ViewPoint

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 16, 2016

The lead development process typically starts one of two ways: In the first instance, a suitable prospect may indicate a pain point that designates a need in your company, products, or expertise. Eventually, the pain point will be an opportunity to transition into a discussion around how you can help alleviate those challenges.

Sales Leads 159

Sales Leads Sales Qualified Leads Marketing Qualified Leads Leads 159

ViewPoint

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

JANUARY 4, 2018

This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. What do you think the chances are that sales will cull through 3,117 suspects to find 40 prospects? I would be happy to walk you through this exercise if that would be helpful to you.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

JUNE 29, 2017

Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. K now your audience. That’s marketing’s job.

Sales Qualified Leads 204

Sales Qualified Leads PointClear Forecasting Paper 204

ViewPoint

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Pain, Priority, Process, Environment.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

APRIL 11, 2018

There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. 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. That is a moment of truth for the prospect.

PointClear 136

PointClear Sales Qualified Leads Marketing Qualified Leads Leads 136

ViewPoint

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. It also helps both parties be clear on mutual responsibilities and follow-up. But the opposite is true. It’s being a good listener.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

AUGUST 17, 2018

No matter where you are now, following these specific steps you can help you emerge from chaos … rise above average … and achieve a fully optimized state of prospect development. You can achieve a fully optimized state of prospect development and close significantly more deals by taking 3 important steps.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. unscripted ) with prospects. 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

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested. True Nurture Opportunities.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

JANUARY 13, 2017

The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. Focus on who needs you the most to avoid wasted effort.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

JULY 24, 2017

We know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status. We don’t bug prospects, or annoy them, but we also don’t give up too soon. To demonstrate, take a look at the touch summary for the “uncloseable” that our competitor identified: Date Stamp.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

APRIL 28, 2017

Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September. I invite you to share your seasonal experiences generating leads and targeting qualified prospects.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. 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 PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. PinPoint™ Platform , our automated solution that helps manage lead generation, qualification and nurturing. All the time we’re having unscripted conversation with our clients’ prospects. In the case of this client the prospect responded to … that’s right, Email #2.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. a sales rep reports, ‘I called the prospect three times. Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. Dave Kurlan.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). A poor “script”: Prospects don’t want to be tricked. They don’t want to hear a rote message either.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. A visit to the prospects’ Facebook page will provide a glimpse into their personality. 2) Communication.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

SEPTEMBER 13, 2016

In my opinion, marketing should be helping sellers get into conversations earlier. I’ve helped my clients do so.”. How are you helping them uncover and/or reframe issues they have in their business? The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. Inbound Helps Fill Your Revenue Gap, But How Much? The numbers speak for themselves.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

JANUARY 26, 2018

In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead. Instead of starting over with a fresh list of 1,000 suspects and generating another 50 leads, you can contact 820 Pipeline + Nurture + No Response prospects and generate an additional 104 leads.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

JUNE 28, 2016

One thing I like about LinkedIn is that there are lots of people who genuinely want to help! A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Sounds like a happy situation, right?

Top of Funnel 120

Top of Funnel Multivariate analysis Content Marketing BtoB 120

ViewPoint

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. When you are prospecting, you are essentially interrupting someone’s day—which is why you better have something the prospect wants to hear right off the bat.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

FEBRUARY 8, 2017

Instead, reach out proactively and engage the prospect early on in the buying cycle. 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. So what can b-to-b companies do to get back on track? Create value.

B to B 120

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

ViewPoint

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. The reduced velocity starts to show up within three months of the “brownout,” as salespeople scramble to find new prospects without the help of marketing.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

JUNE 10, 2016

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. Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media.

Sales Qualified Leads 120

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

ViewPoint

NOVEMBER 16, 2017

The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. You’re either cold or you’re hot—lukewarm doesn’t cut it.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

SEPTEMBER 22, 2015

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. Kyle, because of the solution he offers, introduces the IP-based marketing element of ABM.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

SEPTEMBER 9, 2016

If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Emails sent to me oblivious that I’m not a prospect. And, if you’re not, then you won’t get the conversation.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120