ViewPoint

JUNE 24, 2016

Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc. 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

NOVEMBER 27, 2017

Now everybody was scrambling, with a lot of pressure on those remaining to make up the difference. Open territories kill sales force productivity, but it’s seldom talked about until it happens. It hurts productivity in the current year and the following year. But it didn’t end there. _. Why it Matters.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JUNE 28, 2018

I suspect that you will get different answers to these strategic questions. Within three years the client, which had superior products, had blown the money and was absorbed in a fire sale by their largest competitor. Knowing the difference lets us engage the “real” leads in a meaningful and far more efficient way.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

DECEMBER 27, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

SEPTEMBER 21, 2016

Deb Calvert, People First Productivity Solutions , President. They have different goals, different messages, different understandings of the buyer’s journey. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

OCTOBER 20, 2017

This number is based on compiled, aggregate data from a variety of 3 rd -party sources, and it shows that you not only save when you outsource, but you almost double your sales productivity. That is such a huge difference it seems almost unbelievable, so how can it be?

Sales Qualified Leads 149

Sales Qualified Leads Lead Generation Sales Leads Lead Ranking 149

ViewPoint

SEPTEMBER 13, 2016

Deb Calvert, People First Productivity Solutions , President. But when they do that, they minimize their ability to shift the customer’s thinking, to get them to consider different points of view, to create differentiated value. I think this statistic very much depends on the industry, product, and circumstance.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

MARCH 19, 2018

She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats. It is the deeper digital marketing analytics knowledge requirement, however, that has her so intensely pulled in different directions. What does it all mean and what actions should I take?”

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

JUNE 30, 2015

The other 25% of the questions are product related. Some questions will differ by product. Listen and take notes. Ask the reps. Listen and take notes. Survey the sales reps. Do the numbers. 75% of the qualification questions will be the same. Get an agreement on a qualified lead. Standardize the qualification questions.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

JUNE 15, 2017

Driving your salespeople to create their own leads, sucking away productive selling time. It turns out there were several stages of qualification, from two different inside telemarketing departments. They are faster, more productive (therefore cheaper), accept rejection and know how to qualify even those who lie.

Sales Qualified Leads 168

Sales Qualified Leads Lead Ranking Lead Scoring Telemarketing 168

ViewPoint

NOVEMBER 16, 2017

After all, the product or service that I represent can be of great value to them. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The most successful among us realize that it’s often what’s not said, but what’s understood, that makes the difference.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Ranking 120

ViewPoint

SEPTEMBER 25, 2012

Is your lead generation plan based on the forecast by product? Have you predicted the number of inquiries you will need to create for each salesperson in total and by month, by product? Are you creating marketing tactics that project a specific number of inquiries by product based on the forecast? Do you know the forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

MAY 23, 2018

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

JANUARY 31, 2012

While this is not necessarily a new tension point, there is something different about it in this new buyer-driven and hyper-connected marketplace. Buyers are relating differently with the use of Enterprise 2.0 This is another way of saying that buyers are behaving differently and are all over the map when it comes to buying.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JULY 24, 2017

Another way we differ from our industry brethren is that we believe a lead is not the only positive outcome of a multi-touch, multi-media, multi-cycle campaign. Taking out (and keeping track of) Not Qualified accounts means we have less work to do the next touch cycle—making it more productive.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

JULY 12, 2017

We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. He wanted to have a quick Q&A with a system engineer, he wanted a quote, and he wanted to know how long it would take to install and start using the product.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

SEPTEMBER 10, 2013

Recently (Aug 29th) on SLMA radio I interviewed Eric Lundbohm about the different ways to compensate marketers (other than salary) for their efforts in creating wealth for their company. Marketers create tremendous interest and nearly 45% of those who are interested in some manner buy someone’s product. Qualified leads.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

MAY 21, 2015

Gone are the days of solving product issues. It’s not about how to sell, but how to sell differently [emphasis added].” Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Linda’s 5 Essential Conversation Changers: Futuring. Heat Mapping. Value Tracking.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

JANUARY 27, 2017

In the example, they need to maintain a pipeline of qualified sales opportunities of 74 (or less) in many organizations there is a difference between SQL and Qualified Opportunity (fitting more rigorous criteria like closing in a certain period of time.) You have omitted the "qualified sales pipeline opportunities."

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 20, 2015

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem. We’d like leads on XXXX product.”. “We

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

MAY 23, 2013

Product managers and marketers are inherently competitive, but there’s a difference between being a brand champion and being blind to the market, customer needs and perceptions.Jeff Lash of Sirius Decisions says successful product managers and marketers walk a fine line between being completely objective and being a die-hard super-fan supporter.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 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. Companies must analyze customers'' behavior as well as background to determine what types of customers are more likely to buy their products or purchase their service. Better communication and transparency.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

JUNE 2, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Ranking 120

ViewPoint

JANUARY 31, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Millennials choose to spend time on tasks and projects they feel passionate about, explaining why they often take a different approach to their work schedules and to their customer outreach plans.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JUNE 6, 2013

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. The most sought after content are research reports, white papers, case studies and product reviews. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via BtoBMagazine.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

JUNE 16, 2015

They would have you believe that outbound marketing is equal to interruption marketing and is not productive. I beg to differ. A very fine line makes the difference. Many of today’s inbound pundits suffer from an over-reliance on inbound marketing (what I like to call “ inbounditis ”).

Lead Ranking 120

Lead Ranking Lead Scoring Cost per Lead PointClear 120

ViewPoint

OCTOBER 14, 2011

” They can tell you what is wrong with your product, but they cannot make a great one. The richest vein for tech startups is creating the product that you want to use—that’s what Steve and Woz did. ” “Value” is different from “price.” Experts are clueless. Jump to the next curve.

Pricing 120

Pricing Price Verticals Work Management 120

ViewPoint

MAY 13, 2016

The company had a good product—better than the competition—yet it disappeared. The options—which encompass very different lead definitions—were to focus on: 200,000 contacts (name and title) in the right vertical—but with no email addresses. For whatever reason (was it beneath him?) the CEO failed to step in and act.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JUNE 10, 2016

Both are working toward different, conflicting metrics. The company leader’s abilities to articulate the direction of the company in the context of the offering, the market and why what they sell is better and different is right up there at the top of their job description. Nurture leads until they’re ready to turn over to sales.

Sales Qualified Leads 120

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

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. Below, you can read highlights from our discussion or use the links to start the interview from different parts of the conversation.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

MARCH 18, 2014

But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. He named several, including the need for unity between a company’s go-to-market strategy and its sales strategy. Organizations Are Realizing This is a Problem They Need to Address.

Paid Search Agency 120

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

ViewPoint

MARCH 18, 2014

But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. He named several, including the need for unity between a company’s go-to-market strategy and its sales strategy. Organizations Are Realizing This is a Problem They Need to Address.

Paid Search Agency 120

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

ViewPoint

SEPTEMBER 27, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

AUGUST 21, 2013

We will be using different technology, but there will still be individuals reaching out to other individuals to solve problems that companies will inevitably have by introducing solutions to those problems that will inevitably be invented. Thirty years from now there will still be cold calling. This brings me to “Gold Calling.”

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

JUNE 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. A handful said sales and marketing do different things, and they should just do their own thing.” Social Megaphones, Trustability and Great Customer Experiences. It should be hand-in-hand.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120