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

MAY 13, 2016

A couple of years ago I wrote a blog for Salesforce.com about lead definition. 117 appointments with people in the right companies who may or may not have any need or authority to buy. Brian’s blog continues: “ULD doesn’t need to be complex. All because the CEO did not insist on a common definition of a lead.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JULY 7, 2015

14 industry experts responded with excellent feedback that we'll share in three separate installments (displayed below)—plus one clever response from Jim Obermayer that we felt justified a blog all its own. Others are making adjustments such as investing in next generation predictive lead scoring systems that address group buying (vs.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

OCTOBER 21, 2017

People change jobs, big guys buy little guys. Big guys buy big guys. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

JUNE 2, 2016

In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. What sort of impact has nurturing had on your sales activity?

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 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. In the next blog in this series we will discuss how to proactively drive more marketing sourced revenue. It helps that senior executives are 2.5

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

JULY 26, 2018

They know prospects will buy from people and companies they know, and companies with applications like theirs. With the final edited version of the podcast replay and the transcript, Jane can push the content to the blog writer to use in an upcoming blog entry. Social media.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 29, 2017

People change jobs, big guys buy little guys. Big guys buy big guys. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

MARCH 19, 2018

True, most of the articles on marketing analytics demand that the topic requires immediate attention, and in so doing, they imply that their (fill-in-the-blank system, software, consulting, book, blog) will teach you how to do it. So, my advice to this marketer?

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? Will it bring another evolution in the ever-changing buying and sales processes? Via Selling Power Blog. Inside Sales Power Tip 118 – Share Insight.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JANUARY 27, 2017

What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Is that past deals, by your definition, that have been nurtured and are now ready to buy (qualified by sales definition)? Go to this blog to read more.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. go out and buy it. Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy. Miles Austin – Fill the Funnel, Inc.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JANUARY 22, 2018

In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.” This blog , by Frederik Jonsson, is interesting as well as entertaining. According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

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

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects. Ready to Buy Leads, Do They Exist? There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

NOVEMBER 8, 2016

I've written many blog posts on the fact that cold calling isn't dead. It is definitely not dead, but your company might be if you buy into the hype. Using these gold calling techniques will help you have faith in the cold calling process. Their company does not force them to. Call it what you want. Gold Calling, Cold Calling 2.0,

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

JULY 17, 2012

Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights. ” “Inbound rules. Stop interruption marketing.”

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Video] Why Prospects Avoid Making Buying Decisions. Watch to learn her advice on a common sales challenge and how to potentially overcome it and influence the buying decision. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. In fact, you might think in terms of two parallel streams.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

SEPTEMBER 24, 2015

There was so much great feedback I’ve divided the responses into a five-part blog series. Buy more lists! Look for accounts that are most likely to buy now—those with the greatest potential revenue. Think about the CFO, procurement, and legal, and how will they each need to be involved to get your deal through buying consensus.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

JUNE 30, 2015

Prospects who admit to a short time frame to buy go directly to reps; others may need to be further qualified. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Telemarketing scripts. CRM and marketing automation systems.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

FEBRUARY 23, 2012

I’m an avid reader of Bob Apollo’s “Accelerating Revenue Growth” blog. B2B marketing teams are in a state of paralysis—so risk averse that they are buying into useless pay-for-performance options that exacerbate the problems Hugh talks about.

Top of Funnel 120

Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

AUGUST 18, 2015

This necessary first step creates a better buying experience and drives real and lasting revenue growth. If you are not sure where to start, check out part two of this blog for some suggestions. Today's blog was submitted by Pam Hege. Data quality. Nurturing workflows. Content creation and usage. Pipeline management.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

DECEMBER 14, 2016

Per Bob Apollo , simple formulas such as “BANT (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. You can also check out this blog covering why ABM does not require new technology and does not need to be complex. Firmographics (revenue, # of employees, # of locations…).

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

APRIL 19, 2017

Buy them both. She gave the example of one blog post that had tens of thousands of readers but produced no business, another post had 17 readers and resulted in revenue for her business.). I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JUNE 23, 2015

Most companies are too poor to buy anything twice but that’s what most of them do. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. But then they’ll spend the least again and get the same result.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

NOVEMBER 27, 2012

People won’t listen to you, or buy your thing…or participate in meaningful ways in a Group unless you FIRST create meaning for them. People don’t want to buy into passion, personality or “brand culture.” People don’t want to buy into passion, personality or “brand culture.” Photo credit: anumodbalan.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Anthony Iannarino (The Sales Blog). BANT is dead.".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 16, 2015

Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events).

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

MAY 12, 2015

This conversation took us down the road that explained average buying ratio of raw leads (45% were buyers), qualified leads (20-40% higher), and then proposals (30-59%). Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are salespeople relegated to the last one-third of the buying process? Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

OCTOBER 30, 2012

I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Contrary to what “the experts” say, knowing how to be engaging within LinkedIn groups or telling compelling stories on your blog is not the key to generating leads and sales. In my case, I blogged but also used LinkedIn in a new way.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. Tony Jaros, Sirius Decisions, talked about “Establishing Presence at the Earliest Stages of Buying”. Buying cycles are changing. For more insight into some of today’s toughest sales and marketing challenges, visit our blog.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. At every stage you must ask yourself, realistically, whether they are likely to buy anything, whether they are likely to buy from you, and whether the opportunity is worth winning.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120