ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. It helps that senior executives are 2.5 What percentage of your revenue goal has your organization been able to achieve through inbound marketing only?

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

SEPTEMBER 12, 2018

This is how most organizations manage deployment—in large part because it’s easy. It’s a necessary process to help sales reps reach their full potential. Coaching & Counseling. Let’s take a closer look: Deploying sales resources: Should the sales team be deployed by geographical territories? By vertical? If it works, great.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. Lead qualification services and lead nurturing services can help—ask me how. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Organizations should strive for lead acceptance rates that are 90 percent or better.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. Managed services that include network monitoring and management, help desk, back-up and disaster recovery to maximize security and minimize downtime.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. It also helps both parties be clear on mutual responsibilities and follow-up.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

AUGUST 29, 2013

The most successful organizations are realizing the vision of sales 2.0, The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. The insights shared can be applied to your sales organization today. Via Radius. Do You Know Your Millennial Customers.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization. Not 50 things. Measure what matters.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

OCTOBER 6, 2015

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. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 4, 2013

Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement. Sales needs to go beyond to provide financial justification.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

NOVEMBER 8, 2016

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.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

MARCH 18, 2014

SAVO defines itself as a sales-first organization, which might seem like a no-brainer. What Are Some Key Steps Companies Can Take to Become a Sales First Organization? Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization. CRM is good at forecasting, he said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

SAVO defines itself as a sales-first organization, which might seem like a no-brainer. What Are Some Key Steps Companies Can Take to Become a Sales First Organization? Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization. CRM is good at forecasting, he said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

JULY 15, 2014

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.

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

MAY 13, 2016

A ULD clarifies what a lead is to everyone in your organization, and these leads also: Fit the profile of your ideal customer. Here’s an example from one of our past research partners, an $80 billion IT management organization. Have been qualified as sales-ready. Make Marketing and Sales more efficient. Needs what the company sells.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

FEBRUARY 8, 2017

But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis. Let me know if I can help. For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. This powerful medicine breathes life back into flat lining sales profits.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. PointClear’s Lead/Revenue calculator can help you avoid that sinking feeling when you, as a marketing or sales leader, realize one day that you’re behind, and the quarter or year-end is looming. It can help you too.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue.

Sales Qualified Leads 120

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

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Your Organization Needs Buyer Predictability.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

JANUARY 13, 2017

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. Exploring its feasibility in your organization? Are you using ABM? I’d like to hear from you. 5 Steps to Account-based Marketing Success from.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

DECEMBER 16, 2016

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.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. He adds that ultimately marketing’s increased role can help lower the cost of sales. Three Distinct Roles of a Transformed Marketing Organization.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

OCTOBER 8, 2013

If you''re ignoring these key lower level influencers based on their lack of authority you are doing your organization a real disservice. PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. It’s time to get with the program! By Dan McDade.'

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

FEBRUARY 23, 2016

If your organization isn’t doing these three things, then you will miss your number. 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.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

OCTOBER 10, 2011

A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. How the B2B organization “sells” is being re-written as we speak and the newest key player in this scenario is marketing.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

MARCH 17, 2015

The fact that we agree on many things helps, I guess. He also points out that sales reps and organizations fail when they have poor targeting, lame weapons, and lack of execution. In Chapter 5 Mike explains why you should sell higher up in organizations. Mike’s style is no-nonsense. He doesn’t pull any punches.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

FEBRUARY 26, 2016

Inbound Helps Fill Your Revenue Gap, But How Much? The dangerous part of inbound marketing is that it can be difficult to diagnose if it is hurting your organization. The data is out there to help you recognize the right marketing mix for your business. High-performing reps avoiding inbound lead follow-up opportunities.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

SEPTEMBER 6, 2012

Alignment Success: Top-Down Initiative & Merge the Two Organizations. That means that every organization needs to say who are my customers that I want to reach and how can I be out there in that market space where my customers are. These websites “do not support the sales organization in their initiatives.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

AUGUST 2, 2012

One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation. The success of this approach hinges, of course, on managers from both teams setting processes and guidelines that help to ensure success.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

JUNE 2, 2015

There are certain responsibilities specific to the client that can help make their program a success. In part 1 , we discussed the critical role senior executives play in setting expectations for sales and marketing within their organizations. A collaborative vendor-client relationship equals a win-win! The result?

Lead Generation 120

Lead Generation Generation Work Management Lead 120

ViewPoint

APRIL 14, 2017

However, without more specific direction, he or she is going to find the organization enter into a familiar, frustrating cycle. I promise to help. No wonder this time of the year is filled with desperation (and fear). We’re well into the second quarter, and the CEO is clamoring for revenue. Doing the right something is.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

JANUARY 22, 2016

All this, combined with an endless flow of information and distractions, will decrease productivity—when their entire organization is focused on increasing it. Lori Richardson – Score More Sales: We will see one or more companies with more complete technology solutions to help B2B sellers and marketers cohesively.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

FEBRUARY 23, 2018

It’s a simple equation—and a win-win for both organizations. PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. Our group is capable of navigating a prospect organization to find the right decision-makers. Let us help you light the fire. Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 24, 2016

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. Or be prepared to win only if you’re the low-cost provider and you don’t care if it’s a one-shot deal.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. “No No one defaults to prospecting.”. How could we fix it?

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. So your “qualified inbound lead” may consist of a person’s first and last name, the company or organization, an email address and maybe the size of the company. The more information you request, the fewer leads that will download your content.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120