ViewPoint

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. However, as with any business, there are specialists.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

SEPTEMBER 28, 2018

Plus, podcasts create a personal brand for the host. Follow these tips and you too can join the podcast personalities that reach thousands of listeners with thought provoking guests. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

NOVEMBER 16, 2017

Is the person I’m talking to relaxed and slow talking? Is she all-business with no patience for chit chat? One thing I’ve learned over the years is the closer my style is to the person I’m speaking with, the better chance they will accept me. Does he come across as rushed or reluctant or aggravated?

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

AUGUST 27, 2018

Economist Milton Friedman said the main purpose of a business is to maximize profits for its owners (for a publicly-traded company, it’s for the stockholders). Jim Cathcart says, the purpose of business is to “make life better for someone.” Marketing is the distinguishing, unique function of the business.".

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

JUNE 9, 2017

We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. I have been extremely busy but I’ll be ready to talk to you soon.”. But then he gets busy and forgets to call back. You are my conscience. We didn’t stop.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? Is this a person with authority to buy? Quality conversations and personal engagement with prospects. When a real person talks to a real person, and does it well, relationships and trust follow. Before addressing that question, let me ask another.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. How many people are so busy staring at their phones that they’re ignoring the human beings in front of them? That’s our job.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - I can’t tell you the number of times we’ve been pushed down to a junior level person, putting the program at risk.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

FEBRUARY 14, 2017

A wise person once asked: How many return calls do you get when you don’t leave a voicemail? People are busy, but if you have a quality message you will get your share of call backs. Multi-touch, multi-media and multi-cycle processes multiply results. Each in the series should be related, but different. Be persistent.

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Generation Contacts Course Video Marketing 195

ViewPoint

JANUARY 24, 2012

He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Marketing to the business consumer takes a special pedigree. What is a business-to-business marketer to do with all that? Person-to-person.

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P2P B2B Youtube Social Media 120

ViewPoint

OCTOBER 24, 2013

In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. Define Your Personal Brand. She said you must make sure your personal profile reflects your personal brand.

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Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

AUGUST 29, 2013

If not, now is the time to take a good look at your business model and make the needed adjustments to adapt to the upcoming generation of consumers and employees. A good referral contributes to sales and toward building lasting business relationships. Via Small Business Trends. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

DECEMBER 7, 2017

When I ask the person I finally reach why they hide phone numbers on their website or operate without a phone directory or voice mail box, they mysteriously say that someone else made the decision not to show their phone number, except at the bottom of the website. Voice mail boxes are a reasonable business expectation.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales.

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Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

MAY 14, 2013

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Social Selling & Personal Branding.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

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.

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Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

DECEMBER 19, 2013

The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If the person has the right title (or any title). If the person has money. If the person is qualified to buy. If the person has an email. I think I have heard all the excuses for not following up on sales leads.

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Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

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. I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. For B2B Marketing, Email Should be Personalized and Targeted.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

APRIL 28, 2015

The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. 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. Exciting when it works. 2) Communication.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 15, 2014

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.

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

APRIL 18, 2013

According to Andris Zoltners, PK Sinha and Sally Lorimer, the authors of Building a Winning Sales Management Team: The Force Behind the Sales Force , sales, "continues to be one of the most poorly understood and under-optimized areas of business." Via Harvard Business Review online/HBR Blog Network. Via Selling Power Blog.

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B2B Sales PointClear B2B Opinions 120

ViewPoint

OCTOBER 5, 2018

An Appointment: Many sales reps will say “just get me in front of the right person and I can sell them.” Pain: There are three levels of pain (or need) that drive someone to purchase something (whether for themselves personally or on behalf of a company). I call these conditions of need: Fear of loss in the current situation.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

AUGUST 14, 2014

But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.”

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B2B Sales Impressions Trust Marketing B2B Marketing 120

ViewPoint

FEBRUARY 16, 2016

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. Once you raise awareness in that prospect, your solution will be the first that comes to mind. Qualify Your Lead.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

SEPTEMBER 23, 2011

It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.” At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal. Personal connection.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

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

SEPTEMBER 26, 2011

His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. But that doesn't mean you can't find buyers and get serious business done.

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Facebook B2B Marketing Planning B2B 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?”.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

MAY 16, 2013

Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests. Businesses should go deeper with data and create a competitive advantage, according to Bucholtz. Via CRM Buyer. Deal Value Or Buyer Value?

B2B Sales 120

B2B Sales PointClear Google Cold Calling 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.

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Conference Impressions Order Personalization 120

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. Simplified.: And now for an overview of some of my favorite chapters….

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

JANUARY 26, 2012

Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship? 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.

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B to B netFactor Media SEM 120

ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". 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?". Craig Rosenberg (TOPO and Funnelholic). "I I believe that this is market dependent.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 14, 2016

If you wait to position a sales person into the deal until timing and economics are known, you have very likely waited too late. Business pain(s) uncovered and validated. For example, timing and economics are sometimes unknown on larger and more complex deals. Firmographics (revenue, # of employees, # of locations…).

Account Based Marketing 120

Account Based Marketing B2B Sales ABM 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. 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

FEBRUARY 26, 2013

Negotiating the differences requires an investment of time and a genuine interest in the other person. At the same time, remember that there’s a person beneath the stereotype. But unless they can see the face of the other person, it’s hard to make a human connection. Err on the side of flexibility. There’s no way around it.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120