ViewPoint

MARCH 22, 2018

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. Let’s Take an Example. I would appreciate your feedback on this blog – especially if have other examples of value-based selling.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

OCTOBER 5, 2018

Compliance laws are a good example of how a fear of loss condition of need is reached: If you don’t comply with this regulation or that guideline, you will be fined and lose money. A good example is a buyer worrying about their customers’ experience in dealing with their company. Opportunity to improve the current situation.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

APRIL 14, 2017

Here is an example: The following is an example of what takes place without substantially more accountability in the Marketing and Sales process. It will take this kind of coming together for Marketing to get credit for their contribution to revenue, and for Sales to sell more. You can find the deck here.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

APRIL 11, 2018

This is, in fact, the cadence designed for the client in this example. As an example, PointClear targets two contacts within each account location. A typical B2B cadence includes five dials, three voicemails and three emails over a 10-day period (in this case it was nine days).

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

APRIL 19, 2017

An example: “Six steps to a perfect test drive.”). She gave the example of one blog post that had tens of thousands of readers but produced no business, another post had 17 readers and resulted in revenue for her business.). Debut something – a new feature, new model.”. “Be Be relevant.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 23, 2018

By contrast, we don’t try to attract someone (who may or may not be qualified) to a site using IP-based marketing, for example. And there are others who maintain that their technology can make mediocre people successful generating, qualifying and nurturing executive-level leads for enterprise software companies (for example).

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 9, 2016

Here’s an example: Marketing spends $60,000 to generate 80 leads. No company can begrudge the incremental dollars (in the example above, it’s less than $5,000) it takes to nurture long-term leads already generated and qualified, across additional cycles, into the opportunities that drive revenue growth over the long haul.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

JANUARY 27, 2017

Implicit in your example is a sales cycle of a year or less. 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.)

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 4, 2018

For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, I review a lot of content on this topic and am amazed at what I find written about lead cost. Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

MAY 11, 2017

Do you have an example of a scenario described above happening to you – or an analogy that fits? Here's a full explanation of cost per lead – a white paper complete with all the math you need to determine how much you should pay for the quality leads you need. Please reply and share with our readers.

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

FEBRUARY 16, 2016

For example, companies always want to make more money. For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MARCH 17, 2015

I have a perfect example from my own experience. He provides examples of “power statements” he has developed for clients that are powerful examples of how to pack your own sales story with a punch. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. I like Mike’s sales story advice a lot.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

JANUARY 13, 2015

There is a great example in the book about an inside sales rep pushing content that is not relevant to the buyer—simply because the campaign says so. And, they want to buy faster than they do now. The problem is that companies are driven by campaigns that are not in alignment with the buyers’ tempo and timing.

Relevance 120

Relevance Marketing Strategy Marketing & Strategy Content 120

ViewPoint

JULY 26, 2018

As an example, see Dan McDade of PointClear and his ViewPoint Blog, and his use of an interview on SLMA Radio about Who Owns the Pipeline. See Revenue Marketing Radio with Debbie Qaqish, author of Rise of the Revenue Marketer as an example. The artwork from the podcast program will be used in the blog article. Social media.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

SEPTEMBER 29, 2015

Jim uses marketing automation as an example, and he knows I feel that inbound marketing has been used at the exclusion of outbound marketing. I think we both agree this is a mistake.). Jim’s approach is absolutely on target.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

MAY 30, 2014

To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load. His point was that before a business can transform, it needs to reframe.

B2B Sales 120

B2B Sales B2B Marketing B2B Examples 120

ViewPoint

APRIL 24, 2018

As an example, for one IT security company, consumers of up to five pieces of content were much better prospects than those individuals who consumed six or more pieces of content. You might also learn, as we have by conducting the testing that I am describing here, that high scores do not actually translate into better prospects.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

ViewPoint

OCTOBER 21, 2017

As an example, I have seen senior executives authorize $10, $15 even $20 for a “lumpy” or “dimensional” mailer and then argue over $.25 It is costly to keep up. Another reason is that people have a perception as to how much lists should cost. They think they should cost a lot less than they do, they devalue them.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

MAY 23, 2017

Finally, no sales executive wants to admit that they are closing one-out-of-10 opportunities (as an example). Close rates probably can be a lot lower than most people think. Not that they should be. But they can be. So, they don’t provide visibility into the pipeline until late in the game which causes inaccurate forecasts and other pain.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JANUARY 5, 2017

To make this a more valuable read and good use of your time, for each of the three actions I will provide a specific example of mismanagement and what you can do to fix it. It’s not that your people mean to screw up, it’s just that they are herded into a direction of ineffectiveness by the actions or inactions of others in your company.

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

JANUARY 23, 2017

Here’s a specific example for you. Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. They recently completed a campaign that cost $49,000.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

OCTOBER 27, 2011

Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). ” As an example, engineers value conversations with other engineers. This is a win-win-win situation. Dell wins because clients connect with Scott.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

APRIL 16, 2013

Some examples: Marketing: engage, educate, excite, evangelize. Here is a YouTube example of one of Jeffrey’s keynotes. As a leader: be transparent, real, human and let go (don’t control). Six rules to lead: ask everyone, involve everyone, chart progress, reward good behavior, fire bad behavior. delivered on its promises.

Conference 120

Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

JANUARY 15, 2013

For example, our staff averages 42.7 For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. years of age, all with four-year college degrees and the average tenure is 4.7

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

OCTOBER 6, 2015

For example, in some very large existing accounts, sales has a great handle on the account and will look to partner with marketing to help drive the business and relationship. When we do that, for example, we’ll have much more success in selling them something when it is clear how it is going to help them with their initiatives.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 18, 2017

In another example, our target market was CFO’s at the fifty largest utilities in the US. We spoke with three decision-maker/influencers and two executive assistants. We left a total of seven voicemails and sent eight emails. The touches resulted in six conversations… and one giant opportunity.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

AUGUST 30, 2016

Please see the table below for an example of typical Inside vs. Outsourced results: I do not want telemarketers calling my prospects. As you see on the table above, it appears less expensive to “do it inside," until you take the following hard and soft costs into account. In fairness, our industry has created the image.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

AUGUST 2, 2012

For example, the two organizations must: Jointly define a qualified lead— This is an area of contention that needs to be overcome. Set realistic lead targets— As noted in the alignment example above, providing too many leads is as bad as delivering too few.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

MARCH 29, 2017

As an example, I have seen senior executives authorize $10, $15 even $20 for a “lumpy” or “dimensional” mailer and then argue over $.25 It is costly to keep up. Another reason is that people have a perception as to how much lists should cost. They think they should cost a lot less than they do, they devalue them.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

DECEMBER 14, 2016

For example, timing and economics are sometimes unknown on larger and more complex deals. I think that ADOPTED is a big improvement over BANT and ANUM, but I would caution against disqualifying opportunity on the basis of the potential deal missing one or more ingredients.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

JANUARY 16, 2018

I turn problems into challenges, and it's a fascinating exercise to do, but if your body perceives something as a problem, for example, being in sales and your boss comes to you and says, 'Jill, you're having a terrible month. I just reframe failure into valuable learning experiences, and now the only thing I do is I reframe problems.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

AUGUST 5, 2016

Marketers specifically, in many companies, have been so used to working the top of the funnel – focusing on Web visits and campaigns and leads – that it can be hard to see sales enablement, for example, as something in their purview.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 15, 2017

For the example company and sales manager above, the pipeline surged, sales surged and a big sigh of relief was heard from the C-Suite. If you don’t want the head count to do this inside your company, go to an outside service. They are faster, more productive (therefore cheaper), accept rejection and know how to qualify even those who lie.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

SEPTEMBER 26, 2012

approaches, all with examples on how to best utilize customer insight. Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 the sessions are still available on demand).

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

AUGUST 15, 2013

When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example? These four principles applied in Navy SEAL training can be applied to business leaders. A term often used in SEAL training is “Make it happen.” These principles can empower your team to become an unstoppable force. Via Forbes.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

JUNE 28, 2018

While this may seem like an extreme example, it is not so extreme that you should ignore it. Here’s a real-life example: We once provided services to a large software company and I got a call from our day-to-day contact one morning about our lead cost—he said we were too expensive. Today almost no one knows this company ever existed.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136