ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 11, 2014

A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org. We talked about this issue and about the sustainable relevance of direct mail and cold calling. How valuable are trade shows? Stay Tuned.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. Marketing serves sales, to generate new interest from new prospects. Well: Cold calling is not dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

DECEMBER 16, 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.”. This is great; this customer just told me what they want. 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

JANUARY 31, 2013

Baby Boomers and Generation X may find Millennials complex, but they’re driven by a few key motivations: Acknowledgement. Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. touches to engage with a prospect.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JUNE 16, 2015

Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Ask: Are the leads I generate driving revenue?

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

OCTOBER 29, 2013

So.how do they help people generate a higher response from clients and customers than many other companies? Inbound Leads Suck and Cold-Calling is Dead. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

JUNE 18, 2013

Mike says BANT is dead in lead generation and he couldn’t be further from the truth. Those without , should first be called, qualified or dismissed and then sent to Sales. A failure of lead generation and marketing. The value of inquiries is initially judged by the amount of BANT information they contain.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 17, 2014

Joanne Black , No More Cold Calling AND Pick Up the Damn Phone : "You Call That a Lead? It is downright misrepresentation when companies position themselves as lead-generation experts. That’s how we get our sales funnels clogged with cold leads that waste our time and almost never pan out.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

MARCH 13, 2014

Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. We talked about this issue and about the sustainable relevance of direct mail and cold calling.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JANUARY 17, 2012

But first, let's take a look at some lead generation challenges. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. In this garbage-in, garbage-out lead generation scenario, you can’t blame sales reps for ignoring the output. The answer is clear, and may surprise you.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

But first, let's take a look at some lead generation challenges. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. In this garbage-in, garbage-out lead generation scenario, you can’t blame sales reps for ignoring the output. The answer is clear, and may surprise you.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

OCTOBER 18, 2011

The salespeople that cold-call waste time contacting hundreds of people to find a few buyers instead of relentlessly pursuing marketing provided inquires and leads (48% of the salespeople give up after the first call). They must create demand which is broken into: Branding: Long term, less immediately measureable, but required.

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. But many are going for cold, hard, qualified leads.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

AUGUST 16, 2012

Revenue generation isn’t strictly the responsibility of sales. While they’re the tip of the spear, it takes the whole company to generate revenue. I’ve got to make sure I have enough business to make my number. I don’t like this kind of either/or.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JUNE 15, 2018

Here are the tell-tale signs your hunters are actually farmers (which means you’re not optimizing revenue generation): You observe they do little new business prospecting and secure just enough business from current accounts or a few referrals from current accounts to keep their job.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. This perspective is forcing marketing to have more interaction with the sales organization. Two reasons why marketing automation will reach a tipping point this year.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 2, 2012

Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. A survey I saw just last week—a MarketingSherpa survey—listed social media marketing as a very low ROI generator.”

Social Media 120

Social Media BtoB Media Inbound Marketing 120