ViewPoint

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. While marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage. Changing Business Models.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

SEPTEMBER 28, 2010

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Process 120

Process Business 120

ViewPoint

JUNE 24, 2016

How is Beyond the Sales Process different from traditional sales books? Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying. 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

DECEMBER 15, 2017

She’s worked with scores of technology, healthcare, business services and other B2B companies grow their businesses by managing the agile processes that result in high-value sales leads, strong marketing ROI—and predictable revenue needed to scale.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

SEPTEMBER 12, 2018

The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who It’s a necessary process to help sales reps reach their full potential. Counseling on the other hand is a more finite process. How can you assure the best salesperson is in front of the best prospect at the best time.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

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

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 Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. These companies are successful because of their established roles, processes, and responsibilities for their marketing and sales departments. Find the Pain. Qualify Your Lead.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MAY 21, 2015

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.”. Today it’s about producing business results. Heat Mapping. Value Tracking.

Conversion 120

Conversion Buying Cycle Forrester Consulting 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. Sales Process Sales & Marketing Management'

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

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 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 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. Business Day. We continually test the timing, the number and the type of touches so that we can optimize the process. If No Connection.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

DECEMBER 14, 2016

Asking the same questions and using the same processes, marketing continues to fail in the eyes of the salespeople. Per Bob Apollo , simple formulas such as “BANT (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. Business pain(s) uncovered and validated.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 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. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Let’s start by talking about agile processes. 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

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MARCH 26, 2015

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. Sales Process Sales & Marketing Management' Simplified.: It was a stellar presentation. Simplified.:

Tips 120

Tips Work Management Amazon Marketing Management 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. Validation of business issues/opportunities. Decision making process and timeframe. Documentation of allocated budget or the process for budgeting. Firmographics (revenue, # of employees, # of locations).

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JANUARY 22, 2018

In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.” However, the formula I use to qualify a lead and optimize the lead's value is Pain, Priority, Process and Environment. What is the process to establish a budget and timeframe? Is there a pain or need?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JUNE 21, 2018

While many companies expect that sales reps source 60% or more of their own business, the reality is that each company should provide a higher percentage of potential new business in the form of SQLs. I can add value by walking you through the process and customizing the calculator with you. Hence, the 35% used in this example.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

OCTOBER 27, 2016

Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting. Business development reps in marketing were compensated based on quantity, not quality of leads passed. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

DECEMBER 16, 2016

If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals. I just have to get this order processed and I'll be even closer to goal!'. "So This is great; this customer just told me what they want.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

FEBRUARY 14, 2017

Multi-touch, multi-media and multi-cycle processes multiply results. People are busy, but if you have a quality message you will get your share of call backs. Have you ever scheduled a meal for you, your significant other and close friends? A wise person once asked: How many return calls do you get when you don’t leave a voicemail?

Generation 195

Generation Contacts Course Video Marketing 195

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. Sales Process B2B Sales' Simplified.: I couldn’t agree more.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

JANUARY 18, 2017

I have been extremely busy but I am now ready to talk to you.” It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so Want help on setting up an ABM based multi-touch/media/cycle process? You are my conscience.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

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’t predict what the process will look like 20-years from now. A Story From Yesteryear About Reader Service (aka Bingo) Cards.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

ViewPoint

MARCH 27, 2015

There’s no doubting his passion, enthusiasm and expertise as far as prospecting and new business development is concerned. 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. Sales Process Sales & Marketing Management'

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

OCTOBER 5, 2018

Pain, Priority, Process, Environment. Uncovering the decision process is necessary before you can say this target’s a lead. There are just too many real problems that require your time—and that precludes spending time on something that is a luxury in the business world. Fear is a powerful motivator.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. Additional Things to Consider.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

APRIL 28, 2017

The thought process might seem logical but it isn’t. So, 85% of the market is on the job, doing business as usual. This is a self-fulfilling prophecy that creates bad fall and winter results. Let’s say, worst case, that targeted executives take two full weeks off in the summer (most don’t).

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

DECEMBER 8, 2016

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). He has a goal to streamline their global credit decision process. Now for a real success story.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

JUNE 10, 2016

Without that, and without careful oversight of the marketing and sales process, the bickering goes on and the results fall short. 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. And this is really bad news for businesses.

Sales Qualified Leads 120

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

ViewPoint

JUNE 28, 2016

Just don't beat yourself up because you have a low close rate if you knowingly go after low probability business.". "I Look at it every 6 months, and cull the bottom 10-15% of the team (that has passed through the probation period for new hires) and refresh with new talent. Over time you will raise the gene pool.".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. 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.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JULY 14, 2015

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. Both perspectives are needed to craft an efficient end-to-end marketing and sales process.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MAY 21, 2013

Inquiries must be managed, and managing inquiries is a process; a systems-based process with a multi-step route, which if pr operly thought out and precisely executed will bring huge predictable rewards. Has anybody solved the lead management riddle and created the “process?” CRM is a part. Marketing automation is a part.

Work Management 120

Work Management Marketing Management Planning Forecasting 120