ViewPoint

APRIL 9, 2013

was full of great speakers and information. Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Abundance of information leads to a paucity of insight. Day 1 of Sales 2.0 Dan McDade (@dandade) April 8, 2013. Translate insight into value.

Training 120

Training Lead Scoring Lead Ranking Trends 120

ViewPoint

FEBRUARY 24, 2016

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.". From Mike Weinberg’s book, New Sales. I whole-heartedly agree with Julie!

Lead Ranking 149

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

ViewPoint

APRIL 10, 2014

Peak Interest Timing. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. While interest is fresh in their minds, they are much more likely to be open to engagement, as opposed to say calling the next day, when they have already forgotten what you’ve spoken about.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

FEBRUARY 16, 2016

For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. Once you raise awareness in that prospect, your solution will be the first that comes to mind.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

OCTOBER 29, 2013

If you demonstrate to others that you can fulfill one of their needs, then they’ll be genuinely interested in you. People who are interested in sales want concrete leads, so demonstrate to them via your LinkedIn and Twitter profiles that you’re someone worth connecting to. Kyle recommends that you go online just a few times a day.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

JUNE 18, 2013

An inquiry is a name with some information (title, phone number, email, company name), but little else. A genuine sales lead has qualifying information. The value of inquiries is initially judged by the amount of BANT information they contain. Those with qualification information (BANT) can be sent to Sales immediately.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 7, 2017

Hi, we’re very interested in talking with you; please press 1 for sales and 2 for customer service.” They leave contact information on their website (but often not the phone number, except in some hidden nook, screened back). I called someone I know, but had not spoken to in some months. This is how it went. Why do companies hide?

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

DECEMBER 12, 2013

You may be wondering what these pieces of information are all about. I’ll tell you – the reason is to show you that without context, information is nothing more than noise. You may be asking yourself why I’ve listed off facts about someone or some company. So what can you do?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. The Tsunami of information available online has reversed that focus, only marketers have been slow to respond accordingly. Because they're not.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 5, 2018

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). It is interesting to note that one of sources (content aggregation) has a $23.15 100,000 companies with up to three executive contacts in the right companies (no email addresses). The Verdict.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

FEBRUARY 26, 2016

Ideally, the perceived value of the resource should be such that the individual is compelled to submit their contact information in exchange for the offer. Because inbound marketing produces more leads in less time than ever before, it is hard to ensure all leads are interested in your business.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MAY 9, 2013

Protecting your online reputation is crucial in an era when conducting searches for information is a routine part of a buyer''s research, according to Jasmine Sandler. That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest. Via Marketing Land.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. Blogging is not about pushing out information. It is about responding to the interests of your market.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. For more information, check out this blog about the four revenue sources that most ROI calculators miss.). Curiosity is so important, we actually test for it.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

SEPTEMBER 9, 2016

The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. Some companies seem use it for pre-sales, aiming to unearth the correct contact or level of interest; others go for the sale in the moment.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

JANUARY 9, 2014

A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. His point: One contact, even two or three, is rarely enough for sales or marketing to connect with customers deeply enough that there’s real interest. A form completion is a lead.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 29, 2012

It’s interesting…ask salespeople their opinions about a marketing campaign, copy, creative, or any number of marketing’s creative options and you’ll hear very little. We need some information about the lead: how soon are they buying, what’s the application, and are they the decision maker?”. “I “Don’t hold back; tell me like it is.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

DECEMBER 17, 2013

We also asked the participating vendors to tell us what other fields they make available, and this is where things got interesting. Several fresh and interesting ideas surfaced: A venture capital trigger, from OneSource, indicating that a firm has received fresh funding and thus has budget to spend.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

OCTOBER 31, 2013

Twitter is more of a running conversation, where people relax and divulge more personal information. Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. LinkedIn is more buttoned up. This cross pollination fosters relationships and widens your network.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

JULY 10, 2012

It is interesting to note that when GDP goes down, long-term lead rates sink while short-term lead rates more or less hold their own. We publish this information quarterly and you can view the current Lead/GDP Chart anytime. The lead rate we track against GDP includes short- and long-term leads. I am anxious to hear your thoughts.

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

JANUARY 10, 2012

A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand. No interest? With Salespeople it gets more interesting. An important skill in playing poker is being able to read the opponents at your table. Chances are he has a weak hand. Got the shakes?

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

MAY 12, 2011

If you’re interested in more information on market coverage and its impact on new account penetration, I invite you to read a recently published case study that demonstrates how one company was able to achieve 70% to 90% new account penetration through effective market coverage.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

JANUARY 26, 2012

Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks. Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

OCTOBER 24, 2011

An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? Chatter essentially provides a private social network that promotes collaboration, connects people quickly and accelerates information sourcing and sharing.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

JANUARY 19, 2012

He is also creative and informative. With a detailed picture of the prospect’s business drivers, plans and buying processes, the sales rep is positioned as a knowledgeable advisor interested in the prospect’s business challenges. The lead farmer is patient, but persistent. Good prospect developers are hard to find.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

FEBRUARY 26, 2013

Negotiating the differences requires an investment of time and a genuine interest in the other person. Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. The more salespeople ask, the deeper they will get with the customer.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

AUGUST 29, 2011

Three areas for improvement became clear as we drilled deeper into the study findings: Optimize Prospect Data Quality: If we are going to be making new accounts a priority, we need good information on who those prospects are. We have seen that when firms do this the odds of sales following up on those leads increases.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 31, 2011

Of particular interest—and concern!—to This analysis is the most informative pieces of research I’ve seen this year, and I encourage you to read the eBook available for download through Trish Bertuzzi’s blog. —to me are findings related to how reps rate leads.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 13, 2016

On the contrary, sellers need to find ways to transcend the sales transaction and get buyers' interest earlier in the sales process. The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. Buyers are looking for transactions. Buyers do not want to be sold.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

FEBRUARY 2, 2011

As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly actionable steps for organizations looking to grow their business. Follwer her on Twitter @marketingprofs.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. I find this to be an interesting tension point—marketing providing more leads while sales is saying I don’t like these leads.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. They want content that is interesting, available in a variety of mediums and moves the qualification and sales process forward.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. So it’s not in their best interest to work on leads that aren’t going to close this quarter. Buyers need to talk to people to get information. It doesn’t all come across digitally.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

JUNE 8, 2012

Click to start video at this point — Referencing a survey they did on alignment, Ginger says it was interesting to see the disparity of opinion: “Some said, yes, sales and marketing absolutely have to work together. Be in those online communities offering advice, solving problems, and sharing information.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

FEBRUARY 23, 2018

I’ve had business peers tell me that they get calls that sound interesting but come at a bad time. Finally, actionable market intelligence reports are created on a planned and spontaneous basis to help clients with positioning, messaging and competitive information.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 18, 2012

Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations. He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening.

Trends 120

Trends Practices Marketing Automation Services Work Management 120