ViewPoint

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Accurate Closing Forecasts. percent close rate on forecasted deals. Analysis of Buying Cycles and Stakeholders.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

FEBRUARY 23, 2018

Intimate customer tribes over impersonal mass markets. Small experiments, testing and data, intimate customer tribes, engagement and transparency? How do we know candidates have what it takes to carry the conversations needed to fuel the forecast? Testing and data over opinions and conventions. I'd like to hear from you.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). CRM is good at forecasting, he said. When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). CRM is good at forecasting, he said. When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

JANUARY 11, 2011

Hunters will go after new business while farmers will cultivate the customer base. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” ” Management will track demo conversion and forecasting accuracy at the group and rep levels.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Sales is NOT customer service.”. Themes from last week’s presentation: “Sales is all about one-to-one connections.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 16, 2012

“I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. That they would follow up all sales leads until the prospect buys or dies.”. That they treat Marketing as a co-equal.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

JULY 16, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer?

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

FEBRUARY 18, 2014

Get an 800 number for our customer service line. It has the year’s sales forecast, changes in compensation programs, quotas, travel goals by rep, business objectives for the team, and key factors for success. There is sales turnover, we have unsatisfied customers, and I don’t know what we get from our marketing spend.

Planning 120

Planning Marketing Plans SWOT Work Management 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. ” Gaining the support of the CEO around this initiative should be simple—any CEO worth his or her salt grasps the value of a customer-centric strategy.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JANUARY 31, 2012

These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JUNE 12, 2018

Of course, the salespeople make commissions and the customers save money, but the CFO is thinking that changing jobs is easier than working for a president who can’t control his or her business. Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast. There is just one option left.

Forecasting 136

Forecasting Sales Qualified Leads Budget Programs High Quality Lead 136

ViewPoint

JUNE 15, 2018

Accountability from pipeline through forecast. You hear comments, in response to a sales manager’s questions about cold calling or appointments with new business opportunities, such as, “If I don’t keep on top of my current customers, they’ll go elsewhere.”. Accountability From Pipeline Through Forecast. Marketing measurement.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136