ViewPoint

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. Simplified.:

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

MAY 30, 2014

Author Malcolm Gladwell opened the session with a witty and insightful presentation on the concept of transformation. His point was that before a business can transform, it needs to reframe. Last week I attended the SiriusDecisions Summit in Orlando. This was my third summit and I have enjoyed them all.

B2B Sales 120

B2B Sales B2B Marketing B2B Examples 120

ViewPoint

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. There’s no doubting his passion, enthusiasm and expertise as far as prospecting and new business development is concerned. Part 1: Tip #1 Believe it Works.

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Tips Work Management Amazon Marketing Prospects 120

ViewPoint

SEPTEMBER 22, 2015

You can find a couple of great SlideShare presentations from Jon and Engagio here: Fishing With Spears and The Big 5 Metrics for Account-Based Marketing ). 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. Stay tuned!

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Account Based Marketing Lead Generation ABM Lead Scoring 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. 2 The average deal size can be a premised based solution or the net present value of a SaaS deal.

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Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 3, 2011

As an author, executive speech coach, and founder of DeFinis Communications , she has spent over twenty years helping business professionals communicate with greater poise, power, and passion. They give presentations to small and large groups alike, and therefore face the same challenges that public speakers face.

Burn Rate 120

Burn Rate Press Training Contacts 120

ViewPoint

JANUARY 27, 2017

From a sales point of view, a nurtured lead presents itself as a MQL/SQL not as a different category. Those leads still have to work their way through the sales/buying pipeline, so there is a percent of those that are not won, as a result (if win rate is 10%), we can only expect 10% of the nurtured pipeline to present itself as revenue.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 16, 2016

If you can present a reasonable, achievable, and helpful solution to assist that prospect to increase their revenue or decrease their spending, you’ll bet they will be listening. Actionable solutions : Regardless of the product or service you provide, what matters to your possible customers is how your business can help them get results.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

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. Improving presentation skills (not the same as sales training).

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. 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. Simplified.: This is the third installment of a 4 part series. Simplified.:

Tips 120

Tips Work Management Amazon Marketing 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

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Simplified.: Sounds plain and simple, right? Simplified.:

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

APRIL 15, 2014

Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. What he did talk about was an eye-opening presentation about how to bring the “startup mentality” to enterprise companies. By Christopher Hosford, editor-in-chief, HosfordGroup. Get curious. He urged, “Ask, ‘What if?’

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

ViewPoint

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: 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.

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

ViewPoint

MAY 9, 2013

B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via Marketing Land. How to Protect Your Online Reputation and Close the Deal.

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PointClear B2B Marketing BtoB B2B 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. We have a mini-course we present to our clients’ sales forces to help them increase the number of leads that get converted to sales opportunities.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

SEPTEMBER 23, 2011

This presents the solution provider with an early opportunity to build a business relationship, become a trusted advisor and influence the outcome of the prospect’s buying path. This interplay—when characterized by openness, honesty and transparency—creates and builds long-term business relationships.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads 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. 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

FEBRUARY 26, 2013

Click here to see a clip of her presentation. He holds an MBA in finance and research methods from Columbia Business School, with additional graduate work in statistics, data mining, and geographic information systems.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

FEBRUARY 24, 2016

movement harshly declare that proactive targeting and prospecting for new business is dead. New business. New business and existing customers. Note that I am a big fan of ABM, it is just much bigger than presenting banner ads based on IP addresses. From Mike Weinberg, New Sales. Fantasy, plain and simple. ABM is not new.

Lead Ranking 149

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

ViewPoint

NOVEMBER 10, 2011

But the majority of the opportunities, especially in B2B still need a salesperson to show up to get the business. Just don’t pass up an opportunity when it presents itself. Fortunately, follow-up activities can begin (and even sometimes end) with marketing automation programs. The formula for winning is easy.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

FEBRUARY 23, 2018

Sometimes our outreach supports inbound marketing (because inbound doesn’t work alone in a complex B2B environment), sometimes we’re qualifying and nurturing leads generated at shows, online presentations or other events, and sometimes we managing response. 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

AUGUST 8, 2011

Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003).

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

DECEMBER 12, 2013

TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JANUARY 12, 2012

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. When presented with a few well qualified leads, Carol gives them priority attention. Next-year decision?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog.

Marketing Automation Services 120

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

ViewPoint

OCTOBER 2, 2012

Ask yourself, “What is the data needed to support business goals and get a better understanding of our customers?”. You’ll also be able to present them with unique products, services, customer support, or experiences. It’s time to pay attention to pulling data together from all the different sources, but pull the right data.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 28, 2012

Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012: Transformational Change, the New Buyer & Big Data.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. My guest today is Brian Carroll. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

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Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 6, 2012

She notes a second factor is the challenge gaining access to corporations and creating movement, a difficulty grounded in the workstyle and responsibilities of today’s executives: “When we’re dealing with today’s frazzled, crazy-busy decision makers, the truth of the matter is the only thing that they can do is protect their own time.

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Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

AUGUST 18, 2016

In hindsight, the main course that night was a new way of thinking about business: Account-Based Marketing.”. Here is a recent (REAL) example of a situation we were presented with and our ABM-based solution: Presented Situation: The client provided 7500 contacts at 4200 companies and asked us to reach out to each contact at every company.

Account Based Marketing 120

Account Based Marketing Automation ABM Paid Search Agency 120

ViewPoint

MARCH 19, 2013

Dan's privately-owned firm specializes in executive strategy and business strategy. Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. The EDGY Strategy. Disciplined Approach.

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Conversion Terms and Conditions Cold Calling Advertising Agencies 120

ViewPoint

AUGUST 6, 2013

Dan recommends defining specific days by routine actions, such as staging follow-up calls on one day each week, and field presentations on another. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Michael also recommends that every professional look at personal branding.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

SEPTEMBER 5, 2013

The ever-present gap between marketing and sales continues for many businesses. This presents the need for marketers to integrate their channels for a uniformed customer experience. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

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PointClear B2B Marketing Eloqua Multi-Channel 120

ViewPoint

FEBRUARY 14, 2012

Matt Heinz has more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes; including Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. Sales is most likely measured largely on their success in driving new business.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

FEBRUARY 21, 2013

Because customers can a lot of the information they need online or with a quick phone call, many field sales professionals have been forced to adopt inside sales techniques, such as: virtual presentations. Bob says that busy customers no longer want to spend hours in a conference room, often preferring a quick WebEx conversation.

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Skype Work Management Lead Ranking Click Rate 120