ViewPoint

DECEMBER 14, 2010

The cost-per-lead is going to be driven by how a lead is defined, the nature of the solution and selling process and the type of metrics used to measure marketing performance. 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

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. How can you assure the best salesperson is in front of the best prospect at the best time. It’s a necessary process to help sales reps reach their full potential.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

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. Here is an example: The following is an example of what takes place without substantially more accountability in the Marketing and Sales process. You can find the deck here.

Lead Generation 176

Lead Generation Sales Leads Sales Qualified Leads Generation 176

ViewPoint

JULY 19, 2017

If the client manager didn’t understand our processes and how they impacted results, the program would fail. He knows first-hand what it takes to succeed: “If you want quality results, PointClear is best-in-class and my go-to for lead generation, qualification and nurturing for over 10 years.”.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 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. How is Beyond the Sales Process different from traditional sales books? Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JUNE 29, 2017

Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? Testing’s a must. Marketing measurement.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

APRIL 16, 2018

While marketing does need to enable a field sales team to focus on what they do best—which is close deals—they can’t do that if the leads they’re sending over are not qualified and nurtured. He maintains that technology alone doesn’t address the need for marketing to generate more leads for sales.

Top of Funnel 180

Top of Funnel PointClear Work Management Sales Qualified Leads 180

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. What I do believe to be critical is that you recognize where the prospect is in the buying process and move the sale forward from there. 3) Execution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 20, 2018

1) Develop a process to measure the cost per fully-qualified lead. In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. Often this process takes months. What Can You Do About It? per lead.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 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)? Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

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

MAY 21, 2015

Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. They must be all the more knowledgeable and skilled to convince the buyer of the value they can add to the buying process.

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Conversion Buying Cycle Forrester Consulting 120

ViewPoint

DECEMBER 27, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. See more …”.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MAY 23, 2018

That’s more than triple the number of leads generated without a built-in nurturing process. Here’s what Julie Schwartz, SVP at marketing research, consulting and training firm ITSMA says: “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

AUGUST 17, 2018

Often sales and marketing haven’t collaborated on such fundamental issues as who their audiences are, how to best reach them and once they do, what to say. It is possible for your organization to get better ROI on marketing … to keep your sales people focused on what they do best … and to close 5 times more deals.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

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

AUGUST 6, 2018

And, they want to hear from your throughout the buying process – NOT 57% – 78% of the way through the buying process as some would have you believe (see this interview for more). Then look at the productivity gains possible using a best practice, outsourced solution. A call-flow coupled with cadence gets the job done.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

FEBRUARY 14, 2017

Multi-touch, multi-media and multi-cycle processes multiply results. Best case you get a call back that turns into an angry prospect because of your approach. Have you ever scheduled a meal for you, your significant other and close friends? A wise person once asked: How many return calls do you get when you don’t leave a voicemail?

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

NOVEMBER 8, 2016

Using these gold calling techniques will help you have faith in the cold calling process. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold. It's either moving forward in the sales process or it is being nurtured.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

JANUARY 22, 2018

Requiring budget and timeframe to qualify a lead (other than those for low-priced commodity offerings) ensures that you are eliminating some of the best opportunities. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.” Is there a pain or need?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

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. Let’s start by talking about agile processes. Does it automatically tee up the next touch with the best prospect at the right time?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? 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

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. The best example of this is an appointment setting company that charges by the appointment. But it is NOT 50% of the sales-qualified leads they work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

MARCH 1, 2016

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. 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

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Here are their comments: Dave Brock: “The customer is wherever they are in their buying process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 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 a goal to streamline their global credit decision process. Should you leave a voicemail? Simplified.”

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 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. the sessions are still available on demand). The causes of these problems 3. The cost of not addressing the problems 4.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

MARCH 26, 2015

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. Sales Process Sales & Marketing Management' In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales. Simplified.: Web: [link].

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

MAY 18, 2016

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. For B2B companies with a complex sales process, more than half need to be outbound sourced. An average of 53.75 Fortunately, it’s not guesswork.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

SEPTEMBER 29, 2016

Correct decision making team and buying process. 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. Current product environment (as it relates to the potential solution).

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

OCTOBER 20, 2011

As I read the article, it occurred to me that I would add an eleventh critical question: Do you have best-practice lead generation and lead nurturing processes in place before you implement a marketing automation solution? Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey. Do you agree these are lies?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

MAY 20, 2016

The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. See more …”.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 24, 2018

In the best-case scenario, you will be invited in too late and become column fodder. It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. Worst case, you will be totally unaware of an evaluation you might have the chance to win.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

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