ViewPoint

MAY 23, 2018

There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. True Nurture.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

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. Can we win?

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

NOVEMBER 8, 2017

Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. I asked if they had tested the list for validity.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

DECEMBER 16, 2016

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. and to be quite honest I have been a little irritated by these comments.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

MARCH 19, 2015

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. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work 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

NOVEMBER 27, 2017

An immediate increase in qualified leads going to the existing reps makes them more productive which helps off-set losses. By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. Increase qualified leads for existing territories.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JUNE 24, 2016

Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying. And you should expect that one of your competitors already has your customer’s ear and is influencing their buying decisions. Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JUNE 10, 2016

Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue. 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.”.

Sales Qualified Leads 120

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

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Buy them both. Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

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

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Study Lead Behavior.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

OCTOBER 8, 2013

Truth is, many companies buy solutions that have never been budgeted. Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. By Dan McDade.'

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

JULY 7, 2015

Here’s what I mean: If they visit your blog and read the latest 3 posts written on different topics, are they actively showing progress toward the intent to buy? Others are making adjustments such as investing in next generation predictive lead scoring systems that address group buying (vs. The Flawed B2B Approach. to rank and score.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Why do you think most organizations don’t see the value of nurturing?

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. Their company does not force them to.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

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.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. It helps that senior executives are 2.5 RING is a mathematical formula that sheds light on the contributions inbound is making to the bottom line.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

FEBRUARY 8, 2017

Instead, reach out proactively and engage the prospect early on in the buying cycle. Let me know if I can help. So what can b-to-b companies do to get back on track? Don't wait for an inbound lead to come to you before you react. Create value. This powerful medicine breathes life back into flat lining sales profits.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

DECEMBER 19, 2013

A time-frame to buy. If the person is qualified to buy. If you have a marketing automation program it will hammer away and help to segment the 75% who say they want to buy, from the 25% who are competitors, students and prisoners. If the person has the right title (or any title). If the person has money.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 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. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows! Buyers are relating differently with the use of Enterprise 2.0

Process 120

Process Work Management Lead Ranking Enterprise Management 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. Is that past deals, by your definition, that have been nurtured and are now ready to buy (qualified by sales definition)? 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

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. That's not to say that inbound leads are less valuable than outbound leads.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JANUARY 13, 2017

Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. Focus on who needs you the most to avoid wasted effort.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

JULY 18, 2013

Video] Why Prospects Avoid Making Buying Decisions. Watch to learn her advice on a common sales challenge and how to potentially overcome it and influence the buying decision. To help organizations manage this process they developed the SiriusDecisions Enablement Framework. Via Heinz Marketing. Via Jill Konrath.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

APRIL 23, 2013

And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. While you’re thinking about “will they do anything?” , “are they likely to buy from us?” BANT Won’t Help. In fact, you might think in terms of two parallel streams. Parallel Thoughts.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

APRIL 28, 2015

Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. 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. Get agreement that there is pain or need.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 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

MARCH 26, 2013

Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? Buy the tools and then use the data to improve? A little leadership also helps. “Spend money on things that work and let competitors spend money on everything else.”. Is the “fools and tools” analogy what is happening here?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

DECEMBER 18, 2012

He insists that we have reached the point where there is no more to be gained from buying from the lowest bidder or squeezing money out of suppliers and that there will be more focus on symbiotic growth. Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

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. You can’t buy a beer with a marketing-qualified lead.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. How much priority does your organization place on lead follow-up? What kind of accountability measures are in place?

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

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. You’ve first got to show them (if not help them create) a reason to trust you—give a positive result first. People don’t want to buy into passion, personality or “brand culture.” Take Action.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

OCTOBER 16, 2012

That they would follow up all sales leads until the prospect buys or dies.”. That sales managers stop trying to go it alone without help from Marketing.”. That they stop ignoring a lead just because the prospect inquired in the past without buying anything.”. That they treat Marketing as a co-equal.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

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. Lori Richardson – Score More Sales: We will see one or more companies with more complete technology solutions to help B2B sellers and marketers cohesively. Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 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. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120