ViewPoint

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

JUNE 4, 2018

This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. Click here for a build vs. buy analysis—both from a cost and revenue standpoint. Look at the numbers carefully.

Cost 168

Cost Marketing Management Advertising Benchmark Paper 168

ViewPoint

NOVEMBER 8, 2017

Why else would I, someone in the lead generation business, get multiple calls and emails from lead generation companies every week (and multiple calls over time from the same firms)? An example cadence for our programs is 10 to 12 touches over 10 business days including 4 to 5 dials, supported by 3 to 4 voicemails and 3 emails.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. You may have considered the following challenges when evaluating the choice to improve results by outsourcing your teleprospecting lead generation: Our business is different. Sales is sales.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

OCTOBER 5, 2018

4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus, no company firmographics and no telephone numbers). 117 appointments with people in the right companies but may or may not have any need or authority to buy.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

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

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. Buy them both. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JANUARY 10, 2018

According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. I can guarantee, however, that there will be a new snake oil offered that people will buy. Leads are hard.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Ranking Lead Scoring 207

ViewPoint

MAY 21, 2015

They’ve already advanced far into the buying cycle by the time they engage with sales. They must be all the more knowledgeable and skilled to convince the buyer of the value they can add to the buying process. Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

MARCH 19, 2015

Here’s a glimpse of what she had to say: 1) Television: Television continues to be the biggest spend for marketers due to the fact that you can reach the masses AND get very targeted with your ad buys. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

MAY 13, 2016

4,319 contacts who had downloaded a white paper with email addresses—but who may or may not be in targeted companies or have any need or authority to buy with email addresses, with inaccurate, incomplete or non-existent company firmographic information, and with no telephone numbers. Validation of business issues/opportunities.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

NOVEMBER 27, 2017

Discounts weren’t uncommon to close business. By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. People who attend webinars can buy, and people who register for the event will buy at the same rate.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JUNE 10, 2016

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. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

AUGUST 28, 2013

Mobile and social technologies have radically changed the way people buy. Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said. Businesses are struggling to figure out how to adapt.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

DECEMBER 16, 2016

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. Heinz Marketing – “Inbound marketing can be both highly effective and highly inefficient.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

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. Voice mail boxes are a reasonable business expectation. A dial-by-name directory on your phone system is required.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

JULY 7, 2015

Here’s what I mean: If they visit your blog and read the latest 3 posts written on different topics, are they actively showing progress toward the intent to buy? Others are making adjustments such as investing in next generation predictive lead scoring systems that address group buying (vs. The Flawed B2B Approach. to rank and score.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MARCH 19, 2018

Using digital analytics data, companies can optimize the customer experience on their websites, mobile sites, and mobile apps, and also their marketing ROI , content offerings, and overall business performance.”. So, my advice to this marketer?

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

OCTOBER 1, 2015

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. 3) Get personal fast because companies don’t buy anything, people do. Here are 4 things that must happen or change to increase the success of an ABM program.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

DECEMBER 19, 2013

The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. A time-frame to buy. If the person is qualified to buy. If you have a marketing automation program it will hammer away and help to segment the 75% who say they want to buy, from the 25% who are competitors, students and prisoners.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

JUNE 24, 2016

Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying. And you should expect that one of your competitors already has your customer’s ear and is influencing their buying decisions. How did the two of you decide to collaborate on this book? Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

SEPTEMBER 24, 2015

Buy more lists! Look for accounts that are most likely to buy now—those with the greatest potential revenue. Maybe you traditionally sell to one line of business. Think about the CFO, procurement, and legal, and how will they each need to be involved to get your deal through buying consensus. Run CPL campaigns!

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

JANUARY 27, 2017

What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Is that past deals, by your definition, that have been nurtured and are now ready to buy (qualified by sales definition)? The logic behind this calculator makes tons of sense. Wrap-up from Dan McDade.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 5, 2016

It’s both comprehensive in scope and easy to flip to the content you need for an immediate situation in your business. I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. in Business and an M.B.A. Buying cycles are getting longer with more touches happening before sales engagement. He holds a B.S.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

MAY 7, 2013

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. We’ve dug into the buying cycle but there is so much that can be learned from the pre-buy cycle. Study Lead Behavior. You''ll be far more successful in generating leads.

Buyer Personas 120

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

ViewPoint

JANUARY 22, 2018

In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.” ANUM (Authority, Need, Urgency, Money).

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

JUNE 20, 2013

Will Google Glass Revolutionize Buying and Selling? Will it bring another evolution in the ever-changing buying and sales processes? Perceived Business Risks Quickly Become Sales Objections. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Solution Selling.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

APRIL 28, 2015

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.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). Market coverage, yes it’s part of our business.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. But I asked him, “Why do you feel this way?”. How would you feel?”.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JUNE 30, 2015

Business reply devices. Prospects who admit to a short time frame to buy go directly to reps; others may need to be further qualified. Use the same basic qualification questions in everything: All promotions. Landing pages. Contact us forms. Telemarketing scripts. CRM and marketing automation systems.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

JANUARY 22, 2016

The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted. go out and buy it. Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy. Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

AUGUST 21, 2013

The lie then was that catalogers would go out of business because it was inefficient to send catalogs to people who did not want them. When the Internet came to be, people said that catalogs would go out of business because people would buy online. It is definitely not dead, but your company might be if you buy into the hype.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120