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Prospect Development Program Jumpstarts Manufacturer’s Channel Sales

ViewPoint

While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). But it’s imperative, because if you’re not top of mind when it’s time to decide, an opportunity is lost.

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Is Your Funnel Full of Fool's Gold?

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Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. The role of prospect development is to close the gap between marketing and sales. 2) Or, dismiss them outright.

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We Can Do It Cheaper (and Better) Inside – 5 Reasons Why You Can’t

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The misconception that building an internal team of sales development reps gives you more control and costs less is widespread. So too do the costs associated with turnover, including rehiring, retraining, and lack of productivity when a position is vacant. Lead Development: Turning Raw Leads into Opportunities.

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How to Turn Sales Leads into Revenue, Not Just Work

ViewPoint

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. 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.

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Outsourced Tele-prospecting: 10% less cost, 90% more revenue

ViewPoint

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. Look at the numbers carefully.

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The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

ViewPoint

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. Productivity. PointClear also automates management of the process to keep associates as productive as possible, and our clients well served.

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"Marketing is too important to be left to marketers."

ViewPoint

Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. Ever notice how often new products are created based on what is technically possible rather than by addressing what customers actually need or want?