ViewPoint

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7 Hot Email Prospecting Tips

ViewPoint

Follow these guidelines to increase your email prospecting success. Jill originally published this as a one-page whitepaper, and it is republished here with her permission. Crazy-busy people read their email with their finger on the delete key. Eliminate Delete-Inducing Words. Get rid of all verbiage that activates the delete response.

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The Compensation Conundrum

ViewPoint

The success of this approach hinges, of course, on managers from both teams setting processes and guidelines that help to ensure success. For example, the two organizations must: Jointly define a qualified lead— This is an area of contention that needs to be overcome.

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How to Blow $100,000 on a Lead Generation Campaign

ViewPoint

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. Opportunity to improve the current situation. A majority of the time a perceived risk motivates a buyer to act.

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Lead Management: Let’s Formalize this Relationship

ViewPoint

Set guidelines for the amount of time that will be allotted to either promote the lead to an opportunity with anticipated dollar value and timeframe to close, or to disqualify the lead and place it into a lead nurturing program. It includes a “back-end” component.

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Sales Qualification Isn’t an Event - It’s a Process

ViewPoint

But you can’t afford to abandon formalized qualification guidelines, either: that way lies madness, and a huge waste of time, money and other resources. Changing B2B buyer behavior patterns mean that relying on the traditional BANT (Budget, Authority, Need and Timeframe) qualification approach isn’t going to improve the situation.

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