ViewPoint

JULY 26, 2018

The following is a story, really a compiled story about different real people we know, using podcasting in many ways. How George and Jane use podcasting to reach 4,000 people in 18 different ways. Jane takes the transcript and begins to mark it up for different uses. A new white paper is also in the works. Case studies.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

FEBRUARY 14, 2017

Each in the series should be related, but different. Start working on better, more effective voicemails and test, test, test. Both times state your number slowly enough that the prospect can write it down. Use a series (three) of carefully scripted voicemails followed by emails that build on each other. Be persistent.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

JUNE 5, 2017

What's the difference between the status quo--and the era of accountability? The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales. These sales professionals accept responsibility for working all leads to the finish, win or lose.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JUNE 28, 2018

I suspect that you will get different answers to these strategic questions. Here’s a story that drives home the point: Some years ago, I worked with a client that had $100 million in venture capital and an experienced management team. 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

SEPTEMBER 21, 2016

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. Other than in a few cases, it just ain’t working.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

FEBRUARY 23, 2016

Every company has a different criterion for what counts as a qualified sales lead, but if sales and marketing don’t see eye to eye on this, then you’re in trouble. Note: while MQL, SQL, and SAL are common terms to describe your leads and their stage in the sales pipeline, different terms might be more appropriate for your business.).

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

MAY 23, 2018

These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle. And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. True Nurture. No Response. Who should care about the power of nurturing?

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

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.) Marketing should not be working outside the sweet spot.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

Over the past two decades we’ve worked hard to crack the code on this. One dictionary defines agile as “relating to a method of project management … characterized by the division of tasks into short phases of work and frequent reassessment and adaptation of plans.”. Let’s start by talking about agile processes.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 3, 2017

By leveraging the work done in the first go-round you save a lot of money, a lot of time … and have more to show for your efforts. And, there are no silver bullets regarding content that should be consumed by prospects at various stages in the sales cycle—every prospect and situation is different. The math isn’t real complex.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

APRIL 1, 2015

Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year. Killing Q1 and Q2 will allow you to put rivalries at work into perspective. Your intentions are clear. Gemini, don’t believe it.

Cold Calling 120

Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 120

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. The key to making revenue programs work is to pay them on something they have the most control over; something directly connected to their efforts.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. Guess what. We have a great revenue prediction calculator.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JUNE 10, 2016

Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. And this is really bad news for businesses.

Sales Qualified Leads 120

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

ViewPoint

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so It took thirty-two total touches from start to finish.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. Technology is also key to making ABM work and scale, but it’s also not hype or a distraction if marketers know why it’s being deployed.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

NOVEMBER 29, 2016

Just 42% of marketing qualified leads are accepted and worked by sales. Basic, building block decisions are ceded to those in organizations (such as marketing and sales) that cannot or will not work together to align. The competitive landscape and how we stack up against competitive offers, and why we are better or different.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

ViewPoint

JUNE 15, 2017

It turns out there were several stages of qualification, from two different inside telemarketing departments. In all, there were about 40 inside people in two departments working on the qualification and nurture process. Doing what doesn't work is one of 56 reasons sales are down, from the ebook: 56 Ways to Turn Around Failing Sales.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

SEPTEMBER 13, 2016

We get them where they are at and have to work with them from that point on. 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. Too many sales people use the 57-90% figure as an excuse to wait. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

MARCH 3, 2016

Because if you dump 742 raw MQLs on any sales force there is a better chance they will ignore all of the leads rather than work any of them. Because few sales executives are going to work leads when only one out of ninety-two are actually perceived as worth their time.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. 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.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

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

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

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. We used a combination of telephone dials, voicemails, emails and one direct mail package (actually a magazine article about one of our client’s clients) over the course of one quarter (ninety days or sixty work days).

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

SEPTEMBER 20, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. They understand about how all the different parts of their organizations work together. He adds that a couple of different factors are motivating support of this approach: “I call RPM the 1.0

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 11, 2013

Team members then work together relentlessly rehearsing baton exchanges as each member performs his best, accelerating to complete his leg of the race. Communicate what’s working, what’s not working. The training for relays initially focuses on building the individual runner’s abilities. Results should be constantly reviewed.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

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

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

SEPTEMBER 6, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MAY 7, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. There is an identifiable pattern and a different persona displayed when someone makes the transition from lead to potential buyer. Understand the Buyer''s Backstory. Don''t Treat Your Leads Like Buyers.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

JUNE 16, 2015

I beg to differ. We attribute it to the fact that the outbound work does much of the screening and vetting and sometimes even the first steps of selling, thereby increasing the quality of the lead. A very fine line makes the difference. movement harshly declare that proactive targeting and prospecting for new business is dead.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

JULY 9, 2013

Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

AUGUST 21, 2013

One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s.

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

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174