ViewPoint

APRIL 14, 2017

The CEO (or in larger companies the SVP of Sales & Marketing) must ensure that there is a shared definition of a lead AND that a judicial branch is put in place to enforce marketing’s compliance with that definition AND that sales effectively executes lead follow up on leads that meet the definition. And top management must go there.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

OCTOBER 19, 2017

Download More Effective, Less Expensive —a side-by-side, line-by-line cost analysis of inside and outsourced approaches. More Effective. We’ll show you using compiled, aggregate data from a variety third-party sources that it costs $66.34 per hour to pay for an inside sales teleprospector vs. $61.50

Lead Generation 149

Lead Generation Cost PointClear Generation 149

ViewPoint

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. Most companies have experienced lead “traction” issues in their history. If they have to go in cold, all of the focus is on the presentation.

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Cold Calling Lead Scoring 120

ViewPoint

MAY 14, 2018

In each, I was acutely aware of the effects that a lack of sales momentum has on an organization. A brown out effects the velocity of your sales efforts. This usually has a long-term effect. Obviously, you can see I have a liberal arts degree and did not take physics in college. I have however, managed many sales organizations.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

AUGUST 30, 2016

Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead. The sales skills required to effectively solve business issues for any solution can be documented and communicated for any company.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

FEBRUARY 8, 2016

This is why CMOs need to have a plan to hit both short-term and long-term goals and they need to effectively communicate their plan to his or her employees, executive board, and other essential members of the company. All CMOs need to work towards making the company sustainable from a marketing standpoint.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

DECEMBER 16, 2016

Heinz Marketing – “Inbound marketing can be both highly effective and highly inefficient. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. Read more here.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

JULY 28, 2015

When this happens, marketing starts believing that automated marketing can be a genuine substitute or as effective as “real” marketing. To be successful, the two must work in synch to discover latent and potential needs, to track and anticipate value, and to convert this knowledge and understanding into effective demand.

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

FEBRUARY 16, 2016

Effectively turning sales leads into revenue means each department responsible for revenue (Marketing and Sales) has clear responsibilities. By doing this effectively, marketing can greatly increase their revenue contribution and enhance sales’ ability to close. Gives potential clients time to warm up to you.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 10, 2016

Only with an allbound approach will you be able to effectively meet your revenue goals. Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient. I have written that effective lead follow-up involves three components: preparation, communication and execution.

Sales Qualified Leads 120

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

ViewPoint

FEBRUARY 14, 2017

Start working on better, more effective voicemails and test, test, test. You will reach most of them in the second and third cycle of contact – and they will then be even better prospects. It makes sense to leave voicemails. Watch the 60-second video and comment!

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

SEPTEMBER 12, 2018

This assures they’re effectively working their deals, they’re not spread too thin—and that good prospects doesn’t fall through the cracks. Sales managers need to provide guidance to their reps to be sure prospects continually move through the funnel—and that the pipeline contains the right mix of deal size and decision cycles.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

AUGUST 25, 2016

How can you most effectively fill it instead with solid gold leads that have high potential of closing? To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

APRIL 4, 2013

Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. The Force Multiplier Effect of Social Media for Professional Sellers. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

DECEMBER 14, 2016

If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Are you determined and ready to selling more effectively? from Changing the Sales Conversation ).

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

JANUARY 4, 2018

You can’t cost effectively buy quality leads for low price and low margin offers. While this is a simplistic approach, you can see the extent to which average deal size, margin and the percent of revenue that is spent on marketing impacts the allowable cost per lead.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

SEPTEMBER 24, 2015

While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects. When you have large ASPs, you can create tailored content for specific accounts that are even more effective than broad-based content. Direct mail can be strikingly effective here if the perceived value is right.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

DECEMBER 12, 2017

In the other case, it was $900 per lead (with an effective cost of $2,250 per qualified lead). In both cases the they were intelligent and cared about their jobs. They both sold relatively expensive software solutions. In the first case, the maximum allowed cost per lead was $125.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

MAY 24, 2016

So while the leads were cost effectively generated, none panned out, and all money spent was wasted. In fact, proactive outbound prospecting produced the most cost-effective method of highly qualified sales opportunities while other sources cost substantially more—as much as two to nine times more.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

NOVEMBER 17, 2016

If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.

Lead Qualification 120

Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Not every touch cycle is (or can cost effectively be) that long. I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. touches to engage with a prospect.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

FEBRUARY 28, 2018

Software for effective management of drone fleets. Agile software development and IT support with all work done in the USA. Managed services that include network monitoring and management, help desk, back-up and disaster recovery to maximize security and minimize downtime.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

APRIL 17, 2014

From Matt Heinz , president of Heinz Marketing : "Inbound marketing can be both highly effective and highly inefficient. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business." Inbound + Outbound = Awesomebound.".

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

FEBRUARY 12, 2016

Each marketer and salesperson should actively collaborate with each other to uncover what campaigns and channels are effective, what can be improved, and how to contribute towards one pipeline. Create a Compelling Culture. I’m a strong believer in hiring the kind of people that exhibit our values.” – Matt Heinz.

CMO 149

CMO Planning Ad Building Work Management 149

ViewPoint

SEPTEMBER 9, 2015

Practical, applicable, and most of all, effective solutions are indeed within reach. In response to this dilemma, I wrote an article for TMCnet’s Customer Magazine entitled, “How to Get Your Head Around Data-Driven Marketing.” Marketing decision makers, rest assured.

Vendors 120

Vendors Custom Publishing Marketing & Strategy Marketing 120

ViewPoint

AUGUST 16, 2018

If you’re interested in learning more about how to effectively nurture your long-term opportunities to increase your marketing ROI, and close more deals, read this excerpted chapter from the book The Truth About Leads by Dan McDade.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

JUNE 28, 2018

This kind of detailed definition, based on testing and analysis, is key to efficiency and effectiveness and staying on course. While marketing was touting these leads, proactive outbound prospecting, in fact, was producing the most cost-effective yet highly qualified sales opportunities. Or do we prioritize in?uencers

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

MAY 29, 2014

Ferret out the most effective sales approaches. The dust cover on the hardback book promises that the book will: PinPoint “must know now” information and skills. Home in on the business case for making a change. Find fresh solutions to problems you are facing. Maximize your productivity. B2B Sales'

B2B Sales 120

B2B Sales B2B Effectiveness Product 120

ViewPoint

MAY 15, 2013

But it’s somewhat relevant, because the role he plays in that film is, by the standards of effective salesmanagership, completely barking. If you are in this position, there are no miracle cures, and there is no substitute for effective qualification, not just upfront, but throughout the sales cycle. It’s a laughable description.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

APRIL 23, 2013

It’s no wonder that improving sales forecast accuracy is a key imperative for many B2B sales organizations—or that focusing on more effective qualification can help to significantly improve the situation. Effectively, you need to requalify opportunities at every stage in the pipeline using well-defined and increasingly stringent criteria.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

APRIL 7, 2014

What is Effective Follow Up? I asked him what he would define as effective follow up. He said he can take a mediocre salesperson and beat most of the competition simply by getting that salesperson to follow up 100 percent of the time.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

JUNE 12, 2014

In his concise and reader-friendly book, Bob outlines five tangible habits that, if applied effectively, can transform customer service from mere “lip service” to genuine “Customer Centricity.”

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

OCTOBER 5, 2018

Marketing was convinced that sales never effectively followed-up on any leads. The same reps who did not effectively follow-up on 81 high quality sales opportunities that were previously provided by marketing were, predictably, highly unlikely to call on 20,000 suspects. The CMO came up with these options because he was fed up.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JUNE 28, 2016

We had two clients in similar businesses that had relatively tight lead definition where one client is closing deals regularly while the other client cannot seem to harness its sales reps to show up on time and effectively work the leads. I would not have expected the relative lack of specificity in the answers to my question.

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

APRIL 10, 2014

Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. To increase your conversion rates, take steps to improve the quality and effectiveness of your sales calls and make them during the optimum contact hours.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120