ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. See this blog for a build vs. buy analysis that takes that argument off the table.). To build value-based relationships, you primarily do two things: Understand the account and the relationships you need to have.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 Some Additional Take-aways.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. Following is how we build a cadence for a client: Execution Strategy. Business Day. The voicemails and emails build on one another.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

SEPTEMBER 28, 2018

It takes time to build the brand : Whether it is your company name or your name, it takes more than a few episodes to build a following. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets. With each succeeding show you gain listeners, followers and a reputation.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

FEBRUARY 14, 2017

Use a series (three) of carefully scripted voicemails followed by emails that build on each other. People are busy, but if you have a quality message you will get your share of call backs. Both times state your number slowly enough that the prospect can write it down. Each in the series should be related, but different. Be persistent.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

DECEMBER 8, 2016

What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship. Yes, you can build a relationship with someone through voice mail messages.”. If we’re going to get voicemail more than half the time, let’s change our attitude about it.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. How many people are so busy staring at their phones that they’re ignoring the human beings in front of them? That’s our job.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

DECEMBER 7, 2017

It’s as if they wanted to develop a product, get investors, build a website, hire salespeople, ignore marketing people and then intentionally hide from anyone who doesn’t want to buy immediately. Voice mail boxes are a reasonable business expectation. A dial-by-name directory on your phone system is required.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. For example, in some very large existing accounts, sales has a great handle on the account and will look to partner with marketing to help drive the business and relationship.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 18, 2013

According to Andris Zoltners, PK Sinha and Sally Lorimer, the authors of Building a Winning Sales Management Team: The Force Behind the Sales Force , sales, "continues to be one of the most poorly understood and under-optimized areas of business." Via Harvard Business Review online/HBR Blog Network.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

NOVEMBER 16, 2017

Is she all-business with no patience for chit chat? Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth. He is also well-versed in coaching, sales management, and team-building, as well as marketing and public relations.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

JUNE 24, 2016

We talk about how to build credibility, how to earn trust, and how to engage with a customer before there’s an RFP or a deal on the table. The co-authors recently shared some insights with me about their goals for the book and its readers. How did the two of you decide to collaborate on this book?

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 29, 2013

If not, now is the time to take a good look at your business model and make the needed adjustments to adapt to the upcoming generation of consumers and employees. A good referral contributes to sales and toward building lasting business relationships. Via Small Business Trends. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

JULY 16, 2013

Build it and they will come.” But can you build enough content and who will come? Business pain(s) uncovered/validated. For more information on qualified leads please download our White Paper— How to Build a Funnel Full of Solid Gold Leads. Decision-maker engaged. Decision-making process and timeframe documented.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. Documentation of environment.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JULY 20, 2016

As an example of a touch cycle, an extreme one, a couple of years ago we provided our services to a global business process outsourcing company that asked us to reach the CFO at the top fifty utilities in the USA. I have wanted to talk to you but I have been extremely busy. What Is a Multi-Touch Cycle? You are my conscience.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

AUGUST 21, 2012

This occurs in buildings (think Hyatt Regency Walkway Collapse—Kansas City ii ) when one structural member fails and one after another, braces, beams and flooring come down. The contributing factors for the unzip: No business rule which mandates 100% follow-up. No business rule which mandates measuring the ROI for lead generation.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. Simplified.: And now for an overview of some of my favorite chapters….

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

SEPTEMBER 24, 2013

Build on it." Build the need yourself. They then need to determine the sequence of events that need to happen in order for the buyer to do business with us. My final note: Demanding BANT qualified leads ensures that you are going to be competing against an entrenched vendor that has probably already won the business.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 23, 2011

All of these approaches share with personal calls a number of characteristics like educating, nurturing, establishing thought leadership, building credibility and proving value. This interplay—when characterized by openness, honesty and transparency—creates and builds long-term business relationships. Understanding.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 17, 2014

Several PowerViews'' alums also shared their thoughts on the subject: including AA-ISP founder Bob Perkins who said: "I will quote a dear friend, Antarctic Mike, who said, ''Finding net new business is the fuel of champions.'' There is something about hunting down new contacts and business that fuels the engine of top sales reps.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

DECEMBER 17, 2013

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively. Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

OCTOBER 31, 2011

For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Crazy-busy people read their email with their finger on the delete key. Make sure your email mentions an important business objective, strategic imperative, issue or challenge. Relevance is essential.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

DECEMBER 16, 2016

I don’t have to scope their needs or build consensus on the purchase. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. This is great; this customer just told me what they want.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

AUGUST 15, 2013

A great teacher focuses on those strengths and helps the student to build on them. These four principles applied in Navy SEAL training can be applied to business leaders. It’s that time of year again, “back to school.” As great teachers know each student has different strengths. Like great teachers, sales leaders should do the same.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

AUGUST 30, 2012

He cites the work of Nick Panayi, Director of Global Brand and Digital Marketing at the large consulting firm, CSC, and how he has created a culture of content marketing: sharing, lead nurturing, and a highly interactive site that’s hugely social and building content on a by-the-second basis. There are all these things we’ve got to do.’

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

DECEMBER 6, 2011

Reading is the Fast Track to Business Acumen. And the fastest way to be more valuable to your clients is to possess the business acumen, the situational knowledge, and the ideas that make a difference in their businesses. You can learn to understand how business works, you can learn the fundamentals by reading.

Television marketing 120

Television marketing B2B Sales Class Consulting 120

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JULY 30, 2013

Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). Below are some choice takeaways from the full interview, which can be viewed in its entirety below. Unselling: The Less You Sell, the More You Win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

FEBRUARY 24, 2016

movement harshly declare that proactive targeting and prospecting for new business is dead. New business. New business and existing customers. In fact, Aberdeen research shows that 60% of leads, on average, still come in through outbound marketing efforts – vs 40% from inbound.". From Mike Weinberg, New Sales. ABM is not new.

Lead Ranking 149

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

ViewPoint

FEBRUARY 26, 2013

Salespeople should be encouraged to turn discomfort into an opportunity to learn and connect in order to build a sustainable relationship. Even the most senior people in many companies can’t make a decision without several rounds of consensus building, even among subordinates. Err on the side of flexibility. Remember the group.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

FEBRUARY 23, 2018

They’re seasoned pros who’ve seen a lot in the business world, and who’ve been with us for an average of 4.1 The touch cycle or cadence for this client was 12 touches over 10 business days. Voicemails and emails build a story to encourage response. Over the past two decades we’ve worked hard to crack the code on this.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. That’s something I’ve found in my research about how top performing businesses do their thing so well. They need better business skills—and to be able to create the demand and be more proactive in outbound.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 20, 2011

If you aren’t “front of mind,” you run the risk of missing the opportunity to compete for your dream client’s business. When they are satisfied, do you provide them with ideas that they can use to further their business? Do you give them competitive intelligence they can use to make better decisions?

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship?

B to B 120

B to B netFactor Media SEM 120

ViewPoint

SEPTEMBER 26, 2011

His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. But that doesn't mean you can't find buyers and get serious business done.

Facebook 120

Facebook B2B Marketing Planning B2B 120