ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

MAY 19, 2015

Cold calling is dead. Do sales reps like to cold call? Would the message, “cold calling is dead,” resonate with them? And there is still time in 2015 to get them right if you inspect your processes and find that these critical keys are missing: Shared (between marketing and sales) definition of a lead.

Top of Funnel 120

Top of Funnel Cold Calling Cost per Lead Funnel Advertising 120

ViewPoint

AUGUST 21, 2013

One of the biggest and most damaging is that cold calling is dead. One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. Cold vs. Gold.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

JUNE 18, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 24, 2016

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). Are outbound and cold calling really dead? They only care about revenue.

Lead Ranking 149

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

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. But many are going for cold, hard, qualified leads.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

NOVEMBER 17, 2014

Corporate growth, good and bad, can be traced to sales lead follow-up i. Cold calling? When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash. Here are some thoughts on motivating salespeople to do the obvious: Sales Leads Sales & Marketing Management'

Cold Calling 120

Cold Calling Sales Leads Marketing Prospects Marketing Report 120

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. I hear marketers say this all of the time: “My job is to get leads to sales. It is their job to qualify, nurture and close those leads.” From the other side of the aisle: “Most of the leads I get from marketing are of no value.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. You’re either cold or you’re hot—lukewarm doesn’t cut it. We addressed that question—and more—in our chat.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. We talked about this issue and about the sustainable relevance of direct mail and cold calling. Stay Tuned.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

APRIL 10, 2014

Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Cold Call Timing. call attempts before abandoning the lead and moving on to the next.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

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

APRIL 3, 2014

They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. Our smartest, tried-and-true tool for business development, lead generation, and deal closing has always been ourselves. Relationships Still Rule in Sales. Executives are busy people.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 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. What Is a Multi-Touch Cycle? Not every touch cycle is (or can cost effectively be) that long.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. So while average performing reps are running full speed ahead toward inbound leads, HIGH performing reps on the other hand actually told us that they progressively disqualify (and even de-prioritize) inbound leads.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

SEPTEMBER 13, 2016

Cold calling is dead. To learn more about the movement, to Stop Selling & Start Leading™, click here. As I’ve been saying for years, the ONLY time that statistic is true is when foolish, lazy sales reps who live in reactive mode sit on their assess all day waiting for a warm lead. Marketing and sales are aligned.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

OCTOBER 29, 2013

I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads. Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Inbound Leads Suck and Cold-Calling is Dead.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

JANUARY 31, 2013

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. Click to start video at this point — “No one wants to answer their phone,” Josiane says. “No No one wants to check their e-mail anymore.”

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

APRIL 17, 2014

Deal sizes gradually decreasing as inbound leads increase; 2. High-performing reps avoiding inbound lead follow-up; and 3. The percent of sales accepted leads decreasing while lead quotas increase.”. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! But you need both!

Inbound Marketing 120

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

ViewPoint

APRIL 1, 2015

You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Your eyes are wide open to your true priorities and making cold calls is not one of them.

Cold Calling 120

Cold Calling Lead Ranking Lead Scoring Sales Qualified Leads 120

ViewPoint

OCTOBER 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Translated: Nobody loves me )” “Salespeople never follow-up the leads.” ” “They never close out the leads to tell us who bought.”

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

AUGUST 16, 2012

I’m one that says if we can have great inbound marketing programs, and I can get fantastic leads and highly qualified leads, I’m really going to leverage those to the utmost.”. And we need to leverage all those tools appropriately. 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

For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Let’s say your forecast process includes 10 steps with “1” equal to a sales accepted lead and “10” equal to win/loss. It’s not a campaign.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

APRIL 13, 2012

Marketing is now looking at the impact they’re having in terms of the leads they contribute along with what’s happening with those leads further down the sales pipeline. Jeff notes there is a link between marketing and sales dysfunction and marketing’s challenges in convincing sales of the value of lead nurturing.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 2, 2012

Paul also describes the way LinkedIn has created a whole new dimension with the ability to research leads and better understand both who the influencers are in a target company and who you may have a connection to. These are cold leads, and they are usually not very well qualified. You need to treat them like that, though.

Social Media 120

Social Media BtoB Media Inbound Marketing 120