ViewPoint

OCTOBER 20, 2011

Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. Before continuing, I want to mention that PointClear is a strong advocate of marketing automation solutions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

JUNE 15, 2017

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. The nurture department didn’t let anything progress to Sales that wasn’t 100% qualified to buy; a small trickle of leads went to Sales. Prospects have a common trait; they lie.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

JANUARY 4, 2018

Marketing considered the content syndicator download “leads” to be “too valuable to stop buying” (at $23.15 Only the $50,000, 60% margin, 15% allowable marketing cost ($1,500 target allowable $ per lead) scenario works for proactive outbound marketing. You can’t cost effectively buy quality leads for low price and low margin offers.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). Unless you crack this problem, nothing else is going to work. I asked if they had tested the list for validity.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

AUGUST 16, 2018

Often hot leads are really buying companies that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

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. These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. True Nurture. No Response.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

OCTOBER 3, 2017

If you are buying leads on a pay for performance basis (which means the lead generator makes more money by generating more leads) then to the lead generator everything looks like a lead. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

MAY 16, 2017

Here's a synopis: Market: There's no such thing as a good list without a lot of work on marketing's part. Testing, segmentation, and nurturing non-lead outcomes make the usual bad list work for you (delivering 3x more return) and allow you to deliver an on-point message. More about this. That is, by not using a cost-per-lead metric.)

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. 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). Big surprise.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

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

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues.

Conversion 120

Conversion Work Management Sales Qualified Leads Inbound Marketing 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. While email is still very much the work horse, Ginger says that young people don''t seem to utilize it to the extent that “older people” do.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

AUGUST 9, 2016

They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted. Forty are short term, and 40 are long term.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

OCTOBER 1, 2015

Have open, regular dialogue with sales and stakeholders on what’s working and what’s not to quickly adapt their joint efforts. Neither is using advertisements to target and retarget a group of people because they work at a company and came to your web site. 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

JUNE 5, 2017

The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales. These sales professionals accept responsibility for working all leads to the finish, win or lose. A almost equally low number of sales reps meeting quota (less than 60%). Segment and stratify.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 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

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. Marketing should not be working outside the sweet spot. Is that past deals, by your definition, that have been nurtured and are now ready to buy (qualified by sales definition)?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 10, 2016

Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. The reality is: sales doesn’t want lots of leads—they want leads that will buy.

Sales Qualified Leads 120

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

ViewPoint

JULY 7, 2015

I ask people who work for me to do the research and report back. 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? That’s because they are not able to track the buying activity of 90% of their prospects.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

AUGUST 20, 2018

Why Doesn’t It Work? 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. Marketing is paid, in fact rewarded for, lead quantity and not quality.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

APRIL 19, 2017

Buy them both. Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. Technology is also key to making ABM work and scale, but it’s also not hype or a distraction if marketers know why it’s being deployed.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 22, 2016

Companies who were duped into believing that “everything had changed” and that “nothing that used to work still works anymore” experienced a wake-up call once these wonderful new methods didn’t deliver the promised results. go out and buy it. Note from Dan: If you have not already read Sales Management. Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 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

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. What pushback have marketers had to the idea of working the entire funnel? Absolutely.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 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. The client who you can do the best work for and create the most value. Why Marketing and Sales Need to Work as a Team.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MARCH 26, 2013

They will spend money on things that work and let their competitors spend money on everything else. Spend money on things that work and let competitors spend money on everything else.”. Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

NOVEMBER 27, 2012

A lot of people are coming into LinkedIn Groups armed with what does NOT work. We see people doing things that don’t work. They’ve never worked—have never been good ways to network, collaborate or sell. All we tend to see is the noise of “what does not work.”. Succeeding is real work, requires discipline.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

MAY 18, 2016

It works like this: Revenue desired (or required), minus revenue expected from inbound marketing, minus revenue possible from nurturing inbound leads, equals the GAP, or the shortfall that needs to be addressed. So, proactive outbound (including telephone calls) works if CXOs or other senior level executives are your target.

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying. Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

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. It’s a new way of working, a pivot to higher revenue. Run CPL campaigns!

Account Based Marketing 120

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

ViewPoint

JULY 19, 2012

Some Progress On Alignment & Lead Definition—But More Work Is Needed. He adds, “I anticipated and expected that we would have made more progress forward, but I think what a lot of people are doing is just going back to the status quo of what’s worked in the past. ” BANT and the Value of Warm Leads.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 28, 2013

Mobile and social technologies have radically changed the way people buy. Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said. Buyers are more sophisticated, but they still prefer a human touch. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 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

APRIL 28, 2015

Exciting when it works. This will provide insight that goes beyond their work history and education. The average person doesn’t want to come off as rude; and if they miss a meeting they will try to make it up to you in some way—that’s just how it works. However, winning with the Hail Mary is a long odds tactic.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 7, 2013

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. We’ve dug into the buying cycle but there is so much that can be learned from the pre-buy cycle. Study Lead Behavior. You''ll be far more successful in generating leads.

Buyer Personas 120

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