ViewPoint

DECEMBER 27, 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 …”. You should be speaking to prospects from the top of the funnel to the bottom of the funnel.

Top of Funnel 189

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

ViewPoint

OCTOBER 20, 2017

This number is based on compiled, aggregate data from a variety of 3 rd -party sources, and it shows that you not only save when you outsource, but you almost double your sales productivity. Best practices that make it possible for each member of our team of seasoned sales prospecting associates to make an average of 80 dials a day.

Sales Qualified Leads 149

Sales Qualified Leads Lead Generation Sales Leads Lead Scoring 149

ViewPoint

NOVEMBER 6, 2014

Yes, it was one of Casey Stengel’s best thoughts. We blame the products, the salespeople, and then we blame the salespeople again. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. But what if the salespeople are right—they don’t get enough qualified leads?

Lead Qualification 120

Lead Qualification Sales Qualified Leads Marketing & Strategy Lead Generation 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. Gone are the days of solving product issues. Today it’s about producing business results.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

NOVEMBER 16, 2017

After all, the product or service that I represent can be of great value to them. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The PointClear team would like to hear from you about your sales lead generation best practices.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

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. The co-authors recently shared some insights with me about their goals for the book and its readers. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JULY 24, 2017

Taking out (and keeping track of) Not Qualified accounts means we have less work to do the next touch cycle—making it more productive. Again, we pull them off the list and keep track—making the next touch cycle more productive. We’ve confirmed that the data on this target is incorrect. No testing. Everything is testable.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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 …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 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.". Measure engagement and sales productivity. I whole-heartedly agree with Julie! Supports pipeline creation.

Lead Ranking 149

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

ViewPoint

OCTOBER 14, 2011

” They can tell you what is wrong with your product, but they cannot make a great one. The richest vein for tech startups is creating the product that you want to use—that’s what Steve and Woz did. The best daisy-wheel printer companies were introducing new fonts in more sizes. Experts are clueless.

Pricing 120

Pricing Price Verticals Work Management 120

ViewPoint

SEPTEMBER 29, 2016

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

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

SEPTEMBER 13, 2016

Deb Calvert, People First Productivity Solutions , President. The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. The earlier the better.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

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. We need sales, product and marketing expertise. The result? The $5 plant gets a $1 hole. War stories.

Lead Generation 120

Lead Generation Generation Work Management Lead 120

ViewPoint

AUGUST 25, 2016

Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. 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)?

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JULY 20, 2015

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. We’d like leads on XXXX product.”. “We I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting.

Sales Qualified Leads 120

Sales Qualified Leads Lead Marketing Qualified Leads Leads 120

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. Your product is only targeted for DevOps and IT, a fraction of the numbers you are looking for in all of AMEX.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

SEPTEMBER 21, 2016

Deb Calvert, People First Productivity Solutions , President. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

MARCH 1, 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.”.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

AUGUST 5, 2016

The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. It’s both comprehensive in scope and easy to flip to the content you need for an immediate situation in your business. What pushback have marketers had to the idea of working the entire funnel?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking 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 …”.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 20, 2011

Lauren notes that many people, if given the chance, would go back and do things differently, and their top ten most popular responses have been nicely aligned in four categories: integration, support, product roadmap and maintenance.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 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

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work 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

JUNE 6, 2013

Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. The most sought after content are research reports, white papers, case studies and product reviews. Via GreatB2BMarketing. Via BtoBMagazine.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MARCH 26, 2015

No one cares what you think about your company, product or service. 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. Here’s another hard truth: No one cares. It doesn’t get any simpler than that. Simplified.: Web: [link].

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

JANUARY 22, 2013

The value of their product is $8,500. Instead she took a batch of 100 inquiries each (for the same product) that were 3 months old, six months old, nine months old and twelve months old. Communications budgets were spent on sources that found the best inquiries and leads. Cindy is the sales manager. The result: sales increased.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Lead 120

ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

NOVEMBER 27, 2012

They want to buy into (believe in) a fix—a solution to their problem or unique experience your Group…or product or service provides. Through my own research and marketing my products and services, I’m finding the only way to: a. The problem with the 'follow your passion' chorus: We can’t all love the products we work with.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 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

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. 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.

Work Management 120

Work Management Verticals Training Sales Qualified Leads 120

ViewPoint

AUGUST 30, 2012

A simple example is a lot of the sites are these consumerized IT products that are being built in the Valley today. 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.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 18, 2013

Sales teams are expensive, complex and powerful, so they should be made as productive as possible. University of Pennsylvania’s researcher Adam Grant says ambiverts tend to be the best sales people, not the clichéd aggressive extroverts. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles.

B2B Sales 120

B2B Sales PointClear B2B Opinions 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. Fridays and Mondays are the worst days to contact prospects as these are the least productive days of the work week. Cold Call Timing. and between 4:00 and 5:00 p.m.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

MARCH 20, 2014

I wrote an article for my sales club about the " Best Answer to Sell Me This Pen I Have Ever Seen. " And it will be a problem that your product perfectly solves. The content does not speak to any pain point or need the customer is facing. Therefore, even though the quantity of leads was good, the quality was very poor.

Marketing Management 120

Marketing Management Lead Marketing Qualified Leads Leads 120

ViewPoint

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. There may be so many strategic accounts assigned to individuals that they can’t possibly focus on the best prospects.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

JANUARY 17, 2012

A lead is a general classification of an individual with an actionable need for a product or service. Traditional marketing departments are also not the best equipped for this important job. In this garbage-in, garbage-out lead generation scenario, you can’t blame sales reps for ignoring the output. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120