ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Do you agree these are lies?

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Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

APRIL 6, 2017

These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Any interest in a short chat? You can’t do anything in 100 hours.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales. Truncated sales time.

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Conversion Buying Cycle Forrester Consulting 120

ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? What is the CEO’s Role as it relates to marketing and sales?

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

ViewPoint

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations. About CRM Radio Guest Mike Plante, Chief Marketing Officer. About InsideSales.com.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. Decision maker engaged.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Mike Weinberg, The New Sales Coach , Principal. Cold calling is dead. Do you agree these are lies?

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MAY 16, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Businesses should go deeper with data and create a competitive advantage, according to Bucholtz.

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B2B Sales PointClear Google Cold Calling 120

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Mike Weinberg, The New Sales Coach , Principal. Cold calling is dead. Do you agree these are lies?

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

AUGUST 29, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales. Via Radius.

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B2B Sales PointClear Tips B2B 120

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

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Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

AUGUST 14, 2014

But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales'

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B2B Sales Impressions Trust Marketing B2B Marketing 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. 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.

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PointClear Ethics Budget Programs Business 149

ViewPoint

AUGUST 15, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Like great teachers, sales leaders should do the same.

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B2B Sales Buyer Need PointClear B2B 120

ViewPoint

NOVEMBER 2, 2016

There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Download our relational segmentation article here.

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Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

JULY 15, 2014

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. Sales Process Sales & Marketing Management'

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Paid Search Agency Companies Marketing Management Order 120

ViewPoint

JUNE 20, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will it bring another evolution in the ever-changing buying and sales processes? Via Score More Sales.

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B2B Sales PointClear B2B Opinions 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. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales?

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B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. A summary: 1.

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

ViewPoint

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. from “The Sales Development Playbook” ).

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B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

APRIL 1, 2015

You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Based on CSO Insights you can still beat most of the other sales reps out there with just a little effort.

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Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 120

ViewPoint

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. 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.

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Lead Ranking Work Management Business Marketing Management 120

ViewPoint

NOVEMBER 5, 2013

Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. In all this marketing and sales chaos, little to no ROI can be measured from marketing investments. How do you get there?

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Sales Qualified Leads Video Marketing High Quality Lead Lead Generation 120

ViewPoint

JANUARY 22, 2016

Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). Author of New Sales Coach is glad to see the return of “reasonable thinking.”. What They Can Do Better in 2016? Simplified. …

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Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London. So a lot going on!

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Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. 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. 3) Execution.

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Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. ” The functions Mr. Rackham spoke about are marketing and sales. Deliver fewer, more qualified leads to sales.

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Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.

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

ViewPoint

JANUARY 7, 2014

In the same way that forensic units use state-of-the-art techniques to solve criminal cold cases, companies can use “business forensic techniques” to get to the bottom of their very own sales cold cases. In other words, every company with a pulse has mounds of cold cases in the form of lightly-worked and unworked leads.

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ROI Paid Search Agency Lead Generation Tips 120

ViewPoint

APRIL 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? Via Harvard Business Review online/HBR Blog Network.

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B2B Sales PointClear B2B Opinions 120

ViewPoint

FEBRUARY 25, 2014

Isn’t this the case with marketing and sales in many companies today? If someone agrees to see your sales representative, don’t they have to be more qualified than a forwarded lead? While it grants an air of seriousness to a business meeting, it doesn’t necessarily lead to closed deals. Not necessarily.

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Sales Qualified Leads High Quality Lead Lead Generation Tips 120

ViewPoint

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

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Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

NOVEMBER 10, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. ” How did Andy know so much about sales, marketing and sales leads? You lose a prospect, a customer and the sale and your competitor wins.

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Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

DECEMBER 6, 2011

Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. Reading is the Fast Track to Business Acumen. Read What Appeals to You.

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Television marketing B2B Sales Class Consulting 120

ViewPoint

MAY 21, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. But what about the sales forecast? Accountability and results measurement can be done only through sales lead management. What world are they living in?

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

AUGUST 21, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Of course what I am thinking about are the functions of sales and marketing. No business rule which mandates measuring the ROI for lead generation.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business.

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