ViewPoint

DECEMBER 1, 2016

They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 100,000 companies with up to three executive contacts in the right company (no email addresses). 100,000 companies with up to three executive contacts in the right company (no email addresses).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

OCTOBER 21, 2017

Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). A number reported that the contact was no longer employed by the organization. The results: half of the list was outside of the Northeast. Remember: Lists suck.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

JUNE 2, 2016

Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. These are contacts past the point of diminishing return on a given touch cycle. These are prospects with a specific planned next step to be taken within a reasonable timeframe.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

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

DECEMBER 7, 2017

When I politely mentioned the difficulty in contacting him when Tim and I finally connected, he said, “Yes, we should look into that. They leave contact information on their website (but often not the phone number, except in some hidden nook, screened back). And so, it went. So, I ask, why is this happening?

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

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

MARCH 29, 2017

Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped). A number reported that the contact was no longer employed by the organization. The results: half of the list was outside of the Northeast. Remember: Lists suck.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

SEPTEMBER 9, 2016

The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. Every bad, ill-targeted attempt to contact me tarnishes that brand in my mind. Read more here: Is Cold Calling Dead? I experience this every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MAY 9, 2013

Protecting your online reputation is crucial in an era when conducting searches for information is a routine part of a buyer''s research, according to Jasmine Sandler. LinkedIn revamps contacts tool to boost relationship management. Via ClickZ. Via ComputerWorld. Lead Generation Poses Biggest Challenge for B2Bs.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

AUGUST 25, 2016

As part of the process to develop leads into prospects, this group of prospect developers has the responsibility to document a complete contact history, develop a company profile, and gather information about the budget, decision timeline, individuals involved, events or other factors driving the decision, pain points, hot buttons and competition.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

APRIL 28, 2015

You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. 3) Execution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

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. You don’t have control over quantity and quality.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

MAY 24, 2016

Have all contacts been engaged? I tell them that they need a whole lot more information than that (decision makers and influencer data and business issue, compelling event and a sense of urgency) to call a lead sales-ready and worth sales’ time to pursue. What determines that a lead will be accepted by sales?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

JANUARY 26, 2012

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. Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

APRIL 28, 2011

Recent data from DemandGen on what buyers do today show that: Less than 10% of recent buyers were contacted cold by the solution provider. More than 80% said they contacted the solution provider directly. DemandGen tells us buyers make up a short list of who to contact through these activities: 78% started with informal info gathering.

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

MARCH 27, 2014

More information and links in the blog. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A blog accompanying the podcast provides a link to this data. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

MAY 12, 2011

It’s logical that if only a fraction of your target market is contacted, only a fraction of the deals are going to you. Making sure every targeted contact in your universe knows you exist and understands your value proposition is a tall order. Cultivating loyalty among the current customer base is extremely important.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

FEBRUARY 26, 2016

Ideally, the perceived value of the resource should be such that the individual is compelled to submit their contact information in exchange for the offer. For those that don’t already know, inbound marketing is a methodology founded on the idea of drawing people in toward your brand through the use of form-gated content.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

SEPTEMBER 13, 2016

In some cases, a prospective buyer may get a referral from a colleague and contact a salesperson at the beginning of the purchase process; in other cases, that same buyer might conduct detailed research into several companies' options before contacting the salespeople for those companies.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JULY 24, 2017

Dean called me to ask for more information for Mike Smith. Twenty to 25% will turn into leads with additional, scheduled contact. no email just vm. follow up voice mail. follow up voice mail. email to request call back. I'll be on vacation from 24 Aug to 2 Sep and will have limited access to email. call scheduled for 8 Sep at 11.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

JUNE 2, 2015

provide us with unfiltered and unconsolidated information in response to our discovery questions. And, we don’t just need it day one of market contact. First, we ask that at least five stakeholders from multiple departments (sales, marketing, product, executive management, etc.) We need sales, product and marketing expertise.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

MAY 30, 2012

Outbound vs. Inbound: A Balance that Still Requires Personal Contact. He adds that—in addition to the digital contact—you still need a lot of personal and physical touches to make that final connection. Databases Play a Key Role in Driving Multi-Touch & Multi-Media Contact.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

OCTOBER 31, 2011

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. Do 8-12 touches (via email and phone) over a 4-6 week time period, with each contact building off the previous one. Examples might be: relocations, mergers, management changes or new legislation.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

AUGUST 27, 2013

The results were hot prospects (call me, talk to me, contact me ASAP) in 10% of those called and spoken with. Sure, there were some who wanted information again, but those were not the high-probability people Steve needed. We decided these were the most honest, high-probability prospects.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

SEPTEMBER 27, 2012

The latest version of this research was conducted with close to 500 executives late last year, and results include these findings: 90% used social media at some point during their information gathering, evaluation and selection process. Out of that group, about 70% to 75% said social media was useful or very useful.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 25, 2011

The Tsunami of information available online has reversed that focus, only marketers have been slow to respond accordingly. Marketers need to start thinking about what comes after contact information. What next step[s] can they create to validate their belief that the contact is actually a “lead” is true?

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 12, 2012

Most of the others had little or no pre-qualification information. Each had already been contacted at least seven times; the best touchpoint techniques use multiple media—some combination of phone, voice message, email, letter, and direct mail. 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

JANUARY 19, 2012

Many of the best sales opportunities turn out to be those that have been contacted five or six times using a lead management process that includes voicemails, emails and direct mailings over a period of months before a conversation finally occurs. He is also creative and informative. This step alone can take weeks or months.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

OCTOBER 3, 2011

The only information they have available is the physical information you are sending to them with your body language. The skills you rely on to establish and maintain physical presence are your non-verbal skills: eye contact, facial expression, posture, gestures, and movement.

Burn Rate 120

Burn Rate Press Training Contacts 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. His point: One contact, even two or three, is rarely enough for sales or marketing to connect with customers deeply enough that there’s real interest. A form completion is a lead.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 15, 2012

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation. Proactive Value-Added Selling Needed Much Earlier in the Buy Cycle.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 20, 2011

Nurturing transforms you from a company name to someone that the contacts within your dream clients know. 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? You must do more.

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. Tom Hopkins.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MARCH 31, 2011

All of this reinforces the need for a dedicated group—either insourced or outsourced—to contact marketing-generated leads to determine if they are sales-ready, if they need mid- to long-term nurturing, or if they should be deleted from the prospect database.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 24, 2015

They produce the content and materials that help lure contacts at the company into deeper conversations with sales. Finally ABM ends with understanding your past results and using them to inform your future actions in a data-driven manner. Marketing provides air cover by nurturing and educating their known universe of prospects.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

DECEMBER 17, 2013

Biographies of company contacts (OneSource). the HIMMS Media Group, and the Business Information Industry Association. Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Company SWOT analysis (OneSource). Whether the company conducts e-commerce (ALC). List of company competitors (OneSource).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120