Event Related Topics 
ViewPoint
APRIL 23, 2013
But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process. The only practical option is to see qualification as a continuous process, and not as a singular event. Requalify at Every Stage.
ViewPoint
NOVEMBER 2, 2016
Response Management and Event follow-up: Did you know that you are better off calling 335 of the right prospects three times rather than calling 1,000 suspects once. Segmentation can be accomplished by title, by content consumed and/or the number of assets viewed. Win/loss analysis: You will never really know by asking he sales executive.
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ViewPoint
OCTOBER 20, 2016
A root cause is a cause that once removed from the problem fault sequence, prevents the final undesirable event from recurring.” Taking support of these reps out of the equation is definitely not going to “remove a cause from the problem fault sequence that caused an undesirable event.”.
ViewPoint
SEPTEMBER 27, 2017
400 to 500 no response dispositions (however, you will have learned something about the prospects’ environment, be able to set-up trigger event notifications and since not-qualified companies have been eliminated from this group of prospects the lead rate will be higher than the 4% to 5% experienced in the first cycle of contact).
ViewPoint
MAY 24, 2016
Is the appropriate business issue, compelling event and sense of urgency confirmed? I tell them that they need a whole lot more information than that (decision makers and influencer data and business issue, compelling event and a sense of urgency) to call a lead sales-ready and worth sales’ time to pursue.
ViewPoint
MAY 13, 2016
81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. Sense of urgency or a compelling event. 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.
ViewPoint
NOVEMBER 27, 2017
Look to immediate events that can draw in potential buyers: webinars, local shows that you rejected before, etc. People who attend webinars can buy, and people who register for the event will buy at the same rate. Also, older leads that are 6-12 months old who have not bought can add up to 12-15 leads in every group of 100.
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