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. He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value.

Conference 149

Conference PointClear Cold Calling Work Management 149

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.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 26, 2013

The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. Salespeople should be encouraged to turn discomfort into an opportunity to learn and connect in order to build a sustainable relationship. That’s not the case in much of the world.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

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.". . : "Many in what’s called the Sales 2.0 Simplified. : "Trust me. New business. Drives pipeline creation.

Lead Ranking 149

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

ViewPoint

JULY 21, 2011

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. Marketing became further educated when they asked sales about the customer buying process and the sales selling process. Emails often get lost.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120