ViewPoint

MAY 24, 2016

In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue. I tell them that they need a whole lot more information than that (decision makers and influencer data and business issue, compelling event and a sense of urgency) to call a lead sales-ready and worth sales’ time to pursue.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

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. No more making them “earn” the right to information. All of their efforts will be focused on converting these accounts from contact information to paying customer. Matt Heinz – Heinz Marketing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. No, not at all! Tom Hopkins.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MAY 20, 2014

In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. B2B Marketing Marketing Strategy Guest Blogs' Sales Ops looks backward in most instances (at historical sales results), with an eye to the future for hiring, expansion and reporting.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

DECEMBER 8, 2016

He has been reaching out to the regions, collecting information on their needs and pain points. For information about what to say, how many voicemails to leave and recommended cadence – reach out to me through this blog. The DRM has only been there a couple months, but this is a priority. Multiple voicemails, in fact.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

MARCH 27, 2014

A blog accompanying the podcast provides a link to this data. More information and links in the blog. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

MARCH 7, 2018

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. Learn to mirror the other person’s information and emotions by paraphrasing key points.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MAY 28, 2015

I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement. (For The important thing is that the information is and detailed.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

OCTOBER 21, 2017

Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent. Remember: Lists suck. List testing is cheap and a no brainer.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

OCTOBER 27, 2016

The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” We will talk about the judicial branch below. How true.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. Via OpenView Blog. Motivate Your Sales Team with These 13 Ideas That Work.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

MAY 17, 2018

Go to this CustomerThink link for more in a blog called “Lists and the Rest of the Story.” The most important lesson from that blog is that everything (including lists) is testable. See this blog on market segmentation for more information. More on that to come. Option 1: Contacts (Name, Title).

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 22, 2015

The remaining four stand-alone blogs will follow. You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. It may be that contact information and marketing intelligence OR leads come before revenue. Absolutely right, Ardath!

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

AUGUST 18, 2015

Once you do, you’ll have the information you need to diagnose and repair the path to conversion and sustainable 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.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. Blogging is not about pushing out information. It is about responding to the interests of your market.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

DECEMBER 3, 2013

Salespeople are using specific information about what they can do for a client’s business plan. Blog: www.esresearch.com/blog. In addition to a number of company consolidations, including Miller Heiman merging with Channel Enablers of Australia, Dave said selling has changed dramatically. Many Salespeople Are Not Qualified.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

MARCH 29, 2017

Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent. Remember: Lists suck. List testing is cheap and a no brainer.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

JUNE 18, 2013

An inquiry is a name with some information (title, phone number, email, company name), but little else. A genuine sales lead has qualifying information. The value of inquiries is initially judged by the amount of BANT information they contain. Those with qualification information (BANT) can be sent to Sales immediately.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. Be in those online communities offering advice, solving problems, and sharing information. 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

JULY 16, 2013

The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Their main concern was how vendor bias would impact the information quality. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MARCH 24, 2015

Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. Mike’s passion is backed up with information that is clear, direct and concise. You’ll walk away informed and, dare I say, inspired. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

DECEMBER 10, 2013

With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

MARCH 2, 2011

He blogs at [link]. Blogging, engaging, listening to customers on Facebook or Twitter. ” You're tweeting, blogging, posting updates on Facebook. What actionable information does each interaction produce and where does that information go? Do interactions even produce actionable information?

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Paul Gillin | Paul Gillen Blog. Voicemails are a waste of time. Outbound calling is interruption marketing.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. So, how much do you think a lead should cost and why?

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

MAY 12, 2015

Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). 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

APRIL 28, 2015

In this blog we'll tackle #3: How to appropriately follow up on a lead. You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). Review all information provided. They simply don’t know how to follow-up a lead.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

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. For more information, check out this blog about the four revenue sources that most ROI calculators miss.).

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JULY 24, 2017

Dean called me to ask for more information for Mike Smith. This blog talks about how to triple your return on marketing campaigns with scientific nurturing. no email just vm. follow up voice mail. follow up voice mail. email to request call back. I'll be on vacation from 24 Aug to 2 Sep and will have limited access to email.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. The amount of data available to marketers today can be overwhelming. Inbound marketing is tough to scale.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

FEBRUARY 24, 2016

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.". From Mike Weinberg’s book, New Sales. I whole-heartedly agree with Julie!

Lead Ranking 149

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

ViewPoint

OCTOBER 29, 2013

There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. In the meantime, allow the information you’ll want to peruse to condense. But he didn’t completely disown it, either.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

JUNE 20, 2011

Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. Over at The Sales Blog, I write about dream clients. We are honored to have Anthony Iannarino as a guest blogger this month.

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

AUGUST 14, 2013

Have you written a new blog post? Twitter is more of a running conversation, where people relax and divulge more personal information. Leveraging social media is a familiar tactic for individuals. Then go on Facebook and let your friends and family know. Have you reviewed a new book for The New York Times ?

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

OCTOBER 31, 2013

Each interview is available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Twitter is more of a running conversation, where people relax and divulge more personal information. Today''s Featured Guests.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

OCTOBER 24, 2011

Chatter essentially provides a private social network that promotes collaboration, connects people quickly and accelerates information sourcing and sharing.

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Lead Generation PointClear Sales Qualified Leads Generation 120