ViewPoint

DECEMBER 1, 2016

20,000 companies with multiple contacts and verified technical environment information in the right companies (no email addresses). 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 and no company firmographics and no telephone numbers).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

OCTOBER 5, 2018

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). 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).

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

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. ITSMA’s data says that for high consideration technology solutions, this is a myth.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 21, 2017

People change jobs, big guys buy little guys. Big guys buy big guys. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

MAY 13, 2016

20,000 companies with multiple contacts and verified technical environment information—but with no email addresses. 117 appointments with people in the right companies who may or may not have any need or authority to buy. 20,000 companies with multiple contacts and verified technical environment information—but with no email addresses.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.".

Lead Ranking 149

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

ViewPoint

MARCH 1, 2016

In January, 2016 Julie Schwartz of ITSMA stated: “It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson. The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

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

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. No more making them “earn” the right to information. All of their efforts will be focused on converting these accounts from contact information to paying customer.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 24, 2016

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. Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

MARCH 29, 2017

People change jobs, big guys buy little guys. Big guys buy big guys. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales. Truncated sales time.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

APRIL 28, 2015

You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. Find a relevant article.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 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

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. Cold calling is dead. Marketing and sales are aligned.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

JULY 12, 2017

We learned from Andy Paul that when prospects ask for information or a quote on the phone, they no longer expect to wait a week until the rep gets around to it. Buy the book Zero-Time Selling ; live by its recommendations. Prospects relegate latecomers to the ‘also-ran’ category.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

OCTOBER 2, 2012

Tony Jaros, Sirius Decisions, talked about “Establishing Presence at the Earliest Stages of Buying”. Buying cycles are changing. Be in those online communities offering advice, solving problems, and sharing information. Brian Carroll, MECLABS, talked about BANT and the Value of Warm Leads.

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

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? “Spend money on things that work and let competitors spend money on everything else.”. Is the “fools and tools” analogy what is happening here? Is it really that simple?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. By Christopher Hosford, editor-in-chief, HosfordGroup. Sounds like a happy situation, right?

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

DECEMBER 7, 2017

They leave contact information on their website (but often not the phone number, except in some hidden nook, screened back). 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.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Second, behavior changes depending on whether customers think they know how to buy. How they act with a vendor depends on if they think they know how to buy. That’s a big improvement.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 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

MARCH 24, 2015

Mike’s passion is backed up with information that is clear, direct and concise. You’ll walk away informed and, dare I say, inspired. They claim that buyers are 70% of the way through the buying process before engaging a salesperson. No riddles, no secret codes—no puzzles to complicate matters. He is spot on.

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

AUGUST 27, 2013

No one is buying.”. “I 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. “How many sales inquiries did Marketing give you, on average, per month for the last year?”

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

JULY 26, 2012

He adds, “I think it also continues to be a surprise to me to see organizations buy a number of technologies in the space and not use them to their fullest. ” Establishing Presence at the Earliest Stages of Buying. ” Sales and Marketing Roles in Approaching Different Target Tiers.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 12, 2015

This conversation took us down the road that explained average buying ratio of raw leads (45% were buyers), qualified leads (20-40% higher), and then proposals (30-59%). Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). How would you feel?”.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JULY 16, 2013

They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Their main concern was how vendor bias would impact the information quality. Most leads from inbound marketing provide basic demographic information on forms to download or access content.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

OCTOBER 16, 2012

That they would follow up all sales leads until the prospect buys or dies.”. That they stop ignoring a lead just because the prospect inquired in the past without buying anything.”. That sales managers share their quotas with me instead of having me beg for the information so I know how many qualified leads they need.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

APRIL 4, 2013

Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement. Always Be Closing: 3 Tips for Digital Lead Gen Optimization.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

OCTOBER 11, 2012

That just clearly signals from a sales perspective B2B salespeople still have not adapted to the new buying environment that we live in. I can collect as much information as possible.”. This is the first commercial I’ve seen in a long time that makes me say I want to go buy that. And I think marketers recognize it.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Buying cycles are getting longer with more touches happening before sales engagement. He holds a B.S. in Business and an M.B.A.

Process 120

Process Work Management Lead Ranking Enterprise 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. You need some very basic information to slip into the formula iii. 45% buying percentage iv /. Here is the formula: Formula. Average sales price: $12,225. 12,225 average sales price /.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

ViewPoint

OCTOBER 27, 2011

Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. Blogging is not about pushing out information. This is a win-win-win situation. It is about responding to the interests of your market.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

NOVEMBER 29, 2012

Please tell us about a campaign before you launch it so I don’t have that ‘deer in the headlights’ look when a prospect says, “So tell me about the free iPad mini if I buy from you by the end of November.”. “I We need some information about the lead: how soon are they buying, what’s the application, and are they the decision maker?”. “I

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

JANUARY 10, 2012

A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand. I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

AUGUST 21, 2013

When the Internet came to be, people said that catalogs would go out of business because people would buy online. It is definitely not dead, but your company might be if you buy into the hype. People just did not understand how analytical and smart catalogers were (and continue to be). Call it what you want. or cold calling.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120