ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. How is Beyond the Sales Process different from traditional sales books? More specifically, this book is different because: We look at the customer relationship before and after the sale, not just during.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

DECEMBER 16, 2016

If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals. This is great; this customer just told me what they want. I just have to get this order processed and I'll be even closer to goal!'. "So

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Here are their comments: Dave Brock: “The customer is wherever they are in their buying process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JULY 15, 2014

We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management'

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

AUGUST 20, 2018

1) Develop a process to measure the cost per fully-qualified lead. In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. Of the rest 586 were disqualified, had bad data, or were existing customers.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

AUGUST 25, 2016

Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process. Just as vital to the success of a program such as this is their role in providing the information sales needs to turn these prospects into customers.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

APRIL 28, 2015

If after these steps you’ve still not made contact, best practice processes call for the lead to be returned to marketing or sales operations (wherever nurturing takes place) so that the lead does not end up in a black hole. Follow these steps to boost the buying process and drive more sales: Find a pain or need. 3) Execution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 13, 2016

A ULD clarifies what a lead is to everyone in your organization, and these leads also: Fit the profile of your ideal customer. An inquiry becomes a lead when it: Fits the target customer profile (industry, revenue, number of employees, etc.). Decision making process and timeframe. Have been qualified as sales-ready.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MARCH 26, 2015

The list should include: Customer pains you’ve removed. Opportunities you’ve helped customers capture. Sales Process Sales & Marketing Management' One of the most important steps is to begin creating a list of client issues your company has successfully addressed. Client problems you’ve solved. Web: [link].

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

AUGUST 18, 2015

Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Did you hit your sales goals?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. 4) Customer data standardization is critical for ABM. You can’t just “align marketing and sales.”

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Let’s start by talking about agile processes. Intimate customer tribes over impersonal mass markets. They won’t get followed up.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 20, 2015

Data quality: How clean and current is our database of prospective buyers and customers? Pipeline management: What process do we have in place to ensure every lead is touched and routed to the next stage of the journey? Look at existing departmental processes that are in place and determine if there are gaps.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. These companies are successful because of their established roles, processes, and responsibilities for their marketing and sales departments. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

OCTOBER 5, 2018

Pain, Priority, Process, Environment. Uncovering the decision process is necessary before you can say this target’s a lead. A good example is a buyer worrying about their customers’ experience in dealing with their company. Process questions replace the budget and timeframe questions in the BANT criteria.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JUNE 10, 2016

Without that, and without careful oversight of the marketing and sales process, the bickering goes on and the results fall short. Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. Make marketing accountable.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MAY 21, 2013

Some people think marketers serve at the demand of potential customers. Inquiries must be managed, and managing inquiries is a process; a systems-based process with a multi-step route, which if pr operly thought out and precisely executed will bring huge predictable rewards. But what about the sales forecast? Of course they do.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. And we would argue this be extended and pursued vigorously, both because it creates real value for the customer and it enables us to grow and serve customers more aggressively.” Cold calling is dead. Marketing and sales are aligned.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

SEPTEMBER 26, 2012

Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. approaches, all with examples on how to best utilize customer insight. My session, “The Truth About Leads”, addressed the fact that lead generation is a basic business process that is broken in most companies.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

FEBRUARY 28, 2018

What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. An RPO specializing in customized management of talent. Here’s a sampling: Multiple civic platforms designed for various government entities.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing 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

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JANUARY 22, 2016

Trish Bertuzzi – The Bridge Group: 2016 is the year we will modify our sales process to truly reflect how our buyers want to buy. Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing. Every interaction with them will be well thought out and deliver value.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 21, 2018

So download this calculator , then multiply, add zeros, adjust percentages or make whatever other changes you feel will shed light on your lead source prediction process. I can add value by walking you through the process and customizing the calculator with you. Or, contact me here.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

AUGUST 2, 2012

The success of this approach hinges, of course, on managers from both teams setting processes and guidelines that help to ensure success. Additionally, the process of defining the when and who aspects of lead qualification should be addressed on an ongoing basis, as business, customers, and markets evolve.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 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. Our people do as well.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JULY 9, 2013

Lori helps her customers to dissect the sales process and find small improvements. Lori observes that today you see people so focused on a process that they don’t have communication skills. I also asked Lori about the challenges around the lack of insight from salespeople into their sales activity and the sales process.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

JULY 14, 2015

A salesperson's view of the customer is often one of someone in the later stages of the buying process. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see. Both perspectives are needed to craft an efficient end-to-end marketing and sales process.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. This current view of RPM—it’s really about how do you optimize the marketing and sales process.”. Ultimately it’s customers that are driving change. It’s really about process optimization.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JANUARY 23, 2017

Satisfied Customers vs. Raving Fans. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole. Better Leads. It’s the age old quantity/quality issue. Otherwise all the leads are wasted. Small Deals vs. Big Deals.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

MAY 16, 2013

Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

JULY 7, 2015

The Processing Instead of Qualifying Approach. They are still running lead scoring systems based on activity as opposed to fit to Ideal Customer Profile (ICP). This forces them to process leads as opposed to qualifying opportunities. Begin by having the proper processes and strategy in place. Kyle Porter. Matt Heinz.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MARCH 17, 2015

There’s a plethora of account managers and customer-service people filling sales roles, but “true sales hunters,” as Mike refers to them, are few and far between. Sales Process B2B Sales' Sure, this book is about practical steps to become better at prospecting for new business.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

MARCH 12, 2013

Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. But that’s much more likely to happen when a vendor has an existing relationship with a customer. But they don’t know everything about recommendation engines.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120