ViewPoint

JUNE 9, 2017

It takes persistence and professionalism to drive big deals in complex selling environments. He never hears from that company again; and even though he had interest, the person working the lead didn’t invest the number of touches required to earn a conversation and win his business. Read more about how we do it here.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

OCTOBER 4, 2016

I also suggest that questions to asks prospects break down into the following categories: pain, priority, process and environment. During the video I talk about the five steps in the sales process and how most sales people only use two steps which results in bad experiences for their prospects and NO DEALS.

Webinar Metrics 136

Webinar Metrics CRM Thought Leadership Sample 136

ViewPoint

AUGUST 6, 2018

If the environment calls for “grip it and rip it” (calling without research) then most of those calls will be wasted. Lack of a consistent cadence: There is a precise cadence (combination of dials, voicemails and emails and in some cases direct mail) that is a fit for every situation.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

MARCH 3, 2015

A nurture disposition is a qualified company, contact and operating environment without any specific next step in the short-term. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

APRIL 24, 2018

The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) If your targets are senior, I recommend you test a multi-touch campaign against an automated marketing effort to determine which method results in more revenue.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

ViewPoint

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? Our most basic need is for physical survival, and this will be the first thing that motivates our behavior. Once that level is fulfilled the next level up is what motivates us, and so on. In a couple of ways. Conditions of Need.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

ViewPoint

FEBRUARY 23, 2018

Sometimes our outreach supports inbound marketing (because inbound doesn’t work alone in a complex B2B environment), sometimes we’re qualifying and nurturing leads generated at shows, online presentations or other events, and sometimes we managing response. Nice makes for a great working environment. Smart inspires everyone around.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 22, 2016

They would prefer to present in a warm environment rather than in a cold-call situation. When good salespeople sell, they like to know something about the person they are selling to. If they prepare the audience right, their visit is like a discussion with a new friend. 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

NOVEMBER 2, 2016

Bare essentials: metrics such as revenue and # of employees, decision makers, decision influencers, operating environment (as it relates to what you sell), trigger events, real and/or likely potential compelling events. Spending hundreds up to thousands of dollars per profiled company is not necessary.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

DECEMBER 1, 2016

20,000 companies with multiple contacts and verified technical environment information in the right companies (no email addresses). They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses).

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

FEBRUARY 23, 2016

Get your teams on the same page with shared goals, and set them up in an environment that inspires collaboration instead of competition. It’s important for both sides to realize that only about 50 percent of leads will result in any feedback.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

SEPTEMBER 29, 2016

Current product environment (as it relates to the potential solution). But that's easier said than done as databases are often characterized by outdated, inaccurate or sparse "firmographic" data needed to support market segmentation and testing. Correct decision making team and buying process. Plans for short- or mid-term purchases.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

JUNE 24, 2016

The co-authors recently shared some insights with me about their goals for the book and its readers. How did the two of you decide to collaborate on this book?

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 2, 2012

Once these areas are in sync, it creates an environment in which linking the marketing team’s variable pay to sales outcomes can significantly increase marketing performance.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

FEBRUARY 13, 2018

Nice makes for a great working environment. If we were together in person, Jim, I’d have my hand sticking out in front of your face (obviously not too close) and I’d point to my fingers one by one and tell you PointClear hires people who have 5 qualities. They’re nice, smart, curious, hard-working and ethical. Smart inspires everyone around.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

OCTOBER 11, 2012

But improvement is needed in getting there: “I still don’t think there are a lot of marketers who understand here is step one, step two, step three, and here’s the practical change we have to bring to our organizations in order to have a buyer-centric view and a buyer-centric environment and culture from our company perspective.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 24, 2013

In other words, what environment is the purchaser in and how can a sales person leverage that context to make a compelling case for their product or service?". Jamie Turner (60 Second Communications). Ardath Albee’s blog makes a lot of sense. In addition to Need, Connections and Company, I’d add one more item—Context.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 31, 2013

As Josiane asks sales leaders to say “bye, bye to meaningless cold calls,” she notes that succeeding in this new environment requires a different approach to measuring productivity. Managers may bristle at the idea of paying sales people to surf the web, Josiane says.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JANUARY 21, 2014

It is true that "Nothing Happens until Somebody Sells Something i ," but I venture to say that in most cases in today’s sales environment, nothing happens until someone in Marketing creates a qualified prospect. (Don’t have a CRM System? Get one and read this.).

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

MARCH 22, 2018

It is possible however to qualify for an inhospitable environment. Examples are big companies that have commodity acquisition departments (or purchasing departments); or smaller entrepreneur-run companies that feel that they can do every thing better and cheaper inside. You just have to ask the right questions.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MAY 17, 2018

Because a lot of the data provided with content aggregator leads is self-reported, you can’t really control level of contact, vertical, size of company (revenue and/or number of employees), environment or need.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JULY 16, 2013

Environment documented. We define the attributes of a truly qualified lead as: SIC or NAICS code. Firmographics (revenue, #employees, # of locations). Decision makers and influencers identified. Decision-maker engaged. Business pain(s) uncovered/validated. Decision-making process and timeframe documented.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

SEPTEMBER 20, 2012

He also notes the current political environment is injecting a note of restraint into the economy and business activity, adding that there has not been of lot of action in Congress based on each side waiting for its side to prevail in the fall elections. I thought that this year would be a little bit stronger.”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

APRIL 23, 2013

And, of course, it’s likely to be affected by changes in the prospect’s environment and by competitive activity. It’s likely to be affected by the entry of new stakeholders, or by changes in the prospect’s priorities. When it comes to qualification, there is no role for complacency, and no substitute for a little healthy paranoia.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. The problem is that sales reps give up early and win only a small percentage of possible deals—wasting a significant portion of marketing’s investment.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JULY 14, 2015

You need an environment where sales and marketing talk to each other—otherwise leads and dollars are almost totally wasted. Now that we’ve heard from all of our contributing experts on the topic of lead scoring, here’s what it boils down to: Lead scoring is not a silver bullet. It needs to be validated and calibrated.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JANUARY 11, 2011

Blogs, twitter, Facebook and Linkedin have created an environment where individual sales reps can know showcase their knowledge and value as a partner to their buyers. Social media has leveled the playing field. No longer are the only thought leaders to be found at the top of the organization, they can be found throughout.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JUNE 10, 2016

CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Not only do marketers need to keep up with the growing marketing technology landscape, but they also need to rapidly respond to changing trends. The call for ROI is getting louder from the C-suite, too.

Sales Qualified Leads 120

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

ViewPoint

JANUARY 26, 2012

One reason for the phone’s consistent powerhouse performance is its unique capability to replicate the face-to-face selling environment at a lower cost than a personal sales call. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

OCTOBER 6, 2015

A defined universe of targets is the ideal environment for Account-Based Marketing. This means that when ABM is done well it never disappoints and in fact becomes a long-term competitive differentiator rather than flavor-of-the-month. Up to a point, I agree with Megan.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 10, 2011

For CMOs not looking at how to leverage this kind of technology in a B2B environment, you probably will not be keeping your job for long. Investigate the role marketing plays in driving revenue using marketing automation technology—this is THE game changer. Map out the Life of a Lead process from cold lead to close.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

OCTOBER 13, 2011

Because their corporate culture was perfectly suited to being a great manufacturer and poorly suited to house a sales environment. Even when they went to the market and recruited outstanding expertise to bring in-house, they still failed. Through the years I saw this same example many times through many different companies.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

JUNE 28, 2012

It’s basically been at a C minus level even in this environment. Click to start video at this point — Discussing marketing and sales alignment, Rich notes, “It’s not as positive as we’d like. We survey annually and ask marketers and sellers separately about their alignment sentiment.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

FEBRUARY 2, 2012

Environment of an organization. Provide clients with marketing intelligence. Identify areas and/activities to help prospects close faster. 5:45 min —Data categories and how we gather and use them. Static data about prospects. Prospect behavior—hits the client’s website, visits a tradeshow, etc.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

NOVEMBER 20, 2012

As a result, I think the role, especially in the B2B environment, the role of marketing and sales is often one of give and take. You have to be able to diagnosis problems and situations in your own environment where you can use the applications. He adds, “These are very fluid decisions. You have to be fluent and able to implement them.

Process 120

Process Allocation Marketing Management Peer-to-peer 120