ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. No, not at all!

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

MAY 17, 2018

To the sales VP, a contact (you can buy 200,000 or more of them for $100,000) was undifferentiated from a sales qualified lead. First, it’s never wise to buy 200,000 contacts all at once. See this blog on market segmentation for more information. More on that to come. Option 1: Contacts (Name, Title).

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Here are their comments: Dave Brock: “The customer is wherever they are in their buying process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

AUGUST 18, 2015

When they start falling short on conversions or missing revenue, they simply treat the symptoms of a misaligned or broken lead-to-revenue process—more leads, more sales people, more technology. Purchased technology to score and nurture leads. Did you improve conversions? Increased spending on lead generation. Added an SDR team.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

OCTOBER 2, 2012

Tony Jaros, Sirius Decisions, talked about “Establishing Presence at the Earliest Stages of Buying”. In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 24, 2015

Buy more lists! Look for accounts that are most likely to buy now—those with the greatest potential revenue. Think about the CFO, procurement, and legal, and how will they each need to be involved to get your deal through buying consensus. To do that you have to generate a lot of leads to get there. Run CPL campaigns!

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. Tech purchase likelihood scores from Harte-Hanks, built from internal models and appended to enhance the profile of each account.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120