ViewPoint

APRIL 26, 2013

B2Bs Struggling with Online Marketing Mix; Sales Cycle Gets Longer. According to a recent survey conducted by BtoB magazine and Bizo, the B2B digital marketing mix is not addressing longer sales cycles. Via BtoB Magazine. Via MarketingProfs. 5 Tactics to Grow Your Email List.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MAY 15, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Seuss'' The Cat in the Hat”.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. 2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

SEPTEMBER 23, 2011

Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing. The exchange of questions and answers by voice accelerates the sales cycle by addressing concerns and objections in real time. Personal connection. Live Q&A.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 1, 2012

The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead. Lower-cost sales leads can be expected—and are even necessary—when the sales process is straightforward, the sales cycle is short and the investment is low.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

MAY 5, 2015

After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers. million in sales from leads that had essentially been untouched or forgotten. Use the phone and snail mail to differentiate yourself.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120