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

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. Do you have a resource from your sphere to share?

PointClear 120

PointClear B2B Marketing BtoB B2B 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. Be an Invaluable Resource. Do 8-12 touches (via email and phone) over a 4-6 week time period, with each contact building off the previous one. Provide links to resources. Launch a Campaign.

Tips 120

Tips Work Management Sales Cycle Guidelines 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. You can connect with Peter and learn more about his work via the following resources: The Complex Sale Website: www.complexsale.com. In reality, the more you sell, the less you win. Stay Tuned.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 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 Do you have a resource from your sphere to share? The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via BtoBOnline.

B2B Marketing 120

B2B Marketing BtoB 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

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

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

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

MARCH 22, 2011

The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. While being pitched as building loyal relationships, CRM has been much more commonly implemented as a technique to extract value from customers (and prospects) as efficiently as possible.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

AUGUST 23, 2012

He continues, “That means that all this activity, all these engagements, all these resources applied—and six out of ten times, the majority of times, people say, ‘I think I’m still OK.’ As important as the “why you should pick us” conversation is the “why change” conversation that helps unstick or loosen the status quo.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JUNE 8, 2012

She adds that an important way to do this is to focus on what Don Peppers and Martha Rogers call trustability—proactively building a trusting relationship with your customers. Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 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. Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JULY 7, 2015

Someone may have viewed a variety of resources on your website, but as an aggregate, what intent does their viewing indicate? B2B marketers require a new set of enabling capabilities to help them identify “in-market” buying signals and purchase stage indicators of both their prospects and all others who fit their ideal customer profile.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. Build on Process Optimization (RPM 1.0) – Add the Sales Experience (RPM 2.0). You can connect with Bob and learn more about his work via the following resources: Bob’s Email Address: bob at customerthink dot com.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

OCTOBER 11, 2012

It really truly is about what are we doing to communicate with them and really help shape the conversation and get involved in the dialog from an educational standpoint—and not always be so ready to sell.”. Recommendations: Invest in Your People & Get into Your Buyer’s Shoes.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. The process doesn’t end with a single round of data cleanup, segmentation and prioritization.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

SEPTEMBER 4, 2018

The sales opportunities generated from these small tests will reveal predictable segments that warrant building full marketing programs. The test phase confirms the market segments that are more likely to buy and are therefore worthy of marketing investment and resources.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

JULY 21, 2011

A primary advantage of a proactive outbound approach lies in the way a company can reach out early to connect with a qualified decision maker and begin to build a business relationship. SQLs and closed deals) at risk. High-investment offering.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

APRIL 13, 2012

” He notes senior executives are involved at project start when they ask resources lower in the company to do research and then again at the end when it’s time to narrow down choices, make a decision and commit the budget. Marketing: Be provocative and make social media systematic. Jeff Ernst's research at Forrester.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 5, 2015

The conversation was based on their last engagement, and we concluded the call by asking the prospect if the IT provider could serve as a resource. Remember, you’re not trying to sell prospects, you’re trying to help them. We reviewed each one to identify what motivated them and then phoned them. What do I see in the future?

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

MAY 2, 2012

For named accounts, you want to be using social tools for different purposes: researching and building an organizational map to reach the right people. Really the essence of inbound marketing is content that attracts people who are looking for help or advice or answers. The Challenges in Measuring Social Media ROI.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

NOVEMBER 20, 2012

Changes in managing roles and allocating resources. Shifting Sales Resources to Align with Prospect Buying Dynamics. As a result, Bob says the issue the issue is allocating resources to make sure that when salespeople do get involved, it’s in a very high value-added way that can’t be duplicated in a low-cost way over the web.

Process 120

Process Allocation Marketing Management Peer-to-peer 120