ViewPoint

FEBRUARY 8, 2016

I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” I’ve seen some CMOs come in and not take a job unless the executive team and, in some cases, the board signs off at least verbally that they will invest in building the engine the right way.” Build an All-Star Roster. Matt Heinz.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

APRIL 11, 2018

Following is how we build a cadence for a client: Execution Strategy. However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles. The voicemails and emails build on one another. More About How Our Cadence Works.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

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. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

SEPTEMBER 13, 2016

In my opinion, marketing should be helping sellers get into conversations earlier. I’ve helped my clients do so.”. How are you helping them uncover and/or reframe issues they have in their business? The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

APRIL 26, 2013

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. Build A Content Hub That Converts. Via Marketo. Via BtoB Magazine.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

NOVEMBER 16, 2017

My PointClear peers and I have learned as lead generation professionals that adapting a prospect’s style of communication is helpful for immediate acceptance. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

DECEMBER 16, 2016

I don’t have to scope their needs or build consensus on the purchase. Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

AUGUST 18, 2015

Building a lead-to-revenue process that results in real revenue transformation requires more than temporary remedies. The truth of the matter is the majority of B2B companies today need help streamlining and optimizing their lead-to-revenue process to hit the marketing and sales goals. Purchased technology to score and nurture leads.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

AUGUST 29, 2013

The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. A good referral contributes to sales and toward building lasting business relationships. Via DemandGen Report. Ninety-Nine Tips for Prospecting SMBs. Via Radius. Via Score More Sales.

B2B Sales 120

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

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

DECEMBER 7, 2017

Hi, this is sales; how may I help you?”. 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. No other choices were given from the automated attendant. I pressed 1, as sales is usually staffed.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

JANUARY 26, 2018

This process saves money, increases revenue and helps build a valuable prospect database. Instead of starting over with a fresh list of 1,000 suspects and generating another 50 leads, you can contact 820 Pipeline + Nurture + No Response prospects and generate an additional 104 leads. What else do you recommend?

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

MARCH 11, 2014

She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. This, of course, shortens the sales process and helps you stand out from the competition. But how do you go about getting good, solid referrals? We addressed that question—and more—in our chat.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

JULY 16, 2013

Build it and they will come.” But can you build enough content and who will come? The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

AUGUST 15, 2013

A great teacher focuses on those strengths and helps the student to build on them. Great Sales Managers Inspire and Motivate … Just Like Great Teachers. 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

JULY 9, 2013

In her work she''s found so many companies with interesting solutions that she couldn’t find flaw in, that she decided to work with what people are using if it is generally moving them forward, and help them tweak their results and make improvements to some very basic things she feels many sales leaders and company leaders are overlooking.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

JULY 17, 2012

I don’t have to scope their needs or build consensus on the purchase. Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 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

In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. That’s right: the more you sell, the less inclined the client is to listen. In reality, the more you sell, the less you win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 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

APRIL 17, 2014

And they want to learn more about how you can help grow their businesses. Good salespeople know how to build qualified pipelines. Good salespeople know how to build qualified pipelines. We need their help more today than ever … just not with qualifying leads.". It sounds so good (so easy), and so we jump.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 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

JUNE 15, 2012

This approach helps them ask better qualifying questions, separate valuable leads much faster, and create value from the start. He cites research he’s done that shows any contact after the initial inquiry helps push up the closing ratio by as much as 50%. Recommendations to Close More Deals in 2012.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

AUGUST 2, 2012

One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation. The success of this approach hinges, of course, on managers from both teams setting processes and guidelines that help to ensure success.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 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. Prospects get a sense for how knowledgeable and helpful the provider can be in addressing their challenges. Understanding. Immediate back-and-forth dialog.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 20, 2011

Reminding your dream client who you are and what you do is helpful. How do you help them? When they are evaluating their options, do your nurturing efforts provide them with information as to how you have helped others in their position to make the business improvements that they now seek? You must do more.

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

MARCH 16, 2011

Marketing must help guarantee this number and keep building the pipeline. How many inquires and qualified leads will you produce to build the pipeline and what’s the cost.” We have a pipeline that is averaging $150 MM and our close rate is 25% so $37,500,000 will convert.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 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 The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

DECEMBER 6, 2011

Reading about business in any form helps you to think like a businessperson. It builds your repertoire, improving your ability to understanding and your ability to converse with business people. These books, and dozens of others like them, help you to understand your world. They help you to understand human psychology.

Television marketing 120

Television marketing B2B Sales Class Consulting 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Your Organization Needs Buyer Predictability.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

APRIL 25, 2011

Lead Nurturing is the art of building a relationship with purpose. And why do you think you'll suddenly pop up on their shortlist if you haven't been there, being helpful, all along? That's up to what you do in an effort to build a relationship [read nurture]. Using 3 rd party content helps to promote that third party.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 10, 2011

A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. This education centers around tactics such as is lead scoring, creating email campaigns, building landing pages and tracking new metrics.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

OCTOBER 31, 2011

As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Do 8-12 touches (via email and phone) over a 4-6 week time period, with each contact building off the previous one. Launch a Campaign. Provide links to resources.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

FEBRUARY 23, 2018

PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Voicemails and emails build a story to encourage response. That’s why it’s important for Marketing and Sales to have a tool that helps determine the right level of tenaciousness. Let us help you light the fire.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 22, 2016

You can read the complete report by clicking the link above, but here is a sampling of responses from me and other experts: Chris Ashley – Kissmetrics: Sales professionals that previously relied on building rapport over the phone will need to adapt and learn how to utilize current technologies to open those same doors….

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

OCTOBER 27, 2011

Scott wins because he is building relationships. Useful content is that which provides help in an impartial manner. Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). This is a win-win-win situation. Dell wins because clients connect with Scott.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

OCTOBER 13, 2011

If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough. Outside firms can’t know what we know, so how can they help us?

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120