ViewPoint

NOVEMBER 16, 2017

Even when callers are live, they can fall into that same robot mode: Seemingly reading from a script, often talking too fast because they expect you to quickly exit the conversation and hoping against hope that you’ll stay on the line for their sake (not the person’s on the receiving end).

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

NOVEMBER 27, 2017

The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates. People who attend webinars can buy, and people who register for the event will buy at the same rate. The impact of open territories and failed forecasts on the people and on company expenses were substantial.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JUNE 28, 2018

Note that on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10%. Close rates for these companies are close to 150% of those in average companies. Here is why: In the average company the close rate on sales-qualified leads is about 20%.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

AUGUST 18, 2015

When they start falling short on conversions or missing revenue, they simply treat the symptoms of a misaligned or broken lead-to-revenue process—more leads, more sales people, more technology. Did you improve conversions? Treating the symptoms of poor revenue performance is not going to make it better. Hired a social media marketer.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Marketing Qualified Leads 120

ViewPoint

MAY 1, 2013

Greater Marketing ROI One of the most important marketing analytics is your sales process stage-to-stage conversion. With conversion analytics you can quickly and easily determine which marketing campaigns and touch points work best in each stage of your sales cycle.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

AUGUST 8, 2011

Those with integrated marketing automation are reporting financial metrics at roughly double the rate of those without marketing automation. Marketing strategies improve with better insight into lead conversion to opportunities, sales and revenue.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

MARCH 27, 2015

1) Be clear about your objective: Your first and most important objective is to secure the next step, which is a discovery conversation. There will be a time for that in future conversations. Use “client addressed” talking points to position yourself, lower their resistance and keep them engaged in the conversation. Simplified.:

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

MARCH 11, 2014

The conversion rate for referrals is over 50 percent. She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. Nothing comes close to that. The best part?

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

SEPTEMBER 22, 2015

If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action. And, it might be that you will end up with the same close rate but with a higher average deal size. Focus on the right accounts to move the needle.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

OCTOBER 2, 2012

In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”. Be in those online communities offering advice, solving problems, and sharing information.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. Jeb Blount made the very interesting point: If you have 30 prospects and a 20% close rate, when you close two deals you should replace 10 prospects – not two. Sales is NOT customer service.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 29, 2011

This shows an alignment with sales, who also rated acquiring new clients as their second most important goal for the year; following increasing revenues in general. The study uncovered 39 Sales Intelligence solution providers, which got varying ratings for value.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 7, 2016

The rates of lead acceptance and rejection reveal lead management and quality problems that can be quickly addressed. Organizations should strive for lead acceptance rates that are 90 percent or better. Lower rates typically indicate a breakdown between marketing and sales. Rapid identification of problems. The day of the call.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 26, 2015

From that list, Mike says to craft a “playbook” with short and sweet talking points you can spit out in the first few seconds of a conversation. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Make them glad you interrupted.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

MAY 17, 2018

The truth is that in most complex selling situations, anyone who agrees to see your sales representative for any amount of time, without additional preparatory conversation, has more time to waste than most senior level executives I know. Close Rate 1. The fifth option, 81 Sales Qualified Leads, cost $1,235 each. Average Deal Size 2.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. And we need to have a back and forth conversation or discussion.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 2, 2015

The critical path required for success (such as: a common lead definition; expected lead acceptance; close rates; and the process for getting leads from marketing to sales and/or back to marketing if they don’t fit the criteria). Our team will have more conversations with your market in the first month than your sales force will all year.

Lead Generation 120

Lead Generation Generation Work Management Marketing Qualified Leads 120

ViewPoint

JANUARY 9, 2014

If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 24, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. In this interview, Jim highlights the problems between sales and marketing departments and necessary changes to improve communication and increase close rates. percent close rate on forecasted deals.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

AUGUST 20, 2015

You should also look at lead-to-revenue conversion rates across the flow. Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. I like to use specific criteria for each component and then grade my findings against that.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

DECEMBER 16, 2010

Deploy a full court press against segments with the highest lead rates. Focus measurement on opportunity quality, conversion ability and revenue generated. Lead and close rates will improve. Segment your market database into testable sample cells. Test the cells to determine high-value and most-likely-to-buy segments.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

OCTOBER 11, 2012

Commenting on the complete alignment across the organization, he notes, “Never once did we start the conversation with how are we going to get you guys to get along. He describes a recent conversation with a client: “She said, ‘I’ve got to develop how I’m going to approach inbound vs. outbound.’ He adds, “Those are staggering numbers.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

AUGUST 16, 2012

Below, you can read highlights from our discussion or use the links to start the interview from different parts of the conversation. And we see things like win rates skyrocket. Alignment: More of the Right Conversations & Reporting to the Same Exec. Please use the links below to listen to the audio.).

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JANUARY 17, 2012

They are filled with brand builders or communicators who do not possess lead generation skills and technology, or they are measured on “response rates” and “cost-per-lead,” which are the wrong metrics. Traditional marketing departments are also not the best equipped for this important job.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Marketing Qualified Leads 120

ViewPoint

JANUARY 17, 2012

They are filled with brand builders or communicators who do not possess lead generation skills and technology, or they are measured on “response rates” and “cost-per-lead,” which are the wrong metrics. Traditional marketing departments are also not the best equipped for this important job.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Marketing Qualified Leads 120

ViewPoint

DECEMBER 17, 2013

Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). We learned that some vendors provide all these data elements, on most of the accounts on their files, while others offer only a few. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JUNE 7, 2011

Let's agree that a good lead-to-opportunity conversion rate is 10 percent (yes, some are higher, and some are lower—but play along with me). In this case, what we have are completely unrealistic expectations. Instead, you really need benchmarks, so that everyone can feel comfortable with the reality of b2b marketing metrics.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MARCH 6, 2012

The study goes on to say those sales teams that “exceed expectations” in understanding their customer’s buying process can expect their win rate to improve by 38%. In the process it increased conversion rates by 136%. A turnaround in this area can boost the top line.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

APRIL 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Trip notes that, while email was what social media was supposed to put out of business, best-in-class companies are integrating email with social media marketing at a much higher rate than other companies.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JUNE 28, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. 2012: Transformational Change, the New Buyer & Big Data.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. And by the way, the engagement and click through rates are greater in mobile, too.” Jorge Picaza) of "AIDS: The Hidden Killer," one of the first book-length examinations of the AIDS crisis worldwide.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. And by the way, the engagement and click through rates are greater in mobile, too.” Jorge Picaza) of "AIDS: The Hidden Killer," one of the first book-length examinations of the AIDS crisis worldwide.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

FEBRUARY 7, 2018

To go with option 2, increasing the leads from 4 to 7, would require you to do one of the following: Increase touches from 100 to 175 per day—a goal which in all likelihood is not possible, as conversations take time. Increase lead rates from 8% to 14% — well above the average lead rate of 5%. Require that your folks talk to 1.14

Cost per Lead 245

Cost per Lead Cost Lead Scoring Lead Ranking 245

ViewPoint

MAY 5, 2015

The conversation was based on their last engagement, and we concluded the call by asking the prospect if the IT provider could serve as a resource. Consider this case study: Email Marketing: 17.36% higher average clickthrough rate in 7 personalized subject line tests. Better segmentation. Testing and optimization.

Lead Nurturing 120

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

ViewPoint

FEBRUARY 19, 2016

Sales leaders enjoy an increased close rate, and marketing leaders are able to track their revenue contribution. It’s about uncovering pain points, gaining marketing intelligence, defining the needs of a prospect or company, and advancing the overall customer-business conversation.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

AUGUST 18, 2016

As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. If your goal was to have a conversation with a high level executive role at 803 hospitals what would you do? .: “In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London.

Account Based Marketing 120

Account Based Marketing Automation ABM Paid Search Agency 120

ViewPoint

DECEMBER 20, 2016

Example #2 A client provided 4,200 hospitals with 7,500 contacts and asked us to have a conversation with each contact on the list. Close Rate – 20%. Despite our findings, marketing said that “this was an important source of leads, we just can’t afford to have you qualify them so we will continue to send them directly to sales.”.

Cost 120

Cost Sales Qualified Leads Cost per Lead Account Based Marketing 120