ViewPoint

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. A visit to the prospects’ Facebook page will provide a glimpse into their personality. 2) Communication.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

DECEMBER 12, 2013

Culled from the innumerable daily activities of your prospects, you collect it all, hoping that something will click and your salesperson will stumble upon the golden ticket he or she needs to propel a deal. Have candid conversations with your prospects, and use the feedback to determine what questions they generally need answers to ?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

APRIL 3, 2014

Get out there and talk to your clients, prospects, and referral sources. Joanne Black is America’s leading authority on referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. With a personal introduction from someone they know and trust.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

JANUARY 31, 2013

Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. “No one wants to check their e-mail anymore.”

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

DECEMBER 20, 2011

Greg Alexander , Sales CEO, Sales Benchmark Index John Kearney , Consultant, Sales Benchmark Index Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting. Paul Gillin , social media strategist, speaker, and co-author of Social Marketing to the Business Customer Five Ways B2B Marketers Can Get the Most from Facebook.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JUNE 8, 2012

If your customers aren’t on Facebook, do you really need to be there? She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects. Understand why you are where you are. Who can help me solve it?

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

JANUARY 11, 2011

” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?” Also, lead nurturing allows the prospect to self educate without the need for a constant human touch. Rather than just “how many calls did you make?”

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 2, 2011

Most businesses have some kind of social presence or plan to have one: Most have attempted a blog or Facebook page, or have at least peeked at Twitter. How do you foster engagement on Facebook? It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

APRIL 18, 2012

Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations. He shares an example of a prospect boarding a flight with a few minutes of downtime to check email.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MAY 2, 2012

Paul believes the “big four” social media sites—Facebook, Twitter, LinkedIn and YouTube—will continue to cement their positions at the top of the social media world as they continue to grow at the expense of smaller operations. Strategically, what are you trying to accomplish by being on Facebook?’—they

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JUNE 15, 2016

Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Two major departments compete on rules establishment and daily management (sales and marketing). Marketing Operations Department. Website Management. Public Relations. Investor Relations.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 4, 2014

If your company shows this kind of pattern in its sales funnel, you’d be better off focusing on finding fewer, better prospects. I’ll bet you your lunch money you’ve got a time gap between when leads get qualified and when your sales staff actually follows up with the prospect. They can be found on Twitter and Facebook.'

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120