ViewPoint

NOVEMBER 8, 2017

Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

APRIL 11, 2018

However, it is important to come to an informed conclusion about all targets to help us determine how marketing and sales resources are prioritized in future contact cycles. Productivity. PointClear also automates management of the process to keep associates as productive as possible, and our clients well served. Voicemail #2.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

JULY 26, 2018

While she has listened to the program and gotten an idea of its possible uses, getting the script in her hands is tremendously helpful. She finds three of them covering different parts of their products and services. Testimonials are important today as each is thought of as a product/service review. per minute. _. Case studies.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JUNE 24, 2016

The featured companies not only welcomed the opportunity to discuss how they used the approach we describe in the book to build productive relationships and create value, they invited their own customers to participate and share their experiences. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

FEBRUARY 28, 2018

A global indusrial manufacturer of equipment that improves productivity and efficiency. Managed services that include network monitoring and management, help desk, back-up and disaster recovery to maximize security and minimize downtime. IT systems and services to help ensure business continuity and disaster recovery.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

NOVEMBER 16, 2017

After all, the product or service that I represent can be of great value to them. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. I want to clarify to those reading this blog that I am not apologizing for the purpose of my call.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

JULY 15, 2014

By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company.

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

NOVEMBER 27, 2017

Open territories kill sales force productivity, but it’s seldom talked about until it happens. It hurts productivity in the current year and the following year. An immediate increase in qualified leads going to the existing reps makes them more productive which helps off-set losses.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

DECEMBER 7, 2017

Hi, this is sales; how may I help you?”. It’s as if they wanted to develop a product, get investors, build a website, hire salespeople, ignore marketing people and then intentionally hide from anyone who doesn’t want to buy immediately. No other choices were given from the automated attendant. I pressed 1, as sales is usually staffed.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

JUNE 2, 2015

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.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

SEPTEMBER 28, 2018

Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success. Using an industry personality’s name may help, but you have to use a giant name such as Marc Benioff in the title to benefit from it.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

JANUARY 22, 2015

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. While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual.

Tips 120

Tips Order Spending Tools 120

ViewPoint

JULY 20, 2015

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. We’d like leads on XXXX product.”. “We She wasn’t making quota and needed help. The next day we started working on the problems to help her out.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

FEBRUARY 8, 2017

Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Let me know if I can help. Instead, reach out proactively and engage the prospect early on in the buying cycle. Create value. 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

FEBRUARY 8, 2016

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.”. While it would be great if prospects made decisions based solely on logic, that’s just not the case.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

JULY 24, 2017

Taking out (and keeping track of) Not Qualified accounts means we have less work to do the next touch cycle—making it more productive. Again, we pull them off the list and keep track—making the next touch cycle more productive. We’ve confirmed that the data on this target is incorrect. Lack of persistence in lead follow-up by sales.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

AUGUST 5, 2016

It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 23, 2018

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

NOVEMBER 27, 2012

You’ve first got to show them (if not help them create) a reason to trust you—give a positive result first. They want to buy into (believe in) a fix—a solution to their problem or unique experience your Group…or product or service provides. Through my own research and marketing my products and services, I’m finding the only way to: a.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JULY 12, 2017

He wanted to have a quick Q&A with a system engineer, he wanted a quote, and he wanted to know how long it would take to install and start using the product. Our customer service experts will help you with those questions.”. The prospect stepped up and asked for three things.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

SEPTEMBER 25, 2012

Is your lead generation plan based on the forecast by product? Have you predicted the number of inquiries you will need to create for each salesperson in total and by month, by product? Are you creating marketing tactics that project a specific number of inquiries by product based on the forecast? Do you know the forecast?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

APRIL 17, 2014

Leads are people who express interest in discussing your product or service. 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.". Inquiries are not leads, and neither are those ''coveted'' lists of names. They have budget—and a need.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

DECEMBER 19, 2013

If it is on a product I have a quota on. You can do lead gen on products that salespeople carry quotas on. If you have a marketing automation program it will hammer away and help to segment the 75% who say they want to buy, from the 25% who are competitors, students and prisoners. A time-frame to buy. If the person has money.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

MAY 23, 2013

Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JANUARY 31, 2012

You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows! Either they are brand new and just plan scared or they have been around the block and know, with incredible disbelief, that what they are being “trained” on is not going to help them one bit.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

SEPTEMBER 9, 2016

Deb Calvert, People First Productivity Solutions , President. If it’s an unprepared, random call, to pitch your products to anyone who is foolish enough to pick up a phone—it’s not dead, at least based on the phone calls I get. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

JUNE 2, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 31, 2011

As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Your product or service may be a commodity, but you're not. Avoid sales hype and focus on business issues such as: "Quick question re: outsourcing initiative" or "Reducing product launch time.”

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

JUNE 28, 2018

Within three years the client, which had superior products, had blown the money and was absorbed in a fire sale by their largest competitor. Let me know if I can help you evaluate where you are and put you on the road to where you want to go. So, what happened? Do we provide staffing, or are we a HR services firm?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

APRIL 4, 2013

Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

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. They cut their teeth on product-price-placement-promotion—the 4 Ps of marketing. So how can today’s CMO gain these new skills?

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

MARCH 26, 2015

No one cares what you think about your company, product or service. Opportunities you’ve helped customers capture. The problem is they usually end up talking more about their company and offerings than about the prospect and their needs. Here’s another hard truth: No one cares. It doesn’t get any simpler than that.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

JANUARY 9, 2014

Dirty data doesn’t help and is costly to clean up. Remember that they''re buying a relationship as much as a product. Our products are so good we don’t need leads. Why marketers refuse to acknowledge this reality is beyond me, but it’s also a reason that salespeople continue to ignore the leads sent to them by marketing.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 26, 2013

This practice will return detailed insight into ways to improve the company''s processes and additionally help lessen the number of leads that could be dropped in the hand-off from marketing to sales. B2B marketing exec, Michael Brenner confirms that today’s B2B buyer is overwhelmed with the amount of product-centric content on the web.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

MAY 13, 2016

The company had a good product—better than the competition—yet it disappeared. You’ll learn how a balanced allbound marketing program helps you achieve the revenue you need by keeping you focused on the right market. For whatever reason (was it beneath him?) the CEO failed to step in and act. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174