ViewPoint

NOVEMBER 8, 2017

In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. Employing a 4 x 4 research approach (this is how our team is trained) is to spend a total of four minutes looking at four different data sources: The prospect’s website. The subjects of the prospect’s tweets.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Marketing Pipeline. See more …”. I can help.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MAY 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. 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. True Nurture.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). So too do the costs associated with turnover, including rehiring, retraining, and lack of productivity when a position is vacant.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

MAY 16, 2017

Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. Message: Compelling "silver bullets" (conversational points) about your prospects' specific challenges, problems or concerns (vs. That is, by not using a cost-per-lead metric.)

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

JUNE 15, 2017

Driving your salespeople to create their own leads, sucking away productive selling time. Starving the pipeline of new prospects. Their favorite script was: Are you ready to buy yet? Those that were not ready to buy within the following 60 days were kept in the nurture process. Prospects have a common trait; they lie.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Deb Calvert, People First Productivity Solutions , President. 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. Cold calling is dead. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

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? In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Lead Ranking 149

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

ViewPoint

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested. True Nurture Opportunities.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

NOVEMBER 27, 2017

Open territories kill sales force productivity, but it’s seldom talked about until it happens. It hurts productivity in the current year and the following year. An immediate increase in qualified leads going to the existing reps makes them more productive which helps off-set losses. Create qualified leads for new territories.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 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. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Read this white paper to learn more.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JUNE 30, 2015

Marketing tries to qualify a greater number of prospects. The other 25% of the questions are product related. Now marketing and sales know what a qualified lead is versus an uqualified prospect. Some questions will differ by product. Salespeople consistently say that they do not get enough qualified leads. The result?

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

FEBRUARY 8, 2017

Instead, reach out proactively and engage the prospect early on in the buying cycle. Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Don't wait for an inbound lead to come to you before you react. Create value.

B to B 120

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

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Deb Calvert, People First Productivity Solutions , President. If it’s an unprepared, random call, to pitch your products to anyone who is foolish enough to pick up a phone—it’s not dead, at least based on the phone calls I get.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

JULY 26, 2018

She finds three of them covering different parts of their products and services. Testimonials are important today as each is thought of as a product/service review. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. Case studies. She has what she needs for the case study.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Deb Calvert, People First Productivity Solutions , President. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all). Marketing serves sales, to generate new interest from new prospects.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. 3) Get personal fast because companies don’t buy anything, people do. You have to bear hug sales.

Account Based Marketing 120

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

ViewPoint

JUNE 10, 2016

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.”. The reality is: sales doesn’t want lots of leads—they want leads that will buy. Recognizing where the prospect is in the buying process is key to driving the sale.

Sales Qualified Leads 120

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

ViewPoint

SEPTEMBER 24, 2015

Account-Based Marketing is a philosophy, not a product. 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. Well, it’s neither.

Account Based Marketing 120

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

ViewPoint

JUNE 23, 2015

I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.). The product pays for itself in three years and has a lifespan of ten- plus years. The product pays for itself in three years and has a lifespan of ten- plus years. No brainer right? available buyers).

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

NOVEMBER 27, 2012

Here is a proven system to use LinkedIn for B2B sales leads and prospecting. 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.” Sometimes those people are us!

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

AUGUST 27, 2013

No one is buying.”. “I My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. This cut the prospect list by 70%. We decided these were the most honest, high-probability prospects. I know you use HubSpot.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

JANUARY 21, 2014

It is true that "Nothing Happens until Somebody Sells Something i ," but I venture to say that in most cases in today’s sales environment, nothing happens until someone in Marketing creates a qualified prospect. When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

JANUARY 22, 2016

The crazies preaching that prospecting and traditional methods of developing new business had died were proven wrong, and if not silenced, many have been quieted. 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. Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JANUARY 17, 2012

Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Ideally, what emerges at the other end—ready for professional handling by a lead-hungry sales force—is a steady supply of qualified leads, each with a defined process and timeframe for buying.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Ideally, what emerges at the other end—ready for professional handling by a lead-hungry sales force—is a steady supply of qualified leads, each with a defined process and timeframe for buying.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

MAY 13, 2016

The company had a good product—better than the competition—yet it disappeared. 117 appointments with people in the right companies who may or may not have any need or authority to buy. 117 appointments with people in the right companies who may or may not have any need or authority to buy. the CEO failed to step in and act.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

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. Do they drop the ball?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 6, 2013

Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. CMO Council study: Content has significant impact on buying process. As usual, giveaways and demos are used to get attention of attendees.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

JANUARY 9, 2014

And, it’s irritating to your prospects. Remember that they''re buying a relationship as much as a product. Au contraire – B2B companies often struggle more than B2C to create a personal brand that prospects can connect with and trust. Our products are so good we don’t need leads. Are you someone they can relate to?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

FEBRUARY 23, 2018

Is this a person with authority to buy? Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects. Our group is capable of navigating a prospect organization to find the right decision-makers. Leads aren’t leads unless: They’re qualified.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 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 How about some leads on products I have a quota on?”. “Webinar attendees aren’t leads; get me leads.”.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

MAY 23, 2011

Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. In case you are not familiar with this new way to buy prospecting data, let me provide some background. Is the data correct?

Resources 120

Resources B to B Work Management Marketing Management 120