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. The co-authors recently shared some insights with me about their goals for the book and its readers. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

OCTOBER 19, 2017

Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. How do your well-compensated sales reps perform (and stay motivated) while you’re filling a vacant set and getting the new hire up to full productivity? How can this be? We’ve done the math. We’ll share it with you.

Lead Generation 149

Lead Generation Cost PointClear Generation 149

ViewPoint

DECEMBER 7, 2017

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. And then one day you call the direct secret number given to you and the number is no good. What a surprise!

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

SEPTEMBER 13, 2016

Deb Calvert, People First Productivity Solutions , President. 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.”. The earlier the better.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

NOVEMBER 16, 2017

After all, the product or service that I represent can be of great value to them. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. He is also well-versed in coaching, sales management, and team-building, as well as marketing and public relations.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

APRIL 26, 2013

Build A Content Hub That Converts. B2B marketing exec, Michael Brenner confirms that today’s B2B buyer is overwhelmed with the amount of product-centric content on the web. He shares eight steps to build a content hub that centers on providing useful information to your buyers. Via Marketo. Via BtoB Magazine.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

APRIL 18, 2013

Sales teams are expensive, complex and powerful, so they should be made as productive as possible. While focusing on customers'' needs is important, companies also should attempt to build a culture that supports the sales organization’s efforts. Are You Paying Enough Attention To Your Sales Teams? Are You Selling At Every Level?

B2B Sales 120

B2B Sales PointClear B2B Opinions 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 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

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. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

MARCH 16, 2011

Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. A company president I know said to his marketing manager, “We have to sell 5,550 XYZ products this coming year. Two people raised their hands. 25% is a common response.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. A teaser video followed by a gated series offer that launches a marketing automation solution can result in building quality leads. Via BtoBMagazine. Only 16 Percent of B2B Consumers Prefer Live Webinars. Via ClickZ.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

APRIL 17, 2014

Leads are people who express interest in discussing your product or service. Good salespeople know how to build qualified pipelines. ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.".

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

OCTOBER 31, 2011

Your product or service may be a commodity, but you're not. Avoid sales hype and focus on business issues such as: "Quick question re: outsourcing initiative" or "Reducing product launch time.” Do 8-12 touches (via email and phone) over a 4-6 week time period, with each contact building off the previous one.

Tips 120

Tips Work Management Sales Cycle Guidelines 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. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

SEPTEMBER 24, 2013

Build on it." Build the need yourself. In other words, what environment is the purchaser in and how can a sales person leverage that context to make a compelling case for their product or service?". Dan Waldschmidt (an ordinary dude with an outrageous vision). BANT isn’t BUNK. It is not the magic wand either. BANT is dead.".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MARCH 22, 2011

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. Such as: User Persona: The actual user of the product or service. Building a great B2B brand.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

OCTOBER 10, 2011

They cut their teeth on product-price-placement-promotion—the 4 Ps of marketing. This education centers around tactics such as is lead scoring, creating email campaigns, building landing pages and tracking new metrics. This map becomes the foundation for building effective revenue marketing programs.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 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.". Measure engagement and sales productivity. I whole-heartedly agree with Julie! Fantasy, plain and simple.

Lead Ranking 149

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

ViewPoint

FEBRUARY 18, 2014

Develop a new product: a tamper-resistant container. From this document companies attempt to exploit the opportunities, avoid the threats, build on their strengths, and shore up the weaknesses. Objectives are often focused on revenue targets, new product introductions, etc. It was also dated three years before.

Planning 120

Planning Marketing Plans SWOT Work 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

JANUARY 17, 2012

A lead is a general classification of an individual with an actionable need for a product or service. Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

A lead is a general classification of an individual with an actionable need for a product or service. Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

MAY 23, 2011

Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Response files , made up of individuals who have taken some kind of action, like subscribe to a trade magazine, attend a conference, or buy a product.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

DECEMBER 17, 2013

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively. Technology usage “intensity” score, by product (HG Data).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

MARCH 13, 2012

Only salespeople who follow-up 100% of what’s given to them know that 50% of the inquiries are not going to buy; and yet 50% will buy someone’s product. From that moment on, from that second going forward, a new world of building wealth for the company becomes a reality.

Sales Qualified Leads 120

Sales Qualified Leads Trade Show ROI Marketing Automation Services 120

ViewPoint

JULY 11, 2011

Extensive pricing pressure from competing services/products at lower prices. Frequent and rapid new competitor product introductions. The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Customer needs can shift quickly.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 26, 2011

Facebook Markup Language, which is very similar to HTML, enables you to build colorful and interactive pages to promote your company, products and events. Facebook success demands knowing a few of the ins and outs of the platform and the community. Here are five tips. Take advantage of FBML.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

AUGUST 23, 2012

Tim is responsible for strategic direction at Corporate Visions including thought leadership, positioning, and product development. You actually have to build stories for the front part of the buying cycle or sales cycle that include the ‘why change’ discussion and build stories for the ‘why us’ discussion.”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 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. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. Every business needs new customers.

B to B 120

B to B netFactor Media SEM 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. You’ll also be able to present them with unique products, services, customer support, or experiences.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

FEBRUARY 23, 2018

Voicemails and emails build a story to encourage response. See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting. The touch cycle or cadence for this client was 12 touches over 10 business days. We followed-up six dials with three voicemails followed by three emails.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 12, 2013

Marketing needs to do a better job of communicating on a one-to-one level and connecting what our products and services can do to make people happy. They know they have to engage customers on the basis of their outcomes, their needs, and their challenges, not on the product capabilities. It’s directionally correct to make that point.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

OCTOBER 11, 2012

Would you like to set aside 30 minutes to see our product?’ You start to build a demand architecture and a demand process that is really going to deliver value-based outcomes—rather than opens, clicks and shares.”. And I think marketers recognize it.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

AUGUST 15, 2017

When the revenue isn’t hitting forecast, there is more to it than training the reps (few need it), competitive offers (there are always competitors), or product failures (seldom valid). Quotas can be by dollar, by product, and by sales activity; often by all three. Create policies for retaining only serious buyers on the pipeline.

Forecasting 136

Forecasting Consulting Work Management Paid Search Agency 136

ViewPoint

JULY 9, 2015

They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. The focus needs to be on building friendly relationships. Build relationships, not databases of useless names. The Pretending It is Working Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120