ViewPoint

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

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. An example: “Six steps to a perfect test drive.”). Mike is author of two of my favorite books: “ New Sales. Be relevant.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. This is, in fact, the cadence designed for the client in this example. As an example, PointClear targets two contacts within each account location.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

MARCH 3, 2016

The assumptions embedded in the example above are industry benchmarks OR based on our actual experience over twenty years with clients. For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue. Hence the 35% used in this example. The Lead/Revenue Assumptions.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

OCTOBER 5, 2018

Compliance laws are a good example of how a fear of loss condition of need is reached: If you don’t comply with this regulation or that guideline, you will be fined and lose money. A good example is a buyer worrying about their customers’ experience in dealing with their company. Opportunity to improve the current situation.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

FEBRUARY 23, 2018

By contrast, we don’t try to attract someone (who may or may not be qualified) to a site using IP-based marketing, for example. They’re seasoned pros who’ve seen a lot in the business world, and who’ve been with us for an average of 4.1 The touch cycle or cadence for this client was 12 touches over 10 business days.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

FEBRUARY 16, 2016

For example, companies always want to make more money. For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. Qualify Your Lead. Not all sales leads are created equal.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MARCH 17, 2015

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. I have a perfect example from my own experience. Simplified.:

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

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

JANUARY 16, 2018

This is an outtake from her interview on SLMA where she talks about the five most important things she has learned in business and life: The Most Important Things Jill Konrath Has Learned in Business and Life. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. What are you going to do about it?'

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

MAY 30, 2014

His point was that before a business can transform, it needs to reframe. To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load.

B2B Sales 120

B2B Sales B2B Marketing B2B Examples 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

MAY 24, 2016

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? Does this lead meet your industry, organization size and additional criteria required?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

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. 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.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 27, 2017

Implicit in your example is a sales cycle of a year or less. In the example, they need to maintain a pipeline of qualified sales opportunities of 74 (or less) in many organizations there is a difference between SQL and Qualified Opportunity (fitting more rigorous criteria like closing in a certain period of time.)

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 18, 2017

In another example, our target market was CFO’s at the fifty largest utilities in the US. I have been extremely busy but I am now ready to talk to you.” The touches resulted in six conversations… and one giant opportunity. You are my conscience.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

MAY 13, 2016

Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. Here’s an example from one of our past research partners, an $80 billion IT management organization. Validation of business issues/opportunities. Spell out the responsibilities and accountabilities of Sales and Marketing.

PointClear 174

PointClear Allocation SIC Ideal Customer Profiles 174

ViewPoint

JULY 20, 2016

As an example of a touch cycle, an extreme one, a couple of years ago we provided our services to a global business process outsourcing company that asked us to reach the CFO at the top fifty utilities in the USA. I have wanted to talk to you but I have been extremely busy. What Is a Multi-Touch Cycle? You are my conscience.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

DECEMBER 14, 2016

For example, timing and economics are sometimes unknown on larger and more complex deals. Business pain(s) uncovered and validated. I think that ADOPTED is a big improvement over BANT and ANUM, but I would caution against disqualifying opportunity on the basis of the potential deal missing one or more ingredients.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

SEPTEMBER 26, 2012

approaches, all with examples on how to best utilize customer insight. My session, “The Truth About Leads”, addressed the fact that lead generation is a basic business process that is broken in most companies. the sessions are still available on demand).

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

AUGUST 15, 2013

These four principles applied in Navy SEAL training can be applied to business leaders. When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example? Four Extreme Leadership Principles of a Navy SEAL. A term often used in SEAL training is “Make it happen.” Via Forbes.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

OCTOBER 31, 2011

For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Crazy-busy people read their email with their finger on the delete key. Make sure your email mentions an important business objective, strategic imperative, issue or challenge. Relevance is essential.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

AUGUST 2, 2012

For example, the two organizations must: Jointly define a qualified lead— This is an area of contention that needs to be overcome. Additionally, the process of defining the when and who aspects of lead qualification should be addressed on an ongoing basis, as business, customers, and markets evolve.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

JANUARY 15, 2013

These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. For example, our staff averages 42.7 Find out about the average age, education and experience of your potential partner’s staff.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

NOVEMBER 7, 2011

And externally—when it comes to our market space, our customers and our prospects—outside resources would be even more in the dark around the nuances of our business and conveying our value. They just would not be able to understand our customers’ complex business challenges or handle direct interactions as well as we do.”

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

FEBRUARY 8, 2016

For example, the marketing technologist needs to make sure the demand gen manager understands the limitations in certain technologies they use, and the storyteller needs to be able to take insight from both the technologist and the demand gen manager and apply it to their content.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

FEBRUARY 9, 2012

times more sales leads are generated from a multi-media, multi-touch, multi-cycle approach against senior level decision makers in large companies as compared to lower level line of business decision makers in large companies or all levels of decision making at mid-market companies. Sales lead rates decline after the fifth contact cycle.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

APRIL 3, 2012

I liked the book because it is well written, enlightening, personal and has an intimacy I find missing in many business books. ” The more I thought about this the more I felt the book had application to my business and probably every business. So, I ordered it and read it in just a couple of sittings.

Conference 120

Conference Impressions Order Personalization 120

ViewPoint

JANUARY 12, 2012

Take Steve, for example. For example, a recent sales lead management study found that for technology products and services, line-of-business managers and functional titles are much better sources for sales leads than senior executives. Not a senior executive? Budget undefined? Next-year decision?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 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. OK, this a consumer example. Well, let me share another example—and this one is not hypothetical.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 24, 2016

Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers. The co-authors recently shared some insights with me about their goals for the book and its readers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. That’s something I’ve found in my research about how top performing businesses do their thing so well. They need better business skills—and to be able to create the demand and be more proactive in outbound.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

AUGUST 1, 2011

Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years. The creation of service-level agreements (SLAs) within a broader lead management strategy is a perfect example of such process. Include the definition(s) of leads that will be passed from one function to another.

Lead Management 120

Lead Management Work Management Sales Qualified Leads B to B 120

ViewPoint

MAY 17, 2018

Read this blog if you want a specific example of why I am not a fan of content aggregation (though I recognize it’s a huge business). Sales reps are required, on average, to source 60% or more of the business they close. The only good news was that spend was cut to $5,000 from $100,000—a lot less wasted money.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2018

While this may seem like an extreme example, it is not so extreme that you should ignore it. Here’s a real-life example: We once provided services to a large software company and I got a call from our day-to-day contact one morning about our lead cost—he said we were too expensive. Today almost no one knows this company ever existed.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

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. We got the boot and they got into the sales business. They came back.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

JULY 16, 2013

Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer? Business pain(s) uncovered/validated. We define the attributes of a truly qualified lead as: SIC or NAICS code. We define the attributes of a truly qualified lead as: SIC or NAICS code.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120