ViewPoint

MAY 23, 2018

There are no hard and fast rules regarding what content should be presented to prospects at various stages in the sales cycle—every situation is different. Why do you think many organizations don’t understand the value of nurturing?

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

MAY 1, 2013

Increased Pipeline Integrity Integrated performance reporting increases the integrity of your sales pipeline, and will help you deliver the right leads to your sales team. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

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 RING is a mathematical formula that sheds light on the contributions inbound is making to the bottom line. An average of 53.75

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

JUNE 21, 2018

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. This simple tool has helped them and others better meet the challenge of making their number, year-over-year. It can help you too.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

JANUARY 26, 2018

Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.” Some people ask if voicemail and email should be part of the sales lead generation cadence. Wish I had thought of that. What else do you recommend?

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

FEBRUARY 16, 2016

Eventually, the pain point will be an opportunity to transition into a discussion around how you can help alleviate those challenges. If you can present a reasonable, achievable, and helpful solution to assist that prospect to increase their revenue or decrease their spending, you’ll bet they will be listening.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

DECEMBER 12, 2013

Create content aligned with both your target persona and your selling system – Design and tailor your resources to the needs of your prospects, but also to the needs of your marketing and sales reps at each step of the sales cycle. Analyze-repeat-improve – Take a step back and look at your system holistically.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Another benefit of outbound marketing prospect development is reaching prospects earlier in the sales cycle. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

APRIL 6, 2017

If you have a 3-month plus sales cycle, don’t sign up for a “100 hour” program. Sales/marketing execs are desperate to do something, but afraid to risk the budget. In other cases, the junior level person is afraid to ask for help within their own organization, increasing cycle time for fixes and slowing down progress.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

OCTOBER 31, 2011

Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

AUGUST 23, 2012

So what people have to think about is what’s going wrong in the sales cycle if people who thought they had a problem got to the end of the sales cycle and decided, ‘We’re still OK.’”. As important as the “why you should pick us” conversation is the “why change” conversation that helps unstick or loosen the status quo.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

AUGUST 16, 2012

How do I help them do that?”. We see things like sales cycle times compressed dramatically. He emphasizes the magic word is balance based on delivering on this year’s objectives while simultaneously taking into account long sales cycles linked to success next year. And we see things like win rates skyrocket.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 28, 2015

There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. They simply don’t know how to follow-up a lead. The chances of getting the prospect on the first call are slim.)

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

SEPTEMBER 23, 2011

Prospects get a sense for how knowledgeable and helpful the provider can be in addressing their challenges. The exchange of questions and answers by voice accelerates the sales cycle by addressing concerns and objections in real time. Understanding. Live Q&A. Accurate and timely assessment.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 21, 2013

In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle. Thirty years from now there will still be cold calling.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

JUNE 15, 2012

This approach helps them ask better qualifying questions, separate valuable leads much faster, and create value from the start. He cites research he’s done that shows any contact after the initial inquiry helps push up the closing ratio by as much as 50%. Recommendations to Close More Deals in 2012.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. They need people to help them connect the dots.

Demand 120

Demand RFP Work Management Buying Cycle 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. This disintermediation with sales has effectively given control of the sales cycle to the buyer. You’ll want to do this process WITH sales.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. The $250K purchase will have many touchpoints of influence across the sales cycle, and social media will be integrated as one of those points of influence.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 19, 2012

Because most of the people I work with in B2B and you work with in B2B have a longer sales cycle, or conversely, a longer buying process, look at how to intensify and progress people you already have in your database. The leads you’re generating now may likely not impact you until next year.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 1, 2012

The B2B prospect’s buying path, the provider’s offer and other complex sale variables impact cost-per-lead. Lower-cost sales leads can be expected—and are even necessary—when the sales process is straightforward, the sales cycle is short and the investment is low.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

FEBRUARY 19, 2016

What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. CEO’s should care about lead generation simply because it will help them create a sustainable company.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

JULY 21, 2011

This activity not only helps the prospect clarify challenges and solutions—it also establishes the company as a trusted thought leader in a way that ideally leads the prospect to view the company as a preferred vendor as the buying process evolves. Complex buying landscape and long sales cycle. High-investment offering.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MARCH 19, 2013

They've helped companies worldwide change the conversation and dominate their industry. With his team at Waldschmidt Partners, Dan uses his EDGY Strategy to help sales teams exceed their goals. Dan calls giving out bonuses during sales cycles “tactical stuff.” Even counting to ten thousand is really difficult.”

Conversion 120

Conversion Terms and Conditions Cold Calling Advertising Agencies 120

ViewPoint

FEBRUARY 2, 2012

When PointClear engages with marketing and sales executives at technology, healthcare and BPO services companies with complex offerings, the primary objective of our sales lead generation, lead qualification, and lead nurturing services is to help them close more deals at higher deal sizes. Assessment and recommendations.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 5, 2015

After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers. million in sales from leads that had essentially been untouched or forgotten. What do I see in the future?

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120