ViewPoint

JANUARY 26, 2012

Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship? The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

B to B 120

B to B netFactor Media SEM 120

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. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

AUGUST 29, 2013

Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting. The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. Via Small Business Trends. Via DemandGen Report.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. Market coverage, yes it’s part of our business. Probably more often than you’d like.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

SEPTEMBER 9, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts?

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 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

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Marketing and sales are aligned. Ginger Conlon: If only.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

SEPTEMBER 13, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. How are you helping them uncover and/or reframe issues they have in their business? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

OCTOBER 24, 2017

It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. Maybe I was just sensitive.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

ViewPoint

FEBRUARY 13, 2018

Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Jim Obermayer: Dan, let's hear about these five most important things that you've learned in business and life.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JULY 25, 2011

If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? Magazine, Investor’s Business Daily, etc. Instinct cannot be taught so few salespeople become great hunters.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

DECEMBER 18, 2012

Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects. In many businesses marketing and sales are two separate departments. In this new marketplace, marketing needs to work hand in hand with sales to create a personalized experience for each prospect. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

NOVEMBER 8, 2017

In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. 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)? The subjects of the prospect’s tweets.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

MAY 2, 2013

Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. Dear Sales: Busy people don’t mean to be rude. "Do whatever it takes to get them anything they need." Via Young Entrepreneur Council.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. Dell’s clients and prospects win because Scott creates rich content. First, I like the format.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

NOVEMBER 13, 2017

touches to engage with a prospect. To reduce sales lead generation cost, you need to optimize the value of each prospect. They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. For one client, it takes 9.82 This approach yields a 5% lead rate.

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. 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.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

SEPTEMBER 12, 2018

How can you assure the best salesperson is in front of the best prospect at the best time. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who Who has a connection to that prospect’s CEO?” These are the same sales managers who consistently meet their numbers.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

FEBRUARY 14, 2017

You have dialed the telephone and gotten voicemail – why not take an extra 25 seconds and leave your prospect a quality message? How will the prospect benefit from calling you back? Best case you get a call back that turns into an angry prospect because of your approach. Don’t be tricky. Leave your telephone number twice.

Generation 195

Generation Contacts Course Video Marketing 195

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. There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. Business Day. If No Connection.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

FEBRUARY 16, 2016

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. In the second instance, pain points aren’t clearly discussed, but they can be deduced with accuracy from a conversation with a prospect.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Pain, Priority, Process, Environment.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

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

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. unscripted ) with prospects. Software for effective management of drone fleets.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Our people do as well.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects. 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 Over the past two decades we’ve worked hard to crack the code on this.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. If you need 7 deals and 75 SQLs, and there is a 5% lead rate, you need almost 1,500 prospects to hit your number. And an excellent tool provides you with insight into the value of inbound vs. outbound leads. Guess what.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

APRIL 28, 2017

So, 85% of the market is on the job, doing business as usual. Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September. I invite you to share your seasonal experiences generating leads and targeting qualified prospects.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. You may not ever know if you go to the lost prospect directly. Avoid the missed potential that traditional database clean-ups miss.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 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.: I couldn’t agree more.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 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 know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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

AUGUST 29, 2017

The fear of loss could be fines, inability to operate your business until you are compliant or immediate competitive threats. So, you can’t wait for that condition to occur to begin selling to the prospect. Ultimate benefits resonate with your prospects’ or customers’ professional desires. Improve a product or service.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

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). Prospect has multiple regions, each with their own process and nuances.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

JUNE 7, 2016

With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice). a sales rep reports, ‘I called the prospect three times. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120