ViewPoint

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Nurturing is about talking to your prospective clients at every stage in the sales cycle.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 3, 2017

“Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them.”.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. 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.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 20, 2018

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. A lead farmer equips the sales rep with in-depth knowledge about the prospect.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

OCTOBER 4, 2016

I quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. I don’t want to spoil the 30-minute YouTube video (it is packed full of great information and advice), but I will provide an overview of my responses and then hope you will watch the video for a deeper dive: Stage of Buying Process. Simplified.”

Webinar Metrics 136

Webinar Metrics CRM Thought Leadership Sample 136

ViewPoint

MARCH 19, 2018

True, most of the articles on marketing analytics demand that the topic requires immediate attention, and in so doing, they imply that their (fill-in-the-blank system, software, consulting, book, blog) will teach you how to do it.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

APRIL 19, 2017

This belief is keeping him busy: “ My business is split evenly between speaking and consulting. The longer I do this the more convinced I am that those who tell us sales is complicated are either confused themselves or using complexity as a smokescreen to hide their lame efforts and poor results.” Simplified. ” And “ Sales Management.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Start Reading. What if CRM had not been invented?

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 30, 2013

Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). Great rainmakers in consulting firms don’t even try to start selling, and yet they get a lot of commitments.". Unselling: The Less You Sell, the More You Win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

FEBRUARY 2, 2017

Are we a niche vendor, consultant, or service aggregator? While most companies say they sell a solution, not a product or service, the message around what that offering is (made up of a product, price and delivery mechanism) is more likely than not described differently by every marketing and sales executive in the organization.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

SEPTEMBER 13, 2016

Salespeople must be the value in order to overcome the redundancy and must have consultative selling skills to steer the conversation back to an earlier stage in the sales/buying processes.”. Ginger Conlon: “I don't consider this a "lie." It's more of an "it depends" situation. And it looks like I’m not the only one seeing this: [link].

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JUNE 30, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. In summary, we have to say we agree with George Carlin who said, “The status quo sucks.”. James is a regular guest blogger with ViewPoint.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

APRIL 4, 2011

My sense is that marketing automation vendors have not involved consultants to the extent they could to ensure success, or at least provide a realistic estimate for what implementation costs (it is not uncommon for software to have a 2x or 3x consulting to software license ratio). Could this be a problem?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

JUNE 23, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Only people can save their way to prosperity, businesses can’t do it. James is a regular guest blogger with ViewPoint.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

NOVEMBER 16, 2017

Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

JANUARY 31, 2013

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. While Josiane admits that “gamification is the new black” among sales consultants, many inside sales professionals respond to systems that track performance like a video game or a sporting event.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JUNE 15, 2017

A consultant once taught me that any good trait taken to an extreme can become a negative. In all, there were about 40 inside people in two departments working on the qualification and nurture process. This cost the company $1.2 million in salary and benefits.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

SEPTEMBER 27, 2012

Click to start video at this point — Asked about social media trending among the companies ITSMA works with, Dave notes these firms—large technology, technology consulting, outsourcing, professional services and telecom companies—have been moving at different speeds: “Some at light speed and some at glacial speed in adopting social media.”.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

DECEMBER 6, 2011

Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog.

Television marketing 120

Television marketing B2B Sales Class Consulting 120

ViewPoint

MAY 12, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. My advice to Bob was short and full of hope: Improve your expectations; decide where you fall short; and improve your closing ratio. James is a regular guest blogger with ViewPoint.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

OCTOBER 27, 2016

The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” We will talk about the judicial branch below.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

JUNE 28, 2018

Are we a niche vendor, consultants, or service aggregator? Political Consultant Roger J. Do we provide staffing, or are we a HR services firm? All involved need to agree and articulate who we are, what we do, and why we’re better and different consistently and concisely.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

APRIL 2, 2013

James Obermayer, executive director and CEO of the Sales Lead Management Association and president of Sales Leakage Consulting shares his views about the relationship between successful B2B marketing and using the best marketing automation and analytics tools. Marketing Automation Software That Delivers the Most Data Wins.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

SEPTEMBER 10, 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. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

OCTOBER 23, 2012

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels.

Bandwidth 120

Bandwidth Consulting B2B Sales Opinions 120

ViewPoint

MAY 2, 2013

The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. "Do Do whatever it takes to get them anything they need." Via Young Entrepreneur Council. Ready to triple your sales pipeline? Try outbound prospecting.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

APRIL 21, 2015

Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Enough said, don’t you think? James is a regular guest blogger with ViewPoint. This quote has various sources and some variations "Life is tough," etc.,

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Marketing Automation Services Blogger 120

ViewPoint

APRIL 7, 2015

Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. I liked the sound of that because now Jake understood the rest of the story. James is a regular guest blogger with ViewPoint. Lead Management'

Lead Management 120

Lead Management Sales Qualified Leads Sales Leads Lead Scoring 120

ViewPoint

NOVEMBER 19, 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.

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

JULY 23, 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. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. John Kearney is a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

DECEMBER 19, 2012

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. As we plan for the New Year, it’s time to stop following and start leading.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

AUGUST 18, 2015

For more than 20 years, she has been focused on driving intentional, measurable revenue growth for B2C and B2B companies as both an in-house marketer and a consultant.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

FEBRUARY 16, 2016

When the sales reps make initial contact, they should be ready with a prepared consultation with detailed talking points. Preparation and personalization : Using the information collected by the prospector and inputted into the CRM, sales reps should be adequately prepared when speaking to sales-ready leads.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

DECEMBER 3, 2013

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. which assists sales trainers in selecting the appropriate providers. Here is the full video of our discussion and below are some salient outtakes.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120