didn’t have an automation system.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MAY 24, 2016

I tell them that they need a whole lot more information than that (decision makers and influencer data and business issue, compelling event and a sense of urgency) to call a lead sales-ready and worth sales’ time to pursue. What has your organization done to document the cost of leads … and optimize that cost?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

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 say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best.

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Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

FEBRUARY 26, 2016

Ideally, the perceived value of the resource should be such that the individual is compelled to submit their contact information in exchange for the offer. At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads. Where will the remaining 65% of your leads come from?

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 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. Dave and Steve invite you to visit [link] for more information.). Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

DECEMBER 12, 2013

You may be wondering what these pieces of information are all about. I’ll tell you – the reason is to show you that without context, information is nothing more than noise. You may be asking yourself why I’ve listed off facts about someone or some company.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

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. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. And who knows if this information is accurate.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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). Blogging is not about pushing out information. “Social media prospecting works best when experts get involved.” This is a win-win-win situation.

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Social Marketing Amazon Business Social Media 120

ViewPoint

SEPTEMBER 29, 2016

In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company. The question is, "How can I best clean them and mine them for value?" Current product environment (as it relates to the potential solution). Correct decision making team and buying process.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

MARCH 24, 2015

Mike’s passion is backed up with information that is clear, direct and concise. You’ll walk away informed and, dare I say, inspired. 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. He is spot on. Simplified.:

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Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

DECEMBER 10, 2013

With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways.

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Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

MAY 1, 2013

Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.

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Efficiency Analytics Work Management Marketing Management 120

ViewPoint

MARCH 11, 2014

She responded that we have to do more than ever before because buyers are so well informed (largely due to the ease of research on the Internet). The best part? Click to start at this point —I asked Joanne how advances in technology have changed what is expected of salespeople. The conversion rate for referrals is over 50 percent.

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Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

OCTOBER 5, 2018

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). Subsequently, 20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses) were distributed via CRM to sales. The Verdict.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. Improving presentation skills (not the same as sales training).

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

OCTOBER 11, 2012

I don’t believe starting a conversation with outbound is the best way. He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups.

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Demand Process Work Management Marketing Management 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

JANUARY 19, 2012

Many of the best sales opportunities turn out to be those that have been contacted five or six times using a lead management process that includes voicemails, emails and direct mailings over a period of months before a conversation finally occurs. He is also creative and informative. This step alone can take weeks or months.

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Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

JUNE 11, 2013

Team members then work together relentlessly rehearsing baton exchanges as each member performs his best, accelerating to complete his leg of the race. With nurturing phone calls and emails to warm-up potential buyers, marketing continues down the informational track providing more content that addresses the buyers’ problems and needs.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

JULY 24, 2017

Dean called me to ask for more information for Mike Smith. 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 email just vm. follow up voice mail. follow up voice mail. email to request call back. call scheduled for 8 Sep at 11. sent invite to confirm call.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

JUNE 2, 2015

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. provide us with unfiltered and unconsolidated information in response to our discovery questions.

Lead Generation 120

Lead Generation Generation Work Management Leads 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. Does it automatically tee up the next touch with the best prospect at the right time? While all of these scenarios have potential, none could be called a lead.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 29, 2013

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. In the meantime, allow the information you’ll want to peruse to condense. You need to steer people to it. Serve Others Before You Serve Yourself.

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Ideal Customer Profiles Cold Calling Fulfillment Linkedin 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. The best weekday to call is Thursday, followed by Tuesday then Wednesday. This will give you valuable information for adjusting your timing and increasing your conversion rates. Cold Call Timing. and between 4:00 and 5:00 p.m.

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Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

APRIL 25, 2011

The Tsunami of information available online has reversed that focus, only marketers have been slow to respond accordingly. Marketers need to start thinking about what comes after contact information. After all, the subject is top of mind enough to cause them to pay for content with information.

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Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 23, 2012

But he adds that this positive motion is facing a continuous challenge in the form of companies opting not to move forward: “The bigger challenge I do see, though, is that the ‘no decision’ threat—the threat to not do anything even though they want to squeeze you for all the information you’ve got—is looming large and only seems to be expanding.

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Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MARCH 26, 2013

Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? “Spend money on things that work and let competitors spend money on everything else.”. Is the “fools and tools” analogy what is happening here?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

FEBRUARY 26, 2013

As the Director of Research and Thought Leadership, Dan is responsible for ITSMA’s thought leadership development and research programs and will research the latest industry trends, develop new insights, and share best practices with ITSMA members via written reports, data visualization, presentations, and interactive discussions.

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Enterprise Management Thought Leadership Cross-Selling Work Management 120