ViewPoint

DECEMBER 8, 2016

from “The Sales Development Playbook” ). Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). Now for a real success story.

B2B Sales 120

B2B Sales Tips Account Based Marketing ABM 120

ViewPoint

AUGUST 17, 2018

This isn’t the area to scrimp on—marketing needs to be responsible for the leads it develops, and sales needs to act on every lead received. No matter where you are now, following these specific steps you can help you emerge from chaos … rise above average … and achieve a fully optimized state of prospect development.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. Prospect Development' Simplified.: Simplified.: Web: [link]. Twitter: @mike_weinberg.

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. Prospect Development Outbound Marketing' Simplified.: Simplified.: Web: [link]. Twitter: @mike_weinberg.

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

OCTOBER 31, 2017

expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Plus they get support that’s hard (i.e.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

NOVEMBER 13, 2017

They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. Touches are a combination of dials, voicemails, emails and in some cases direct mail (multiple media). We strongly believe that great technology, while necessary, does not replace great conversations.

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

JANUARY 20, 2015

Lead Generation Prospect Development Lead Nurturing' After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Who wouldn’t?

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Leads Contacts 120

ViewPoint

AUGUST 6, 2018

The misconception that building an internal team of sales development reps gives you more control and costs less is widespread. Lead Development: Turning Raw Leads into Opportunities. What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

JUNE 4, 2018

This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine.

Cost 168

Cost Marketing Management Advertising Benchmark Paper 168

ViewPoint

FEBRUARY 24, 2016

Is sales development about hiring some young hungry kids to bang on the phones? Is sales development about hiring some young hungry kids to bang on the phones? Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Are outbound and cold calling really dead?

Lead Ranking 149

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

ViewPoint

FEBRUARY 16, 2016

The lead development process typically starts one of two ways: In the first instance, a suitable prospect may indicate a pain point that designates a need in your company, products, or expertise. Timing : Once a raw lead has been developed into a sales lead, turning it over to the sales team is the next step. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. Simplified.: And now for an overview of some of my favorite chapters….

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company). Productivity. Our professionals complete an average of eight dispositions a day.

PointClear 136

PointClear Sales Qualified Leads Lead Marketing Qualified Leads 136

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Develop a lead hand-off process and follow-up best practices. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. Simplified.: It was a stellar presentation. This is the third installment of a 4 part series. Simplified.:

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. You will hear from Matt Heinz, Dave Brock, David Hubbard and Ardath Albee. Download it here.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 28, 2015

Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. The result of this thinking is that management has by and large decided on a limited number of profit models and sales approaches.

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

FEBRUARY 8, 2016

Matt provided a good deal of detail around each of these roles: Marketing Technologist : “One of the first things I think about is understanding the role of technology in helping to accelerate marketing impact in pipeline development.”. The demand gen manager should develop compelling, cross-channel campaigns that are repeatable and scalable.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

OCTOBER 27, 2016

Business development reps in marketing were compensated based on quantity, not quality of leads passed. This led to informal agreements with sales reps to accept almost all leads with little inspection in order to keep the business development rep focused on spending more time on the sales rep’s territory.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

MAY 10, 2016

Develop a guide for sales “What is a Lead and How to Follow-up on One.” Borrow an idea from our forefathers, and put a Judicial Branch in place, to make sure you’re getting return on marketing investment. Nuture leads until they’re ready to turn over to sales. You’ll triple your marketing return. Make training about the guide mandatory.

Sales Qualified Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Paid Search Agency 212

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. ABM is being utilized by our clients to not only help win targeted accounts but also to more successfully grow existing accounts and develop stronger post-sale relationships.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. Inbound Helps Fill Your Revenue Gap, But How Much?

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

APRIL 3, 2014

It won’t solve our business-development challenges, nor will it improve our relationships with our customers. Our smartest, tried-and-true tool for business development, lead generation, and deal closing has always been ourselves. The Internet is the most powerful, life- and business-changing tool created in generations.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

MARCH 27, 2015

There’s no doubting his passion, enthusiasm and expertise as far as prospecting and new business development is concerned. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. About Mike Weinberg. Simplified.: Web: [link].

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

FEBRUARY 28, 2018

Agile software development and IT support with all work done in the USA. A global indusrial manufacturer of equipment that improves productivity and efficiency. Automated physician scheduling that streamlines practice operations and creates a positive patient experience.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 7, 2018

Highlighted below are the six skills required for active listening, which we have adapted from the Center for Creative Leadership , a top-ranked, global provider of leadership development, for the purpose of training our associates on the skills needed to perform as expert B2B sales lead generation, lead qualification and lead nurture professionals.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

AUGUST 23, 2012

Tim is responsible for strategic direction at Corporate Visions including thought leadership, positioning, and product development. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets. Develop a distinct point of view. Develop Messages for Prospects Grouped into Status Quo Clusters.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JANUARY 19, 2012

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. Ultimately, the specialist will either disqualify the sales leads if nothing happens or turn over fully developed, short-term sales opportunities to field reps. Good prospect developers are hard to find.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Lead 120

ViewPoint

JUNE 28, 2018

Or do you recognize the value of a longer-term lead and the opportunity there for developing a relationship? Sales reps need leads that have been carefully qualified, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Or do we prioritize in?uencers Next-year decision?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Prospecting sets you up for everything else in sales.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JUNE 4, 2013

They don’t have a business development strategy. At the end of the day we rely on sales, so it’s a shame to see them not receiving the training and development needed. The ASTD says that for every dollar spent on sales team development you can expect $100 back in incremental revenue. That’s a no brainer to me.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

APRIL 14, 2011

Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue. Develop and nurture them toward sales-ready buyer status. Engage them in dialogue around their business challenges.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 8, 2017

But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis. For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

JUNE 5, 2015

Unqualified dispositions are naturally the easiest to uncover and will therefore “rise to the surface” quickly, while highly qualified sales-ready leads take time to be developed. So decide in advance if you are looking for quality over quantity, and if you are willing to wait for leads to be developed that are worth your sales team’s time.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120