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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. How much should a lead cost? My answer to this is, and has always been, probably more than you think, but definitely less than you are currently paying. So we did. And guess what? Gross Margin – 60%.

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5 Steps to Account-based Marketing Success

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If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. Focus on who needs you the most to avoid wasted effort. Segment and Stratify. Analyze, Analyze, Analyze.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

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Only these types of metrics can be successfully leveraged to plan future initiatives that can be predicted—based on a track record—to help sales sell more, sell better and sell faster. Shifting to Outcome-based Accountability and Revenue Metrics. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Cost-Per-Lead. Concluding Comments.

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To Manage Sales You Must Manage Sales Leads

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These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. Of course it is, but only partially. wish it were more complicated, but it isn’t.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs. Raab Associates provides consulting to help select the right tools and deploy them effectively. It's not—it's bigger than that. Stay tuned!

Is Your Lead Generation Strategy Broken?

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Just like defining what a marketing qualified lead and other lead definitions are can help unite sales and marketing, the SLA can provide formal guidance and direction that will lead to sustained growth. This may take time, but it will help you determine important things such as: Targets and processes. More so because an improper strategy can make you miss your goals. Accountability.

Are You Building a Company or Just Laying “Marketing Brick”?

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The third man was asked: "What are you doing?" He answered: "I am helping to build a great cathedral.". There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." The second man was asked: "What are you working for?" He answered: "Five dollars a day." My question is, which are you?

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4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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Matt provided a good deal of detail around each of these roles: Marketing Technologist : “One of the first things I think about is understanding the role of technology in helping to accelerate marketing impact in pipeline development.”. In a recent interview, I sat down with Matt Heinz to pick his brain. Matt broke down the dream team into a few major components. Matt Heinz.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them. Want help with nurturing? I can help. Lead nurturing triples marketing's ROI, but only if done properly. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Note that there are three groups of prospects that benefit from nurturing: 1.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. ABM is “RAD” (helps with Retention, Acquisition and Development)! agree!

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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Remember, you’re not trying to sell prospects, you’re trying to help them. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. There were some terrific responses and I’ll share them over the course of two blogs. The impact? The welcome email.

Does Your Sales Team Know How to Follow-Up on a Lead?

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Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. The next blog will summarize and wrap-up this series—The 7 Truths about sales and marketing (that CEOs need to know) that help you eliminate wasted marketing spend and increase revenue. Set sales straight—it’s a win win.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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They produce the content and materials that help lure contacts at the company into deeper conversations with sales. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. It’s with demand.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

The sales rep said, “I never got a lead yet that turned into a sale.”

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She wasn’t making quota and needed help. The next day we started working on the problems to help her out. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem.

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The #1 Reason CEOs Should Care About Lead Generation

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CEO’s should care about lead generation simply because it will help them create a sustainable company. The #1 reason why CEO’s should care about lead generation is simply because it will help them create a sustainable company. If you want some help doing that, call me at 678-533-2722 and I will be happy to help. It is not just about increasing sales and profits.

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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In my opinion, marketing should be helping sellers get into conversations earlier. It is possible. I’ve helped my clients do so.”. The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. How are you helping them uncover and/or reframe issues they have in their business? Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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If you have something that makes your prospect smarter, helps them be better, it may be unexpected but they’ll appreciate how you’ve differentiated and been focused on value creation.” Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Stein, Dave Stein, Inc. link].

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

Gold Calling vs. Cold Calling

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In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. I've written many blog posts on the fact that cold calling isn't dead. Whether you call high quality cold calling Gold Calling or Cold Calling 2.0, there are four primary differences between quality outbound touches and old-fashioned cold calling or “interruption marketing.”. Call it what you want.

Follow the Money: The Primary Responsibility for CMOs

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If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Generate Demand. Duboff.

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"New Sales. Simplified." A Must-Read!

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The fact that we agree on many things helps, I guess. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: Great! Mike’s style is no-nonsense. My friend S.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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You’ll learn how a balanced allbound marketing program helps you achieve the revenue you need by keeping you focused on the right market. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. For whatever reason (was it beneath him?) the CEO failed to step in and act. Define what a lead is.

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B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. The sales executive must be more interested in helping the prospect find the right solution for their situation—not just pushing their offer. Following the prayer, the quarterback threw a quick pass over the middle to score. Period.

5 Keys to Becoming a Sales First Company

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Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. By Chris Tratar, vice president of product marketing, SAVO. know what you are thinking.

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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This, of course, shortens the sales process and helps you stand out from the competition. She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. You’re either cold or you’re hot—lukewarm doesn’t cut it. The best part?

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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And they want to learn more about how you can help grow their businesses. We need their help more today than ever … just not with qualifying leads.". In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The three major symptoms of inbounditis are: 1.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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The problem with the current predictive analytics lead scoring solutions is that they can help marketers target "like companies" to their existing clients; however, they don't do much to help with going into new markets to identify the white space. We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. Part 1.

7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

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He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Todd Schnick is a stellar individual. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book. We all have shortcomings. Most, if not all, people have areas where they lack confidence.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

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Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights. The idea being that when a customer decides they are ready to purchase a solution to their challenge, they are more likely to have a clearer, more realistic sense of their needs and how you can help (thanks to your targeted insights), and they are more likely to associate you as the incumbent in their vendor selection process.

Q&A With Dave Stein and Steve Andersen

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If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. Relationships matter.

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Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work. Reconsidering the times you make your sales calls and really knowing and understanding your client’s industry and needs can contribute to helping you close more sales. Why Cold Calling Still Works. Cold Call Timing.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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There are certain responsibilities specific to the client that can help make their program a success. Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible. The result? The $5 plant gets a $1 hole. Costs.

PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact

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In her work she''s found so many companies with interesting solutions that she couldn’t find flaw in, that she decided to work with what people are using if it is generally moving them forward, and help them tweak their results and make improvements to some very basic things she feels many sales leaders and company leaders are overlooking. Lori''s Motto - Make Small Daily Improvements.

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

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PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick. How can you cure inbounditis?

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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hope at least one of these tips helps you fix something that is broken in your company. Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). It doesn’t have to be that way.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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Opportunities you’ve helped customers capture. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. This is the third installment of a 4 part series.