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

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Here’s a glimpse of what she had to say: 1) Television: Television continues to be the biggest spend for marketers due to the fact that you can reach the masses AND get very targeted with your ad buys.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

DECEMBER 16, 2016

This is great; this customer just told me what they want. Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

OCTOBER 5, 2018

4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus, no company firmographics and no telephone numbers). 117 appointments with people in the right companies but may or may not have any need or authority to buy.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. 3) Get personal fast because companies don’t buy anything, people do.

Account Based Marketing 120

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

ViewPoint

JANUARY 23, 2017

Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. What really counts is meaningful, personalized engagement with the folks in a position to buy. Satisfied Customers vs. Raving Fans. That means they didn’t waste effort on a scattershot approach.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

JULY 7, 2015

They are still running lead scoring systems based on activity as opposed to fit to Ideal Customer Profile (ICP). The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. and I am a loser.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MAY 13, 2016

4,319 contacts who had downloaded a white paper with email addresses—but who may or may not be in targeted companies or have any need or authority to buy with email addresses, with inaccurate, incomplete or non-existent company firmographic information, and with no telephone numbers. Have been qualified as sales-ready.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

AUGUST 20, 2018

Of the rest 586 were disqualified, had bad data, or were existing customers. With advance insight into the prospect’s motivations, pain points and buying plans, the sales rep can engage the prospect in a consultative conversation rather than launching into a cold-call presentation or a discovery interview.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

JUNE 10, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. Make marketing accountable.

Sales Qualified Leads 120

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

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. And we would argue this be extended and pursued vigorously, both because it creates real value for the customer and it enables us to grow and serve customers more aggressively.” Cold calling is dead. Marketing and sales are aligned.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 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

JANUARY 27, 2017

What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Theoretically, 100% of that sweet spot represents customers who will have a need for your product or solution at some time. The logic behind this calculator makes tons of sense.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 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. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

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

ViewPoint

JANUARY 22, 2016

go out and buy it. Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy. All of their efforts will be focused on converting these accounts from contact information to paying customer. Note from Dan: If you have not already read Sales Management.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 19, 2018

Using digital analytics data, companies can optimize the customer experience on their websites, mobile sites, and mobile apps, and also their marketing ROI , content offerings, and overall business performance.”. So, my advice to this marketer?

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Buy them both. Sales is NOT customer service.”. Mike is author of two of my favorite books: “ New Sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. ” Gaining the support of the CEO around this initiative should be simple—any CEO worth his or her salt grasps the value of a customer-centric strategy.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MARCH 12, 2013

But that’s much more likely to happen when a vendor has an existing relationship with a customer. If they have that experience with a vendor, the customer has more trust that they’re not going to get “sold to.” Second, behavior changes depending on whether customers think they know how to buy. That’s a big improvement.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

AUGUST 28, 2013

Mobile and social technologies have radically changed the way people buy. Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. Buyers are more sophisticated, but they still prefer a human touch.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. But based on your grungy attire it doesn't seem likely (to the banker) that you'll be a valuable customer.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JULY 12, 2017

Our customer service experts will help you with those questions.”. Buy the book Zero-Time Selling ; live by its recommendations. In the meantime, the per-seat average cost is $4,900” (which was 10% less than the competitor’s price). I finished by saying, “Steve, if you can hold on for another few minutes we’ll get the SE on the line.”.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey. Do you agree these are lies?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

APRIL 28, 2015

What I do believe to be critical is that you recognize where the prospect is in the buying process and move the sale forward from there. Follow these steps to boost the buying process and drive more sales: Find a pain or need. Agree on customized specific solution (that may or may not be yours). Agree on a generic solution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

OCTOBER 2, 2012

Tony Jaros, Sirius Decisions, talked about “Establishing Presence at the Earliest Stages of Buying”. Ask yourself, “What is the data needed to support business goals and get a better understanding of our customers?”. You’ll also be able to present them with unique products, services, customer support, or experiences.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JULY 19, 2012

He says marketers should be thinking along the lines of how their customers view their own buying processes—rather than along the lines of how do we convert leads. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. He says reports he’s getting indicate alignment is improving, adding, “A part of it’s been a better job of this optimization, but I think another part of it clearly is that customers are driving more of this integrated approach.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JULY 26, 2018

Because a customer was on this program, she looks for direct quotes that can be used for testimonials. There is a clear and present problem, the customer is willing to state the problem, and there is a clear and present pathway to solving the issue using their services. Testimonials. Jane will take the percentage statement as a win.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Parallel Thoughts.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

MAY 12, 2011

While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

DECEMBER 7, 2017

Hi, we’re very interested in talking with you; please press 1 for sales and 2 for customer service.” It’s as if they wanted to develop a product, get investors, build a website, hire salespeople, ignore marketing people and then intentionally hide from anyone who doesn’t want to buy immediately. This is how it went.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

NOVEMBER 27, 2012

People won’t listen to you, or buy your thing…or participate in meaningful ways in a Group unless you FIRST create meaning for them. People don’t want to buy into passion, personality or “brand culture.” People don’t want to buy into passion, personality or “brand culture.”

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

MAY 15, 2012

Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. 45% buying percentage iv /. iii Obermayer, James, Managing Sales Leads, Turn Cold Prospects into Hot Customers, Thomson South-Western, 2007, pages 9, 10-14, 26. Here is the formula: Formula.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

ViewPoint

JANUARY 31, 2012

Buying cycles are getting longer with more touches happening before sales engagement. Buying processes are changing and involve unique decision models. At the root of this issue is that standardized sales processes and systems were designed to align with predictable buying processes and standard linear staged views.

Process 120

Process Work Management Lead Ranking Enterprise Management 120