ViewPoint

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. In our experience, few sales executives have something this complete, or know how to leverage it well.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 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

MAY 18, 2016

Inbound drives smaller deals that often involve lower-level decision makers : Marketo said it best: “It’s unlikely that CXOs are going to spend time trolling the web for blogs and other content.” This number is proof that it will take outreach to engage your entire target market. An average of 53.75

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

MAY 1, 2013

These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle. For example, you may have a marketing campaign that is delivering a substantial amount of qualified leads to sales that become opportunities in your pipeline.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 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 6, 2017

If you have a 3-month plus sales cycle, don’t sign up for a “100 hour” program. Sales/marketing execs are desperate to do something, but afraid to risk the budget. The provider, in these cases, is forced to go to war with their day-to-day contact or do what they say and hope for the best. Neither option ever works out.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. 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.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MAY 24, 2016

Only if the answers are “yes” to these questions, do you have a sales accepted lead that you can price. What will it take for an SAL to be considered qualified by sales? Is the lead likely to close in one sales cycle? Only if the answers are “yes” to these questions, do you have a sales qualified lead that you can price.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

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? You actually have to build stories for the front part of the buying cycle or sales cycle that include the ‘why change’ discussion and build stories for the ‘why us’ discussion.”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JULY 11, 2011

Telesales lead generation supports both field and inside sales. Continuing expansion of sales efforts means it will continue to be the largest cost. Sales and marketing headcounts have increased to generate new customers. The sales cycle may grow longer as larger companies are targeted.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 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. So why is ABM the new must-have for B2B marketers?

Account Based Marketing 120

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

ViewPoint

JANUARY 17, 2012

Short-term leads, also called qualified sales opportunities, are ready buyers that have the potential to close within one or two sales cycles. Traditional marketing departments are also not the best equipped for this important job.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Short-term leads, also called qualified sales opportunities, are ready buyers that have the potential to close within one or two sales cycles. Traditional marketing departments are also not the best equipped for this important job.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

MARCH 12, 2013

In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams. However, it’s an important belief to take on board because it changes our belief about our need to communicate in the earliest stages of the sales cycle.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 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. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. This time the QB ran it in for the touchdown. 3) Execution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 21, 2013

I think this quote from Friedrich Nietzsche says it best: “The visionary lies to himself, the liar only to others.”. In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle. This blather borders on criminal.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

SEPTEMBER 23, 2011

The exchange of questions and answers by voice accelerates the sales cycle by addressing concerns and objections in real time. Based on factors like the presence of a compelling event and the sense of urgency, the prospect and the professional can discuss and settle on the next best action steps each will take after the call.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 15, 2012

With many sales managers focused on their own responsibilities and teams, it is the marketing manager who can and should take the bigger, longer view. He notes the best companies—the ones that are lead machines—still only produce enough to get 50% or 60% of the company’s sales.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 12, 2018

True, while the increase in qualified prospects will bring in some sales, with only three months to go, most sales will come in the following year, not the current year. Why it Matters: “In B2B, most companies have sales cycles longer than three months. The best option is still the telephone.

Forecasting 136

Forecasting Sales Qualified Leads Budget Programs High Quality Lead 136

ViewPoint

FEBRUARY 19, 2016

Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. Wouldn’t you like to know how much marketing and sales is squandering on leads that are going nowhere?

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

JULY 21, 2011

Many agree that inbound marketing and marketing automation work best when time is not an issue. But a proven outbound approach is needed when selling a six- or seven-digit enterprise solution with a long sales cycle to a multi-disciplined executive group. Complex buying landscape and long sales cycle.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 5, 2015

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. 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.

Lead Nurturing 120

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

ViewPoint

FEBRUARY 2, 2012

Following are the processes or lever types that make up best-practice marketing analytics reviews. A comprehensive sales lead generation contact strategy employs a multi-touch, multi-media and multi-cycle approach that continuously reaches out to decision makers across a number of sales cycles to deliver qualified leads.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120