ViewPoint

AUGUST 29, 2017

The fear of loss could be fines, inability to operate your business until you are compliant or immediate competitive threats. It takes an individual who has reached the highest level—self-actualization—to take the risk to invest in a product or solution that only promises an opportunity to improve your current situation. Save lives.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

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. The lead development process typically starts one of two ways: In the first instance, a suitable prospect may indicate a pain point that designates a need in your company, products, or expertise.

Sales Leads 159

Sales Leads Sales Qualified Leads Marketing Qualified Leads Leads 159

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

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 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. Productivity. He landed a huge lead for our client (with a $1 billion company). If No Connection. Dial Number. Voicemail #1.

PointClear 136

PointClear Sales Qualified Leads Marketing Qualified Leads Leads 136

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

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. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. Look at the numbers carefully.

Cost 168

Cost Marketing Management Advertising Benchmark Paper 168

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. Software to optimize the insurance business through predictive analytics. A global indusrial manufacturer of equipment that improves productivity and efficiency.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JULY 28, 2015

Here’s the problem: Marketing is increasingly viewed as a separate entity, an outsider to what the company’s business is all about, when in fact, it is inseparable. Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development.

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

NOVEMBER 16, 2017

Is she all-business with no patience for chit chat? After all, the product or service that I represent can be of great value to them. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. Is the person I’m talking to relaxed and slow talking?

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

JUNE 23, 2015

They have a great product for the industrial marketplace (construction, mining, etc.). The product pays for itself in three years and has a lifespan of ten- plus years. The product pays for itself in three years and has a lifespan of ten- plus years. That is, if anyone knew about the product. No brainer right?

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

JULY 15, 2014

By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company.

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

NOVEMBER 27, 2017

Discounts weren’t uncommon to close business. Open territories kill sales force productivity, but it’s seldom talked about until it happens. It hurts productivity in the current year and the following year. An immediate increase in qualified leads going to the existing reps makes them more productive which helps off-set losses.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

SEPTEMBER 28, 2018

Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success. 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

JUNE 24, 2016

The featured companies not only welcomed the opportunity to discuss how they used the approach we describe in the book to build productive relationships and create value, they invited their own customers to participate and share their experiences. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JUNE 30, 2015

The other 25% of the questions are product related. Business reply devices. Some questions will differ by product. Get an agreement on a qualified lead. Now marketing and sales know what a qualified lead is versus an uqualified prospect. Standardize the qualification questions. Landing pages. Contact us forms. Contact us forms.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

AUGUST 5, 2016

The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. It’s both comprehensive in scope and easy to flip to the content you need for an immediate situation in your business. What pushback have marketers had to the idea of working the entire funnel?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 29, 2014

Home in on the business case for making a change. Maximize your productivity. The dust cover on the hardback book promises that the book will: PinPoint “must know now” information and skills. Ferret out the most effective sales approaches. Find fresh solutions to problems you are facing. B2B Sales'

B2B Sales 120

B2B Sales B2B Effectiveness Product 120

ViewPoint

MARCH 19, 2018

She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats. It is the deeper digital marketing analytics knowledge requirement, however, that has her so intensely pulled in different directions.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

MAY 21, 2015

Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Gone are the days of solving product issues. Today it’s about producing business results. Linda’s 5 Essential Conversation Changers: Futuring. Heat Mapping. Value Tracking.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

APRIL 17, 2014

Several PowerViews'' alums also shared their thoughts on the subject: including AA-ISP founder Bob Perkins who said: "I will quote a dear friend, Antarctic Mike, who said, ''Finding net new business is the fuel of champions.'' There is something about hunting down new contacts and business that fuels the engine of top sales reps.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

FEBRUARY 24, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". movement harshly declare that proactive targeting and prospecting for new business is dead. New business.

Lead Ranking 149

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

ViewPoint

FEBRUARY 8, 2016

An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. While it would be great if prospects made decisions based solely on logic, that’s just not the case.

CMO 168

CMO Planning Storytelling Ad Building 168

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. Taking out (and keeping track of) Not Qualified accounts means we have less work to do the next touch cycle—making it more productive.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. No one cares what you think about your company, product or service. 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.: Simplified.:

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

NOVEMBER 19, 2013

Campaigns flashed before our eyes, some even similar to our products. ? In business a long time. Do you stand behind your product?”. Branding check ? Digital check ? Direct check ? Radio check ? Events check ? Market share gains of the clients under their watch, check. Programs, reasonably recent. It went something like this. “Do

Paid Search Agency 120

Paid Search Agency Advertising Agencies Ad Agencies Blogger 120

ViewPoint

MAY 13, 2016

The company had a good product—better than the competition—yet it disappeared. 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. For whatever reason (was it beneath him?) the CEO failed to step in and act. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JUNE 2, 2015

First, we ask that at least five stakeholders from multiple departments (sales, marketing, product, executive management, etc.) We also ask that all stakeholders participate in our “Discovery Workshop” to help us get up to speed on their business. We need sales, product and marketing expertise. War stories. We need it weekly.

Lead Generation 120

Lead Generation Generation Work Management Marketing Qualified Leads 120

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. Your product is only targeted for DevOps and IT, a fraction of the numbers you are looking for in all of AMEX.

Account Based Marketing 120

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

ViewPoint

AUGUST 21, 2012

Translate this into a company’s departments where the failure of one department causes a zipper effect of partial failure to make or sell a product. The contributing factors for the unzip: No business rule which mandates 100% follow-up. No business rule which mandates measuring the ROI for lead generation. Keeping It Zipped.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 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

DECEMBER 19, 2013

The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If it is on a product I have a quota on. You can do lead gen on products that salespeople carry quotas on. I think I have heard all the excuses for not following up on sales leads. If you don’t, you’ll find an excuse.".

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

APRIL 18, 2013

Sales teams are expensive, complex and powerful, so they should be made as productive as possible. Via Harvard Business Review online/HBR Blog Network. Selling needs to be a focus at all levels of your business, including the street, middle and executive levels. Three Ways CRM Integration Creates Alignment and Drives Sales.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

DECEMBER 17, 2013

In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets. Technology usage “intensity” score, by product (HG Data). Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Company SWOT analysis (OneSource).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JUNE 16, 2015

I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. They would have you believe that outbound marketing is equal to interruption marketing and is not productive. movement harshly declare that proactive targeting and prospecting for new business is dead.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120