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. HubSpot makes a big deal about doing this up-front. If the person has money.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

JUNE 16, 2015

Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising. You don’t have to buy my numbers.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

AUGUST 27, 2013

No one is buying.”. “I I know you use HubSpot. On average, 50% of these inquirers are still in the market to buy, and he might not have to resort to losing tactics, such as price reductions or expensive sales incentive programs, which seldom work in Q4. Actually, that hasn’t been the issue,” he said.

Telemarketing 120

Telemarketing Work Management Marketing Management Lead 120

ViewPoint

MARCH 31, 2011

” The following chart looks at reps’ perceptions when the “sweet spot” qualifier is combined with the target prospect’s role in buying. Said another way, Sales Reps believe roughly 70% of the leads they receive have a low probability to purchase.”

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

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. Brian Halligan, CEO and Founder of HubSpot. A turnaround in this area can boost the top line. Andrew Briney, Senior VP and Group Publisher at TechTarget.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 11, 2013

Acquity Group created an infographic that takes a look at buying trends based on generation. As you’ll see they each have very different buying patterns. B2B buyers look for unbiased confirmation about products or services before buying, just like B2C buyers do. Via HubSpot. Via MarketingProfs.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

ViewPoint

MAY 7, 2015

Early research for the first book on managing sales leads had “did-you-buy” research which showed that sales increased from 30-50% or more for those companies that placed just a single call to prospects. Marketing became further educated when they asked sales about the customer buying process and the sales selling process.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120