ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. They are herded into a direction of ineffectiveness by the actions or inactions of others in your company. The final curtain on this company was a $40,000 plus dinner for 12 (complete with 100-year-old brandy and expensive cigars).

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

DECEMBER 12, 2017

An employee of a targeted company needed only to download some content to be qualified as a lead. As long as they worked for XYZ Company and downloaded the content they were a lead. His definition of a lead was the loosest that I have ever heard. It did not matter if they were ready to buy – or even qualified to buy.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

NOVEMBER 27, 2017

Add in another rep who took maternity leave and then resigned after a leave of absence, and his company was hurting. Four months into the situation, the leave of absence for the third rep turned permanent, turning a smallish problem into a hellish problem for the sales manager and the company. But it didn’t end there. _.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

AUGUST 16, 2018

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Often hot leads are really buying companies that have already been sold by another vendor. In many cases hot opportunities are already baked. Weigh the cost, weigh the benefit.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

MAY 28, 2015

It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. Those kinds of relationships really suck.). As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's not a distraction. Complete ABM is not a black box at all.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 8, 2016

What a wonderful opportunity to drop a tidbit of our sales story, position ourselves as a value creator, and begin building a relationship. Yes, you can build a relationship with someone through voice mail messages.”. If we’re going to get voicemail more than half the time, let’s change our attitude about it.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. The company only reached out to organizations that could be high-value clients. Here’s a specific example for you.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

MARCH 26, 2015

Part 4: Tip #4 Reconcile Relationship with the Phone. The problem is they usually end up talking more about their company and offerings than about the prospect and their needs. No one cares what you think about your company, product or service. Coming up next: Tip #4 Reconcile Relationship with the Phone.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

JUNE 5, 2017

The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time--and that's the job of accountable sales reps and marketers. For a case study about how one technology company entered the era of accountability (by partnering with our company), read this post.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

FEBRUARY 2, 2017

Generally speaking, companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Or do we recognize the value of relationship development on longer-term leads? Let me know if you want to explore solutions to this problem for your company. Most of them are a waste or wasted.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

MARCH 27, 2015

Part 4: Tip #4 Reconcile Your Relationship with the Phone. Tip 4 - Reconcile your relationship with the phone. So, in closing this series, I’d like to share Mike’s tips on how to begin restoring your relationship with the phone and thus improve your prospecting calls. Part 4: Tip #4 Reconcile Your Relationship with the Phone.

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time. My guest today is Tony Zambito.

Buyer Personas 120

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

ViewPoint

FEBRUARY 26, 2013

ITSMA’s member companies see this every day. Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. Selling depends on relationships, too. Our members execute big-ticket cross-border IT services projects.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

JUNE 12, 2014

” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route. B2B Growth Strategy'

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

FEBRUARY 16, 2016

Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. For example, companies always want to make more money.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 28, 2016

Complex deals are really sold based on relationships, so the lead gets us started but is a long way from what it takes to close the deal.". This is based on 100,000 raw leads, across about 50 companies in various segments from the tech industry from the last 10 years.". All you can do is look at the statistics over time.

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

AUGUST 9, 2016

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. In many cases hot opportunities are already baked.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. Once you have established a relationship with a client, you must maintain the relationship.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

JUNE 20, 2011

You have a list of dream clients and, if you are like a lot of sales organizations, you are guilty of neglecting this list; your dream clients are also the most difficult prospects to penetrate because they have existing relationships. To effectively pursue your dream clients, you have to nurture these relationships over time.

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

AUGUST 25, 2016

Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. In this take-it-or-leave-it scenario, nobody wins.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

MAY 20, 2014

I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. I ‘shared’ the sales operations manager with the CMO because we had a good working relationship.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. B2B companies know that lead quality is just as important if not more important than the quantity of leads generated.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

JULY 30, 2013

Peter, senior principal and vice president at The Complex Sale, a premier sales and methodology company, spoke with me about the wild success of his outside-the-box thinking. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” A day doesn’t pass that I don’t hear a remark (usually from salespeople), about the difficulties of using their company’s CRM system. What about your career; your company?

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. LinkedIn revamps contacts tool to boost relationship management. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JULY 24, 2012

Ask an engineer in your company to define a system and he or she will tell you it includes: Resources—such as budget, the lead generation resources, human resources and the software that manages the system. Systems exist when parts, relationships and a purpose exist. Why should sales lead management be any different?

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. For example, they need to spot market opportunities like places where a company can expand.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. What B2B Companies Did Well in 2015? Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. It’s generally not been the case that companies have a flash of insight and say, ‘Hey, we ought to do something different.’ It’s customers who are breaking down these silos and forcing companies to take a fresh look.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). But as Chris explained, few companies are truly committed to aligning themselves around the sales team. What Are Some Key Steps Companies Can Take to Become a Sales First Organization?

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). But as Chris explained, few companies are truly committed to aligning themselves around the sales team. What Are Some Key Steps Companies Can Take to Become a Sales First Organization?

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

APRIL 12, 2013

Among seven myths that undermine b2b marketing success, Glass also suggests too much emphasis on last-click attribution, ignoring the power of display ads together with direct response, and more concern about getting in front of the right company instead of the right people.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

NOVEMBER 10, 2011

Marketing spends intellectual capital and the company’s treasure to find prospects. Yet research says that 75-90% of the opportunities for the majority of companies are lost and we all know why. But the majority of the opportunities, especially in B2B still need a salesperson to show up to get the business.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. Instead he thought that there would be a coming flight to relationships where buyers and sellers would start looking to cultivate long term, mutually beneficial relationships in a pursuit of profitable growth.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

AUGUST 14, 2013

Companies have been a bit slower than individuals in realizing the power of social media. It’s been an evolution, he says, as companies began recognizing the power of leveraging social media. This cross pollination fosters relationships and widens your network. Then go on Facebook and let your friends and family know.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. I’m able to reach many more companies and salespeople through my video streaming programs. Provide insights to make prospects unhappy. What should they change?”. Spend more time with fewer prospects.”.

Conference 149

Conference PointClear Cold Calling Work Management 149