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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). Should you leave a voicemail? The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. Now for a real success story.

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Expert Panel’s Feedback on Our Lead to Revenue Calculator

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I think we need to stop thinking numbers and start thinking about how to increase the quality of our conversations on both sides to engage with fewer opportunities but win more business because those conversations are more relevant and useful/strategic. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. Download it here. Thank you.

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"Marketing is too important to be left to marketers."

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Here’s the problem: Marketing is increasingly viewed as a separate entity, an outsider to what the company’s business is all about, when in fact, it is inseparable. What’s the worst part of separating marketing out from the core of the business? We have to ask ourselves, “Why are we in business?” This saying always amuses me. One cannot exist without the other.

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Sales serves those prospects and their goal is to get their business. Establish what SiriusDecisions calls a demand waterfall: Marketing Qualified Leads (MQL’s) become Sales Accepted Leads (SAL) which become Sales Qualified Leads (SQL) and eventually closed / won business. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. link].

MQL 69

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. or very strong indirect) correlation with tangible business outcomes their. content.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Rafe VanDenBerg , editor in chief at MindBrew , shares his belief that assumptions, opinions, and guesswork are still the basis for far too many decisions in business today. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. The schematic is overly weighted to arbitrary behavioral signals. Part 1. Trish Bertuzzi.

The Quest for Good Leads: Are You Asking the Right Questions?

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I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. movement harshly declare that proactive targeting and prospecting for new business is dead. In my own business, where we do about equal billing on inbound/outbound spending, we have found that the increased quality of the outbound leads justifies the expense.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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While ABM is full of promise, there is still much to be proven and done before marketers can adopt and declare this a winning strategy for their business. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. You have to bear hug sales.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action. 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. Stay tuned!

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. or very strong indirect) correlation with tangible business outcomes their. content.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category.

Are You Building a Company or Just Laying “Marketing Brick”?

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Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?"

Build 112

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. Given the complex challenges, it’s no wonder only 34% of CMOs are able to quantitatively prove the long-term impact of their marketing spend on their business. And this is really bad news for businesses. A summary: 1. Not really.

Click 89

Is Your Lead Generation Strategy Broken?

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Note: while MQL, SQL, and SAL are common terms to describe your leads and their stage in the sales pipeline, different terms might be more appropriate for your business.). A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Do your marketing and sales teams trust each other?

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. or very strong indirect) correlation with tangible business outcomes their. content.

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. In a recent interview, I sat down with Matt Heinz to pick his brain. I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Create a Plan to Earn the Trust of Your Company.

CMO 99

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. For example, in some very large existing accounts, sales has a great handle on the account and will look to partner with marketing to help drive the business and relationship. Click here for part 1 , part 2 , part 3 , and part 4 ). I agree!

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Here's part two.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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Maybe you traditionally sell to one line of business. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Click here to read Part 1. ). I have to laugh a bit at the question. “Is

Does Your Sales Team Know How to Follow-Up on a Lead?

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With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice). Set dates and times for sales rep to call (or visit) based on what works best for prospect (we get some push back on this from sales, but in most cases sales reps have more flexibility in their schedule than does a busy prospect).

Status quo, you know, is Latin for 'the mess we're in.'

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Business reply devices. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. The result?

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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Did you know that senior executives do not consistently provide sufficient body language to be scored; meaning that more agile competitors are meeting with these same prospects right now and closing business that you are not. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Go to this blog to see why this is happening and what to do about it. Validation and calibration of lead scoring : Your scoring needs calibration. Don’t go overboard.

The #1 Reason CEOs Should Care About Lead Generation

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The corporate landscape has drastically changed to make businesses earn their audience's attention. Sales creates new business, and marketing creates and manages demand for that new business. It’s about uncovering pain points, gaining marketing intelligence, defining the needs of a prospect or company, and advancing the overall customer-business conversation.

How Much Do Your Leads Cost?

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Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business. Is the appropriate business issue, compelling event and sense of urgency confirmed? Understand the price you are paying for your leads and then optimize. What determines that a lead will be accepted by sales?

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B2B Mobile Marketing: 15 Ideas You Can Use Today.

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The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace. Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. B2B Marketing Mobile Marketing

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Marketing Automation is Not Marketing Strategy

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Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Stevens.

Follow the Money: The Primary Responsibility for CMOs

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Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Generate Demand. Lenskold.

Wiki 98

"New Sales. Simplified." A Must-Read!

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The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. movement harshly declare that proactive targeting and prospecting for new business is dead. Simplified.: Great!

Sales 106

Most Market Share Battles Are Lost, Not Won

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Only people can save their way to prosperity, businesses can’t do it. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday. No brainer right? available buyers).

Cost 99

Changing the Sales Conversation [PowerViews LIVE Highlights]

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Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Today it’s about producing business results. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. Heat Mapping.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. Validation of business issues/opportunities. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. For whatever reason (was it beneath him?) the CEO failed to step in and act.

SIC 75

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. That happens 50% of the time and does not mean anything at all—except that the decision-maker is busy and another priority came up. This time the QB ran it in for the touchdown.

Like Leaving Flour Out of a Cake

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Business development reps in marketing were compensated based on quantity, not quality of leads passed. This led to informal agreements with sales reps to accept almost all leads with little inspection in order to keep the business development rep focused on spending more time on the sales rep’s territory. Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. We will talk about the judicial branch below. How can you fix this? How true.

Lead 60

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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Several PowerViews'' alums also shared their thoughts on the subject: including AA-ISP founder Bob Perkins who said: "I will quote a dear friend, Antarctic Mike, who said, ''Finding net new business is the fuel of champions.'' There is something about hunting down new contacts and business that fuels the engine of top sales reps. In fact, it makes the whole sales pipeline sick.

5 Keys to Becoming a Sales First Company

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Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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Many larger SMBs (small to midsized businesses) are getting it right because they must get it right to benefit from all of the effort and expense to procure leads. The meetings scheduled are a leading indicator of closed/won business. But if the right stakeholders are aligned, larger businesses can execute a proof of concept in as little as 90 days. Why did we ask? Part 1.

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

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While many industries estimate that sales reps source 60% of their own business, the reality is that each company should provide much more support. They have too much confidence in inbound-only strategies. They devalue the importance of outbound nurturing. Outbound still supplies a majority of leads for your company (from Aberdeen Research). Comprehensive Lead/Revenue Calculator for 2016.

Why Social Media Doesn't Work [PowerViews LIVE Highlights]

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Marketing organizations today are using social media for business purposes—more now than ever before. On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. What’s going on?

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts.