ViewPoint

MARCH 13, 2014

Chad Burmeister, ConnectandSell, Field Reps Should be Open to Moving Inside. Click to start video at this point —The traditional model of inside sales reps providing leads for the field is going away, Chad said.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

FEBRUARY 16, 2017

Is it possible to create high-quality, high-value and convertible leads to support a field sales force selling a $100,000-plus solution for $350 per lead? More than you probably think, but a lot less than you are paying when all factors are considered. Frankly, no.

Cost per Lead 189

Cost per Lead Sales Qualified Leads Cost Lead Scoring 189

ViewPoint

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. 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. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. In a great track and field team, as in sales and marketing, members know and respect the strengths of each other.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

MAY 6, 2014

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”).

CRM 120

CRM B2B Sales Intent B2B 120

ViewPoint

JUNE 26, 2012

Having recently authored a piece for SandHill.com called Mastering the Virtual Sale , I discovered that the inside sales profession is growing at a rapid clip—far exceeding growth in field sales. But what I learned is that they generally look to "graduate" their best inside sales people out of these roles and put them in field sales.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

AUGUST 30, 2012

Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. 80% of marketing generated leads are ignored, lost or ineffectively followed up by field sales (66% of sales people stop trying after as few three attempts).

Marketing Qualified Leads 120

Marketing Qualified Leads Leads Lead B2B 120

ViewPoint

JANUARY 22, 2016

And mangers must stop playing CRM desk jockey and get back to the basics—meeting 1:1 with their people, conducting great sales team meetings, and getting out in the field with reps. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field. Simplified. … go out and buy it.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MAY 23, 2018

Sales leaders who need their expensive field sales people focused on closing highly qualified leads, not sourcing them. There are three executives within the company who should be proponents: Marketing leaders interested in delivering strong marketing ROI and making a measurable contribution to revenue.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

DECEMBER 22, 2016

The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively. 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 8, 2016

Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold. Cold calling is all about generating a list of people to call, a script for what you'll say, and spending money with the objective to produce a bunch of leads. Cold calling is about quantity, not quality.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

JUNE 15, 2017

The company broke the logjam of do-gooders, all trying to justify their jobs with archaic, well-intentioned but stupid rules that prevented getting leads to the field and into the hands of someone who could sell.”. Revenue increased substantially in three to four months. What to Do If This Sounds Like You.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

JULY 11, 2011

Sales force efforts include field sales and inside sales teams using the phone. Telesales lead generation supports both field and inside sales. It was interesting to see all three companies use similar descriptions in their SEC filings for both their sales and marketing activity and their market challenges.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 12, 2013

LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field. LinkedIn Adds Facebook-Style Mentions In Status Updates And Home-Page Comments. When published, that connection or company would be notified they have been mentioned.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JANUARY 10, 2012

The field sales representative has a richer field of Tells to choose from. The salesperson on the phone has to listen closely to hear the Tell. It may be a sigh, a tone of voice, an impatience and even some of the answers above. Body language for him is similar to that of a poker player.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

AUGUST 21, 2013

Gold Calling requires that leads be put through a quality control process to ensure that each lead passed to the field is solid gold. Whether you call it Gold Calling or cold calling 2.0, Cold calling is all about generating a list, a script and spending some money and hoping a bunch of leads are produced.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

FEBRUARY 12, 2013

Another time to get input from the folks who are out in the field. Let them know that this marketing thing we do works and that it takes two to make it work. When there’s a trade show or national sales meeting, it’s another opportunity for face time. It’s all about talking. Not texting or typing, whining or complaining, just talking.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

DECEMBER 3, 2013

More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc.,

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

AUGUST 11, 2016

Is it possible to create high-quality, high-value and convertible leads to support a field sales force selling a $100,000-plus solution for $350 per lead? More than you think, but probably a lot less than you are paying when all factors are considered. Frankly, no.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. “Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it.”. _.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

FEBRUARY 23, 2012

Right now, the average company is closing 6 - 7% of leads generated and less than 60% of field sales forces make quota. B2B marketing teams are in a state of paralysis—so risk averse that they are buying into useless pay-for-performance options that exacerbate the problems Hugh talks about.

Top of Funnel 120

Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

DECEMBER 2, 2010

“If you don’t think you can win,” the coach said, “you won’t and we don’t need you on the field. In the end, the company will win more than it loses when everyone who takes the field (takes the company’s money as a pay check) believes in themselves and believes in their company. He quit.

CRM 120

CRM Eye-Tracking ROI Blogger 120

ViewPoint

APRIL 15, 2014

Linkner cited a number of companies that once were dominant in their fields: Blockbuster, Sears, Kodak, Research In Motion (aka, BlackBerry), Borders, et alii. “It’s a messy process, but by clawing and scratching you can achieve something special. It’s all about the mindset. They’re all in varying degrees of trouble.

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

ViewPoint

JANUARY 19, 2012

Ultimately, the specialist will either disqualify the sales leads if nothing happens or turn over fully developed, short-term sales opportunities to field reps. If an otherwise well-qualified prospect is stalled due to budgeting or other considerations, the specialist follows up meticulously at the appropriate time.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

AUGUST 30, 2012

Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. He elaborates on this trend by explaining, “Before Yammer got bought, they were going to hire 50 field sales reps. And Craig is encouraged by the increased hiring in field sales: “We’ve seen a resurgence of sales rep hiring.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 15, 2011

As we move beyond the initial interaction, the collaboration between marketing and sales, specifically between field marketing, pre-sales and sales is essential for success.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

MARCH 22, 2018

A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MARCH 31, 2011

The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification. Deal size is representative of a broad spectrum of offers with nearly one-half of the reps selling solutions valued at greater than $50k.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 1, 2011

In most b-to-b organizations, this includes the pass from marketing to teleprospecting, and teleprospecting to field, inside or channel sales resources. It encompasses the key points in the demand lifecycle where a lead will be handed from one function to another. It includes a “back-end” component.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 17, 2012

Now, back to the question in the title: In some instances there are field marketing managers making decisions on lead generation on a tactical level, and rightly so I believe. To solve the issue, get marketing and sales into the same room with the same goals held to the same standards of performance and the issue will be solved.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

JULY 25, 2011

To flesh this out, let’s consider another field where closers are key: baseball. If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do?

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

JANUARY 11, 2011

Social media has leveled the playing field. They want content that is interesting, available in a variety of mediums and moves the qualification and sales process forward. ISRs will begin to understand the value of personal branding and how it can impact their sales efforts.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Both are working toward different, conflicting metrics.

Sales Qualified Leads 120

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

ViewPoint

APRIL 10, 2012

He notes tougher competition and more level playing fields require reps to embrace them—with a caveat. Click to start video at this point —Asked whether marketing automation and social media should be within the realm of marketing only, Jonathan affirms their value for sales.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

JULY 7, 2015

form field completions). If they’re even using lead scoring, they aren’t scoring the activities that are indicative of intent and qualification. Instead, they are accruing points based on arbitrary activity and static demographics (e.g.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120