ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Business pain(s) uncovered/validated. Another benefit of outbound marketing prospect development is reaching prospects earlier in the sales cycle. Environment documented.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

DECEMBER 12, 2013

Create content aligned with both your target persona and your selling system – Design and tailor your resources to the needs of your prospects, but also to the needs of your marketing and sales reps at each step of the sales cycle. Analyze-repeat-improve – Take a step back and look at your system holistically.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 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As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business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. - We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

OCTOBER 31, 2011

As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. 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.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. People tend to position these and other kinds of prospecting or business development programs as either/or. I’ve got to make sure I have enough business to make my number. And we see things like win rates skyrocket.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. If your US business isn’t clued into the needs of emerging markets, China (not the US) will be the largest economy.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

MARCH 12, 2013

In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams. However, it’s an important belief to take on board because it changes our belief about our need to communicate in the earliest stages of the sales cycle.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

SEPTEMBER 15, 2011

Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 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. 1) Marketing must lock arms with sales and have a solution selling mindset.

Account Based Marketing 120

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

ViewPoint

JULY 26, 2012

It’s almost like we put our heads in the sand when you think about the way we behave as business people vs. mobile in our personal lives. And we think that’s not going to carry over and be the case in business-to-business? On the marketing side, the math doesn’t work for you.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

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. Understanding.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 28, 2015

There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. The chances of getting the prospect on the first call are slim.)

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 21, 2013

The lie then was that catalogers would go out of business because it was inefficient to send catalogs to people who did not want them. When the Internet came to be, people said that catalogs would go out of business because people would buy online. Post the introduction of the Internet, some opined that retail was dead.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. They’ve done some homework, but that doesn’t mean they’re on the mark.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

APRIL 18, 2012

Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle. Along with this trend, media integration is becoming more prominent. That’s everyone’s responsibility.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. Go on sales calls, listen in on sales calls, attend all sales meetings, get a copy of the documented sales process. Invest time and energy in understanding how the sales teams close business.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 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. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. My guest today is Brian Carroll.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 12, 2018

Of course, the salespeople make commissions and the customers save money, but the CFO is thinking that changing jobs is easier than working for a president who can’t control his or her business. Why it Matters: “In B2B, most companies have sales cycles longer than three months. How to Shorten the Sales Cycle. [i]

Forecasting 136

Forecasting Sales Qualified Leads Budget Programs High Quality Lead 136

ViewPoint

MAY 1, 2012

The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead. Lower-cost sales leads can be expected—and are even necessary—when the sales process is straightforward, the sales cycle is short and the investment is low.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

FEBRUARY 19, 2016

The corporate landscape has drastically changed to make businesses earn their audience's attention. What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. It is not just about increasing sales and profits.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

JULY 21, 2011

For me, risk management has always been about assessing business exposure and taking proactive steps to improve a situation rather than remaining reactive when there is downside potential. Complex buying landscape and long sales cycle. Need to assure 100% market coverage right now. High-investment offering.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MARCH 19, 2013

Dan's privately-owned firm specializes in executive strategy and business strategy. With his team at Waldschmidt Partners, Dan uses his EDGY Strategy to help sales teams exceed their goals. For example, a business owner who goes bankrupt might get labelled as “cursed,” Dan says. The EDGY Strategy. Disciplined Approach.

Conversion 120

Conversion Terms and Conditions Cold Calling Advertising Agencies 120

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. The analysis phase is where business acumen comes into play. Assessment and recommendations.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120