ViewPoint

OCTOBER 31, 2011

As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Your product or service may be a commodity, but you're not. In your emails, focus on the ideas, insights and information you can share that will be of value to your prospect in reaching their goals.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

DECEMBER 17, 2013

Some of the more intriguing fields now available to marketers include: Spending levels on legal services, insurance, advertising, accounting services, utilities, and office equipment (Infogroup). Biographies of company contacts (OneSource). the HIMMS Media Group, and the Business Information Industry Association.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

AUGUST 21, 2013

In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. This does sound logical, but it is only true for commoditized services solutions or products or for relatively low-ticket offerings. Post the introduction of the Internet, some opined that retail was dead.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

DECEMBER 20, 2016

If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies.

Cost 120

Cost Sales Qualified Leads Cost per Lead Account Based Marketing 120

ViewPoint

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Validation and full deployment.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 5, 2015

However, the welcome email should do far more than alert your prospect that he’s now subscribed to some type of service. Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. Remember, you’re not trying to sell prospects, you’re trying to help them.

Lead Nurturing 120

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

ViewPoint

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Based on how close one of these encounters is to being sales ready, it might get routed right to a sales contact.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 7, 2015

Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120