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. Over the past two decades we’ve worked hard to crack the code on this. We’re able to be transparent with our clients because we have data to prove our approach works.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JULY 19, 2017

I went on to explain that if the program was delegated to a marketer who didn’t have experience in lead management it wouldn’t work. 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 29, 2017

They are logical, doable, effective steps you can put in place—and they work. Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

FEBRUARY 12, 2016

A CMO should remain objective in his/her evaluation if things aren’t working: If the employee is doing the right thing but not executing in the right way, then they should be coached on the proper execution of their task(s). The best way to create a culture that people want to work for is to foster a sense of pride in that work.

CMO 149

CMO Planning Ad Building Work Management 149

ViewPoint

APRIL 14, 2017

And it means Sales has to work all the leads turned over to them, fully. 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. Next, CEOs need to look at the effectiveness of sales lead follow up.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

FEBRUARY 14, 2017

Best case you get a call back that turns into an angry prospect because of your approach. Start working on better, more effective voicemails and test, test, test. Here are some tips on leaving quality messages: Keep it simple. How will the prospect benefit from calling you back? Don’t be tricky. Speak slowly and clearly.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MARCH 25, 2015

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. Don’t let people pile extra work on you. If you have the option, work from home or find an empty conference room.

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

MARCH 3, 2016

Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages. Because if you dump 742 raw MQLs on any sales force there is a better chance they will ignore all of the leads rather than work any of them. Hence the 35% used in this example.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

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

MAY 23, 2018

These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. True Nurture. No Response. Who should care about the power of nurturing? See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JANUARY 22, 2016

Companies who were duped into believing that “everything had changed” and that “nothing that used to work still works anymore” experienced a wake-up call once these wonderful new methods didn’t deliver the promised results. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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

AUGUST 5, 2016

It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. What pushback have marketers had to the idea of working the entire funnel? Absolutely.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

AUGUST 20, 2018

Why Doesn’t It Work? 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. Sales reps need leads that have been carefully qualified and properly and consistently nurtured increasing the likelihood of a sale.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

MAY 20, 2014

My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. 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

MAY 18, 2016

It works like this: Revenue desired (or required), minus revenue expected from inbound marketing, minus revenue possible from nurturing inbound leads, equals the GAP, or the shortfall that needs to be addressed. So, proactive outbound (including telephone calls) works if CXOs or other senior level executives are your target.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

JULY 30, 2013

Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. If I just plug in the technology, I’ll win a lot more deals — but the reality is it doesn’t work.”. A salesman does his best work before he even starts to sell? Sell less, win more.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

AUGUST 17, 2011

While this works organizationally, it requires little to no critical thinking. Ideal deployment puts the best rep with the best prospect at the best time. What works in one situation might not work in another. If Joe is your top salesperson, should he work Company A just because it’s in his territory?

Work Management 120

Work Management Training Verticals Sales Qualified Leads 120

ViewPoint

NOVEMBER 29, 2016

Just 42% of marketing qualified leads are accepted and worked by sales. One of the reasons that we are in the pickle we are in is because, in my opinion, CEO’s are not doing the best job they can leading their companies. The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota. Sales is mad.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

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)? There’s a lot of work to be done to move leads through the pipeline to the point they’re ready for sales, and marketing must accept the fact that sales won’t (and shouldn’t be expected to) take these tasks on.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

MAY 24, 2016

True leads require a lot of work—and that work doesn’t come cheap. While it can be difficult (due to discussions over “attribution,”) it is possible to isolate and then optimize cost per lead, per sales accepted lead, per sales qualified lead and per closed won deal with a little work—and it well worth it.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

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. Exciting when it works. This will provide insight that goes beyond their work history and education. Most of the time it doesn’t. Don’t give up too soon.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads 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. Each is expected to do their best in their area of expertise. Communicate what’s working, what’s not working. Respect of Teammates’ Skills. Celebration.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 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 5, 2017

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. You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. Not 50 things.

B2B Sales 136

B2B Sales B2B Marketing Tips ABM 136

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.". I whole-heartedly agree with Julie! Is sales development about hiring some young hungry kids to bang on the phones?

Lead Ranking 149

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

ViewPoint

FEBRUARY 26, 2016

At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads. An allbound approach enables prospects to engage with your company in the way that works best for them while targeting the right market or markets. Where will the remaining 65% of your leads come from?

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MARCH 24, 2015

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. Tip 1: You have to BELIEVE prospecting works. These are the folks who conspire to tell you that prospecting doesn’t work. Part 2: Tip #2 Commit to It. Simplified.:

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

APRIL 10, 2014

Why Cold Calling Still Works. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work. Cold Call Timing. Peak Interest Timing.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

MAY 27, 2014

Thanks to a LinkedIn post by Howie Sholkin, former IDG communications guru, I was directed to a sprightly Mediapost essay titled, “Why content marketing probably won’t work for you.” ” Authored by Tom Goodwin, founder of the U.K. agency Tomorrow, the post asserts that content marketing is “a totally doomed area.”

BtoB 120

BtoB Content Marketing Advertising Agencies Paid Search Agency 120

ViewPoint

DECEMBER 10, 2013

Make People Want to Work for Your Company. Click to start video at this point — One of the best ways to obtain and retain successful salespeople is to create a company that people want to work for. Create a short video that shows your office and the people who work in it. But that’s just the first thing.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. Taking out (and keeping track of) Not Qualified accounts means we have less work to do the next touch cycle—making it more productive. No testing. Everything is testable.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

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

ViewPoint

FEBRUARY 12, 2013

Not after work if hanging out socially. Review lead scripts, web content in development, webinars in development, videos in development, best practice documents in development, talk about marketing automation in their terms not marketing terms, make them part of your team, your process. That’s time to get to know them as people.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

APRIL 19, 2017

Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. This is too “me” and not enough “you” focused.

Conference 149

Conference PointClear Cold Calling Work Management 149