ViewPoint

OCTOBER 4, 2016

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. I quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. Simplified.”

Webinar Metrics 136

Webinar Metrics CRM Thought Leadership Sample 136

ViewPoint

FEBRUARY 16, 2016

For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. When the sales reps make initial contact, they should be ready with a prepared consultation with detailed talking points.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MAY 12, 2015

Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

JANUARY 22, 2016

No more making them “earn” the right to information. All this, combined with an endless flow of information and distractions, will decrease productivity—when their entire organization is focused on increasing it. All of their efforts will be focused on converting these accounts from contact information to paying customer.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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

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.”. The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 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. An inquiry is a name with some information (title, phone number, email, company name), but little else. A genuine sales lead has qualifying information.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 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?

B2B Sales 120

B2B Sales PointClear Business B2B 120

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

MARCH 2, 2011

Step 1: Question your consultants. Press your marketing consultants, ad agency reps and employees to answer business questions first. What actionable information does each interaction produce and where does that information go? Do interactions even produce actionable information? Here's a 3 step process that will.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

AUGUST 18, 2015

Once you do, you’ll have the information you need to diagnose and repair the path to conversion and sustainable revenue growth. 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

JULY 16, 2013

Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. And who knows if this information is accurate.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

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. Salespeople are using specific information about what they can do for a client’s business plan. Many Salespeople Are Not Qualified.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. For more information, check out this blog about the four revenue sources that most ROI calculators miss.). He was smart, a great trainer and a great consultant. Dan, thanks for your time.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

SEPTEMBER 22, 2015

You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. It may be that contact information and marketing intelligence OR leads come before revenue. Inbound is great, but it’s really like waiting for the phone to ring.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

AUGUST 27, 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. Sure, there were some who wanted information again, but those were not the high-probability people Steve needed. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

MARCH 26, 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. Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

JUNE 11, 2013

With nurturing phone calls and emails to warm-up potential buyers, marketing continues down the informational track providing more content that addresses the buyers’ problems and needs. Written by guest blogger: Martine Hunter, B2B Marketing Consultant. The results can be a winning team that repeatedly reaches the finish line.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

OCTOBER 16, 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. "So That sales managers share their quotas with me instead of having me beg for the information so I know how many qualified leads they need.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. DemandGen tells us buyers make up a short list of who to contact through these activities: 78% started with informal info gathering. 48% followed industry conversations on topic.

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

MAY 15, 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. You need some very basic information to slip into the formula iii. Formula to Predict Inquiries Needed to Make Quota i. Here is the formula: Formula.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

ViewPoint

JANUARY 9, 2014

A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. If a six-sigma consultant looked at that type of waste, they would freak out. A form completion is a lead. Craig Rosenberg | The Funnelholic. Leads suck. The truth is, it''s okay.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 29, 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. “So, We need some information about the lead: how soon are they buying, what’s the application, and are they the decision maker?”. “I I asked the gathered salespeople.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

OCTOBER 24, 2011

Chatter essentially provides a private social network that promotes collaboration, connects people quickly and accelerates information sourcing and sharing.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

JUNE 20, 2011

Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. When they are evaluating their options, do your nurturing efforts provide them with information as to how you have helped others in their position to make the business improvements that they now seek?

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Mike Weinberg. Brian Tracy.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

FEBRUARY 26, 2013

Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. He holds an MBA in finance and research methods from Columbia Business School, with additional graduate work in statistics, data mining, and geographic information systems.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

MAY 23, 2011

Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Compared to data from compiled files, response files have typically tended to be more accurate, but couldn’t necessarily provide the market coverage or firmographic information needed.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

DECEMBER 17, 2013

Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. the HIMMS Media Group, and the Business Information Industry Association. Bernice and I are always open to ideas for future studies. We welcome your feedback and suggestions.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JANUARY 10, 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. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

JANUARY 12, 2012

Another 20 percent came from consultants, competitors and students. Most of the others had little or no pre-qualification information. In his rookie year, he wasted enormous amounts of time following up on so-called “A+" sales leads from marketing. As it turned out, one-fourth had erroneous phone numbers and addresses.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

We did, he did and the deal closed five months later for $1 billion for our client (a global consulting/services company). Finally, actionable market intelligence reports are created on a planned and spontaneous basis to help clients with positioning, messaging and competitive information. Seriously, that’s billion with a “B.”.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

NOVEMBER 8, 2012

Today’s customers are self-educating, and she notes that the first thing they do when they think they have identified a need is go to the Internet to get product information for themselves. A client knows they’re going to get the tools, the reinforcement and the consulting around what it’s going to take to make our work with them stick.”.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com. Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120