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 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. They don’t have a business development strategy. Balance is so important in the equation. JF: Leadership.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. Our people do as well. Mike Weinberg.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JUNE 2, 2015

Now let’s move on to: Part II: Participation in planning & training. We also ask that all stakeholders participate in our “Discovery Workshop” to help us get up to speed on their business. With proper preparation, our team can be trained in as few as 4 to 8 hours. When I was in high school I worked for a garden center.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 23, 2018

They have the experience, training and the personality traits to insure that the folks on the phone who represent you, represent you well. 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 Each associate is trained. At PointClear, our average associate is 50.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 15, 2013

These four principles applied in Navy SEAL training can be applied to business leaders. A term often used in SEAL training is “Make it happen.” Via Sales Benchmark Index. Four Extreme Leadership Principles of a Navy SEAL.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

DECEMBER 7, 2017

I think if I were a Shark Tank investor, one of the first things I’d do is look at the pitching company’s website, call the company, and find out if they really want to be in business. Voice mail boxes are a reasonable business expectation. This issue seems to be an epidemic among American-based companies with entrepreneurs born here.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. in Business and an M.B.A. I suspect that many sales reps have that glazed look in their eyes when going through sales training.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. Improving presentation skills (not the same as sales training).

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JUNE 11, 2013

The training for relays initially focuses on building the individual runner’s abilities. If adjustments must be made, perhaps additional training, trying different tactics or replacing a teammate, the leader should coach the team toward improvement. Celebration.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing?

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 Some Additional Take-aways.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 24, 2013

In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. A lot of people don’t know how to use LinkedIn. Define Your Personal Brand. Why are you doing what you’re doing?

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

OCTOBER 10, 2011

Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell. Corporate : When is the last time you saw marketing, especially the head of marketing, participate in sales training?

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

AUGUST 28, 2013

Click to start video at this point — The sales business is going through one of its most interesting and turbulent times, Nick said. This is extremely detrimental to companies that have to hire and train new account executives, which typically takes six to 12 months. Businesses are struggling to figure out how to adapt.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

JANUARY 11, 2011

Hunters will go after new business while farmers will cultivate the customer base. Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. What will change is that only those metrics that are used to make business decisions will be tracked.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 22, 2016

The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted. Jason Jordan – Vantage Point: Training dollars and accountability will migrate from the sellers to their managers, and improved performance will soon follow.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 24, 2016

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

JULY 16, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Business pain(s) uncovered/validated. Compare this to a qualified lead from a professional telepropsecting company.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

SEPTEMBER 26, 2011

His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. But that doesn't mean you can't find buyers and get serious business done.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

SEPTEMBER 6, 2012

She notes a second factor is the challenge gaining access to corporations and creating movement, a difficulty grounded in the workstyle and responsibilities of today’s executives: “When we’re dealing with today’s frazzled, crazy-busy decision makers, the truth of the matter is the only thing that they can do is protect their own time.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 3, 2011

As an author, executive speech coach, and founder of DeFinis Communications , she has spent over twenty years helping business professionals communicate with greater poise, power, and passion.

Burn Rate 120

Burn Rate Press Training Contacts 120

ViewPoint

AUGUST 1, 2011

Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years. Team-building exercises, sensitivity training, workshops; what hasn’t been tried?

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 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

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. For example, in some very large existing accounts, sales has a great handle on the account and will look to partner with marketing to help drive the business and relationship.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JULY 25, 2011

Magazine, Investor’s Business Daily, etc. Blog posts related to sales training are posted regularly by the SBI team. Greg Alexander is Sales CEO of Sales Benchmark Index. Alexander’s work has been profiled in The Wall Street Journal, MSNBC, Fortune Magazine, Inc.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

APRIL 30, 2013

In the last 12 months we’ve seen small to mid-size businesses adopting mobile. Training Tool: www.60seconduniversity.com. For five years we’ve been saying this is the year of mobile, and all of a sudden we’re saying, ‘oh, this really is the year of mobile.’ 60secondmarketer.com. Website: www.60secondcommunications.com. Stay Tuned.'

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

NOVEMBER 27, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Today's guest blogger is Jeff Molander.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JUNE 26, 2012

One marketing and inside sales executive at a large and well known company told me about how her organization is frustrated by the scarcity of sales people (inside and outside) who are capable of closing closeable business. They simply aren't hungry (even if those generating the leads are). So what's the answer to this problem?

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

APRIL 10, 2012

Jonathan is also the man behind the Top Sales & Marketing Awards and is globally recognized as a business coach, mentor, author, consultant, and sales strategist. He is based in London and Paris. Unfortunately, due to connection issues in London we were unable to get Jonathan’s side on video.).

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

MAY 30, 2012

He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. And we think that’s not going to carry over and be the case in business-to-business?

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

OCTOBER 11, 2012

He describes an engagement with a current client in which they jointly built the SLAs and the business rules. He first discusses investing in skills development and references several recent studies: The average marketer receives less than a thousand dollars a year in training. That also includes common metrics and objectives.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JULY 20, 2016

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. I have wanted to talk to you but I have been extremely busy. What Is a Multi-Touch Cycle? You are my conscience.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 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. My guest today is Brian Carroll. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120