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

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 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

FEBRUARY 24, 2016

Are outbound and cold calling really dead? Is outbound and cold calling really dead? Simplified. : "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.

Lead Ranking 149

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

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. The worst time to call a prospect is between 1:00 and 2:00 p.m. Peak Interest Timing.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

APRIL 3, 2014

Even with whisper-light computing power and immediate, 140-character Twitter posts, we are a face-to-face species, one that thrives on interpersonal communication and being in the presence of like-minded individuals working together for a common goal. Yet, take a look around you. Relationships Still Rule in Sales. Executives are busy people.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

SEPTEMBER 13, 2016

Cold calling is dead. We get them where they are at and have to work with them from that point on. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. In case you missed it, read part one of this series and see for yourself if cold-calling is dead.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JANUARY 31, 2013

Millennials choose to spend time on tasks and projects they feel passionate about, explaining why they often take a different approach to their work schedules and to their customer outreach plans. You can connect with Josiane and learn more about her work by visiting TeleSmart's website: TeleSmart: www.tele-smart.com. Stay Tuned.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified. That success did not even include one “win” that I will call an outlier.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

OCTOBER 29, 2013

Inbound Leads Suck and Cold-Calling is Dead. Click to start video at this point — It’s tempting to open LinkedIn and Twitter and be on them all day long, but how much work can you hope to accomplish if you’re always chasing leads? They’re on social media so that you don’t always have to be. Don’t Always Be On.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

APRIL 1, 2015

Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year. Killing Q1 and Q2 will allow you to put rivalries at work into perspective. Your intentions are clear. Gemini, don’t believe it.

Cold Calling 120

Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 120

ViewPoint

MARCH 13, 2014

Marketers and sales people need to be working towards the same goals. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. The quality of leads being generated nowadays is abysmal.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JUNE 18, 2013

Those without , should first be called, qualified or dismissed and then sent to Sales. A real sales lead, because it is qualified, reduces cold calling, feeds the sales pipeline, introduces salespeople to new people within companies, and opens up new markets. Only about 25% of the inquiries come with BANT-type information.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 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. That's $840 for inbound, $660 for outbound.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 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). Unclench your fists and start cooperating before the C-Level finds team members who can work together.

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

JANUARY 17, 2012

In our observation of how hundreds of companies treat leads, the bulk of the work overwhelmingly rests with sales—and that is a recipe for failure. Whose job is lead qualification and lead nurturing? Even if leads are pre-qualified, sales people are notoriously poor in following up on all but the hottest of leads.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

In our observation of how hundreds of companies treat leads, the bulk of the work overwhelmingly rests with sales—and that is a recipe for failure. Whose job is lead qualification and lead nurturing? Even if leads are pre-qualified, sales people are notoriously poor in following up on all but the hottest of leads.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. We have to be balanced in our sales programs, and we have to be balanced in our marketing programs—and leverage the things that work for us.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JUNE 15, 2012

There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

APRIL 13, 2012

In essence, marketing is saying, “Work with us, we’re going to withhold the ones that aren’t ready,” and then—over time—marketing will provide sales with more leads worthy of rep time. ” “Intelligent outbound” in the complex sale. Jeff Ernst's research at Forrester.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Dan calls giving out bonuses during sales cycles “tactical stuff.” Power through, work hard, don’t give up, keep trying. The EDGY Strategy.

Conversion 120

Conversion Terms and Conditions Cold Calling Advertising Agencies 120

ViewPoint

JUNE 15, 2018

Lowering the cost of driving that revenue means finding new and better ways of getting the sales and marketing work needed done. Integrated, multi-media campaigns directed toward focused audience groups work best. Single media campaigns waste an enormous amount of money.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

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. 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