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The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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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.

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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

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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.

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PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact

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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.

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PowerViews with Tony Zambito: Buyer Predictability

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This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Click to start video at this point — The ability to build a model of your buyers and to predict their behavior will be a key differentiator between successful companies in the near future.

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Culture Always Wins: Closing the Cross-Cultural Sale

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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.

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PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

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But improvement is needed in getting there: “I still don’t think there are a lot of marketers who understand here is step one, step two, step three, and here’s the practical change we have to bring to our organizations in order to have a buyer-centric view and a buyer-centric environment and culture from our company perspective.”.

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PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus

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Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele. Companies will quickly reach a limit on the number of people interested in following them with this approach. Social Media: What's Hot? It's got to be a solid budget item".