ViewPoint

MAY 11, 2017

I asked my contact how he thought a company could provide the same level of service for half the cost. Suppose you are going to build a house and one builder quotes $200 per square foot and another builder quotes $100 per square foot. Are you automatically going to select the builder that says they can build for half the cost?

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

AUGUST 30, 2016

Every business is a bit different; however, people buy things to solve business issues based on the solution fit, the reputation of the company selling the solution AND the effectiveness of the sales person. The sales skills required to effectively solve business issues for any solution can be documented and communicated for any company.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Ranking 136

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. He landed a huge lead for our client (with a $1 billion company). Following is how we build a cadence for a client: Execution Strategy.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

APRIL 19, 2017

His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. I’m able to reach many more companies and salespeople through my video streaming programs. Provide insights to make prospects unhappy. What should they change?”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 14, 2017

Use a series (three) of carefully scripted voicemails followed by emails that build on each other. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? Leave your telephone number twice. Both times state your number slowly enough that the prospect can write it down. Be persistent.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. 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.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Many companies leave 65% or more of the leads they could have generated on the table by ignoring these non-lead outcomes (often called dispositions).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Building a lead-to-revenue process that results in real revenue transformation requires more than temporary remedies. So how do you know if your company needs a lead-to-revenue assessment? Purchased technology to score and nurture leads.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

OCTOBER 12, 2017

Because half of those sales will fall into next year (building next year’s pipeline), double it again. If they just can’t or won’t do it, turn to an outside company to qualify the leads and give the reps only sales-ready prospects. Now you need 6,000 total raw leads. If you have 40 sales reps, each needs 150 leads per year, or 12.5

Forecasting 166

Forecasting Sales Qualified Leads Leads Lead 166

ViewPoint

NOVEMBER 29, 2016

I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. 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. Dollars are squandered. Sales is mad.

Lead Ranking 120

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

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 ABM Account Based Marketing 120

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.” But can you build enough content and who will come? Lead Quality Drives Increased Revenue.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Gather the revenue influencers in your company—CEO, marketing, sales, operations, IT—to gain insight into the way your internal teams work together. Step 1 – Revenue Influencer Feedback.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 120

ViewPoint

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. To disposition 1,000 companies for this client, we would need to invest 9,820 touches and that effort would yield about 50 leads. What Is a Multi-Touch Cycle? They are not “salesy.”. Know When to Move On.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 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. What B2B Companies Did Well in 2015? Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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 Marketo B2B Marketing and Sales Blog. Are You Selling At Every Level?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

APRIL 26, 2013

Amy Guarino says marketers should follow along as a prospect journeys through the company’s various channels. This practice will return detailed insight into ways to improve the company''s processes and additionally help lessen the number of leads that could be dropped in the hand-off from marketing to sales. Via Marketo.

BtoB 120

BtoB PointClear B2B Marketing Lead Ranking 120

ViewPoint

DECEMBER 16, 2016

Should your company be all in on inbound marketing. I don’t have to scope their needs or build consensus on the purchase. ITSMA - 78% of executives are willing to respond to unsolicited outreach from companies, if it contains ideas that are strategically relevant. Short answer: no. Don’t wait for them to contact you.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

JULY 9, 2013

She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Click to start video at this point — Instead of going in the marketplace with one solution or one methodology to be successful, Lori has found improvements to companies existing methodolgies to be successful.

Lead Ranking 120

Lead Ranking Lead Scoring Thought Leadership Sales Qualified Leads 120

ViewPoint

FEBRUARY 24, 2016

. : "Where I’m from, it’s the chief executive’s job to determine and articulate the company’s strategy. If the CEO does his or her job, there will be a common definition of a lead and clear market definitions… these are missing in most companies today. Do you find companies thinking that that's all it takes? But it isn’t.

Lead Ranking 149

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

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. Translate this into a company’s departments where the failure of one department causes a zipper effect of partial failure to make or sell a product.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

JULY 17, 2012

I don’t have to scope their needs or build consensus on the purchase. Not much different from how a typical consumer goes about buying a new car—how would you feel if you spent three hours online building the exact replica of the car you wanted to buy (make, model, engine, add-ons, color, ETC.), This is not an anomaly.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

FEBRUARY 26, 2013

ITSMA’s member companies see this every day. 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.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

SEPTEMBER 13, 2016

The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. If you wait until there is an active opportunity, it’s too late.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation. Jim is seeing a lot of companies lifting off as a result.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

MAY 23, 2013

Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 Christopher Hosford of BtoB Magazine covered the launch of Internet Week, where marketing and technology departments joined for mutual benefit and company advantage. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

MARCH 16, 2011

How can they go to a show, or commit to any lead generation program without knowing how the desired end result will contribute to the sales goals of the company? The bigger issue is, how can the company president approve a budget without knowing the expected results and how that supports sales efforts?

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource). Whether the company conducts e-commerce (ALC).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. And that is whether the company is big or small. But, in summary, here are the three things companies must do to improve return on marketing and sales investments: Agree on your market, media and message.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. This was my first visit to the company and she wanted my help to create a strategic direction for the company. This is what happened.

Planning 120

Planning Marketing Plans SWOT Work Management 120

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. A hand raiser isn’t a real lead (that is, sales qualified) until they’ve had engagement with a representative of your company to find out the answers to the questions above.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 25, 2011

I really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center. Lead Nurturing is the art of building a relationship with purpose. That's up to what you do in an effort to build a relationship [read nurture]. Sharing great content.

Lead Gen 120

Lead Gen Emarketing Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 15, 2013

Some hightlights of the study: “TuneIn is a Palo Alto company that aggregates online radio stations and streams to more than 40 million active listeners.”. A few of the executives we have interviewed: Jill Konrath of Selling to Big Companies. It’s a powerful way to build community and gain mindshare.' Phil Fernandez of Marketo.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

JULY 7, 2015

My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? I don’t believe most companies have turned the corner. Here’s why: Most companies don’t have a documented content marketing strategy.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120