Truth #6—Best-in-class Prospect Development
ViewPoint
JULY 3, 2009
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Two Sales Best Practices: Prospecting Plans & Customer Is King
ViewPoint
AUGUST 19, 2010
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Practices 
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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results
ViewPoint
NOVEMBER 13, 2017
touches to engage with a prospect. To reduce sales lead generation cost, you need to optimize the value of each prospect. A great horse, or the world’s best bat, are useless without the jockey or hitter. The technology prompts the best next touch. For one client, it takes 9.82 This approach yields a 5% lead rate.
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Six Steps Toward Building a Successful Sales Force
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. Who has a connection to that prospect’s CEO?” By vertical?
Top of Funnel 174
174 B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return
ViewPoint
DECEMBER 27, 2016
Note that there are three groups of prospects that benefit from nurturing: 1. 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 or ready for a conversation with sales. Marketing Pipeline. See more …”.
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Outsourced Tele-prospecting: 10% less cost, 90% more revenue
ViewPoint
JUNE 4, 2018
It was a best of both world’s brand promise, and part of a hugely successful campaign. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. Generates More.”
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168 How to Leave Voicemails that Generate Results
ViewPoint
FEBRUARY 14, 2017
You have dialed the telephone and gotten voicemail – why not take an extra 25 seconds and leave your prospect a quality message? How will the prospect benefit from calling you back? Best case you get a call back that turns into an angry prospect because of your approach. Don’t be tricky. Speak slowly and clearly.
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Top 3 Tips on How to Validate, Calibrate Marketing Automation
ViewPoint
APRIL 24, 2018
The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) In the best-case scenario, you will be invited in too late and become column fodder. direct mail and personalized tele-prospecting outreach).”. direct mail and personalized tele-prospecting outreach).”.
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Looking to enhance sales lead performance? Put process before technology.
ViewPoint
MAY 16, 2017
Technology is great at automating best practices, but you have to have them in place first. Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. a scripted "blast them all" approach) let you truly interact with prospects - and progress the funnel.
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Get 3X B2B Marketing ROI by Nurturing Leads
ViewPoint
MAY 23, 2018
What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture. No Response.
Why Sales Needs Fewer Leads
ViewPoint
AUGUST 20, 2018
In our experience, best practices suggest that a separate group, inside or outside the company, needs to take control of the vital lead development function. A lead farmer equips the sales rep with in-depth knowledge about the prospect. Whose job is lead filtration, qualification and development? Often this process takes months.
5 (doable) ways to drive revenue growth now
ViewPoint
JUNE 29, 2017
A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? Don’t ask field sales folks who specialize in closing deals to prospect.
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204 From Chaos to Kickass - Three steps to optimize sales and marketing results.
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. No matter where you are now, following these specific steps you can help you emerge from chaos … rise above average … and achieve a fully optimized state of prospect development.
Insights on Outbound Conference in Atlanta
ViewPoint
APRIL 19, 2017
The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.
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What is Value Selling and How to Generate Leads in Companies that Buy Value
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
189 Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!
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.
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4 Tips to Power up Prospecting in 2015: #2 Commit to It!
ViewPoint
MARCH 25, 2015
The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Tip 2: Make a serious commitment to prospecting.
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Is Your Funnel Full of Fool's Gold?
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)? To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development.
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Does Your Sales Team Know How to Follow-Up on a Lead?
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.
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
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.
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How to Blow $100,000 on a Lead Generation Campaign
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.
Seven Ideas to Increase Sales (Reading time: Five minutes or Less)
ViewPoint
NOVEMBER 2, 2016
Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. You may not ever know if you go to the lost prospect directly. Go to this blog to see why this is happening and what to do about it.
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Lead Nurturing: Triple Your Marketing Return
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.
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What's it take to generate leads that fuel your forecast?
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. All the time we’re having unscripted conversation with our clients’ prospects.
Is it better to in-source or outsource sales lead generation?
ViewPoint
OCTOBER 20, 2017
Just as there are prospects who say they can do sales lead generation for less (and I hope I’ve effectively debunked that argument) there are those who think no one outside could do it as well. 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.
Why Buyers Buy
ViewPoint
AUGUST 29, 2017
Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. The second easiest condition to sell into is perceived risk. Save lives.
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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?
ViewPoint
DECEMBER 22, 2016
The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. Putting a good salesperson in front of the wrong prospect is unlikely to generate revenue.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
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. A visit to the prospects’ Facebook page will provide a glimpse into their personality. The chances of getting the prospect on the first call are slim.)
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Scheduling an Appointment With an "Uncloseable"
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. The telephone is one of the best and least expensive ways to determine if you’re on point with your market, message and media.
We Can Do It Cheaper (and Better) Inside – 5 Reasons Why You Can’t
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.
The Key to Filling in Your Revenue Gap
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. Don’t let your bottom line fall victim to overpromising and under-delivering inbound programs.
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
ViewPoint
MARCH 24, 2015
The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Simplified.:
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120 Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
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.
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4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
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
120 4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)
ViewPoint
MARCH 1, 2016
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. Effective follow-up on pipeline, nurture and no-response prospects can triple the revenue from marketing campaigns. Read this white paper to learn more.
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159 PowerViews with Joanne Black: No Such Thing As “Warm Calling”
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.
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Embarking on a sales lead generation project: What could go wrong?
ViewPoint
JULY 19, 2017
a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. 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.”.
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149 4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
ViewPoint
MARCH 27, 2015
Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. Part 1: Tip #1 Believe it Works. About Mike Weinberg.
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REVENUE: The Golden Opportunity with Big Data and Content Marketing
ViewPoint
FEBRUARY 4, 2014
Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. Don’t get excited, we may just be talking about a prospect here. By Christopher Hosford, editor-in-chief, HosfordGroup.
B2B Sales Lead Generation Pros Who Listen, Learn
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 PointClear team would like to hear from you about your sales lead generation best practices. One simple trick.
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120 You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life
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.
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149 Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon
ViewPoint
JANUARY 19, 2012
When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. Many prospects will save your emails or letters and will eventually self-qualify. Good prospect developers are hard to find. This step alone can take weeks or months. The lead farmer is patient, but persistent.
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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
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.
Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
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.
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