ViewPoint

SEPTEMBER 13, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. We get them where they are at and have to work with them from that point on. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

SEPTEMBER 9, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Calling with zero value doesn’t work, wasting your prospect’s time has always been a terrible idea. I have been in the outbound prospecting business for twenty-five years and never once have made a truly “cold” call.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

DECEMBER 18, 2012

The client who you can do the best work for and create the most value. Why Marketing and Sales Need to Work as a Team. 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.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JUNE 7, 2011

Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. Craig works with business and industry experts to cultivate the Focus.com network. B2B lead generation is complex, and there is always work to be done.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 2, 2013

Motivate Your Sales Team with These 13 Ideas That Work. Dear Sales: Busy people don’t mean to be rude. He says the hardest part of selling is realizing that busy people don’t mean to be rude… they are simply slammed with other priorities. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles.

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. “Social media prospecting works best when experts get involved.” First, I like the format.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

OCTOBER 24, 2017

I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. That one I am starting to believe.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

ViewPoint

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). Unless you crack this problem, nothing else is going to work. I asked if they had tested the list for validity.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

JUNE 9, 2017

We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. 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. Case-in-Point. You are my conscience.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

DECEMBER 15, 2017

She’s worked with scores of technology, healthcare, business services and other B2B companies grow their businesses by managing the agile processes that result in high-value sales leads, strong marketing ROI—and predictable revenue needed to scale.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. Some of the companies we represent have worked with us for more than 15 years. Ninety percent of the CMOs that engage us have worked with us before. unscripted ) with prospects.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

SEPTEMBER 12, 2018

The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who In addition, managers need to be sure their reps are assigned a realistic number of accounts to work. Coaching involves a sales manager working with a rep who’s capable of doing the job but has knowledge gaps.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

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. These contacts are worked until completed or until the contact cycle is exhausted. Business Day. More About How Our Cadence Works.

PointClear 136

PointClear Sales Qualified Leads Marketing Qualified Leads Leads 136

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. Do not leave them to work it out for themselves, they might not bother! Focus on explaining and expressing how it works for the customer. It's a rather straightforward proposition to sell on price only. Dave Kurlan.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

NOVEMBER 13, 2017

They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. Persistence (across multiple cycles), with professionalism, works. Touches are a combination of dials, voicemails, emails and in some cases direct mail (multiple media). How did you do it?”

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

FEBRUARY 23, 2018

Over the past two decades we’ve worked hard to crack the code on this. One dictionary defines agile as “relating to a method of project management … characterized by the division of tasks into short phases of work and frequent reassessment and adaptation of plans.”. Let’s start by talking about agile processes.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 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

APRIL 28, 2017

So, 85% of the market is on the job, doing business as usual. Talk to the 85% of executives who are working and don’t worry about the 15% that might be at the beach. You can call the 15% when they return to work. Even executives taking over-lapping vacations leave a large majority of your targets available all summer long.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

AUGUST 5, 2016

It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. What pushback have marketers had to the idea of working the entire funnel? Absolutely.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 21, 2018

Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. This is the number of new prospects (not including inbound, inbound nurture or outbound nurture) that need to be worked assuming sales finds 35% of its own business.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

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

MAY 24, 2016

Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business. Is the appropriate business issue, compelling event and sense of urgency confirmed? True leads require a lot of work—and that work doesn’t come cheap.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Don’t let people pile extra work on you. Simplified.:

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

SEPTEMBER 28, 2018

Podcasts Reach Weekend Listeners with Work-Related Content. 22-30 minutes is ideal for the listener who listens on a mobile device away from work. 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

FEBRUARY 14, 2017

People are busy, but if you have a quality message you will get your share of call backs. Start working on better, more effective voicemails and test, test, test. Use a series (three) of carefully scripted voicemails followed by emails that build on each other. Each in the series should be related, but different. Be persistent.

Generation 195

Generation Contacts Course Video Marketing 195

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.”. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning).

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

OCTOBER 31, 2017

Existing groups work well together, they contribute more quickly, and they are more likely to shake things up (in a good way),” Finkelstein, the Steven Roth professor of management and director of the Tuck Center for Leadership at Dartmouth College, wrote. Save yourself the management headaches of keeping those positions filled.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

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. What’s the worst part of separating marketing out from the core of the business? We have to ask ourselves, “Why are we in business?”

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

FEBRUARY 8, 2016

All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine. Before we go into detail about each role, it should be noted that these roles need to work in harmony.

CMO 168

CMO Planning Storytelling Ad Building 168

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

OCTOBER 1, 2013

It doesn’t develop naturally; it takes work. In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

MARCH 27, 2015

Part 1: Tip #1 Believe it Works. No wonder people say it no longer works—that is, except for Mike (and me). To recap, here they are again: Part 1: Tip #1 Believe it Works. There’s no doubting his passion, enthusiasm and expertise as far as prospecting and new business development is concerned. Part 2: Tip #2 Commit to It.

Tips 120

Tips Work Management Amazon Marketing Prospects 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. In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 10, 2014

Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Fridays and Mondays are the worst days to contact prospects as these are the least productive days of the work week. Peak Interest Timing.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. 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.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. I have been extremely busy but I am now ready to talk to you.” It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so You are my conscience.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120