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? Here’s a true story I just shared with my audience a couple months ago.” Read more here: Is Cold Calling Dead?

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MARCH 31, 2011

This chart is accompanied by the following observation: “On average, Sales Reps report that only 31% of all leads generated fit their Ideal Customer Profile (ICP). Note the following question and responses: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot?

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 27, 2013

Leads who had answered at least 50% of the profile questions on the web/exhibit/direct mail forms. Sure, there were some who wanted information again, but those were not the high-probability people Steve needed. Leads who had not bought (obvious, but he has to sort these out). Leads who had visited the website at least three times.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 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

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. Rich’s IDC Profile: Rich Vancil Analyst Profile. And what the buyers tell us over and over again is, ‘Don’t sell so hard. I don’t want to be sold to.’”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

JANUARY 12, 2012

Most of the others had little or no pre-qualification information. As it turned out, one-fourth had erroneous phone numbers and addresses. Another 20 percent came from consultants, competitors and students. None had been filtered or nurtured in any way by marketing. “That’s not our role,” said the marketing manager.).

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 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. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile?”

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 6, 2012

She also says many companies have not adjusted to the fact that the role of the salesperson is not to convey information. She encourages sales reps to focus on LinkedIn, create a strong profile there, and use it regularly to connect and keep up to date with customers and prospects. It’s not about pitching your stuff.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 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. Trip Kucera at Aberdeen Group: Profile. Trip Kucera’s research at Aberdeen Group: Marketing Effectiveness & Strategy.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 12, 2011

Jason Kort is one of the forces behind Marketing Automation Times , a blog dedicated to providing the latest news and information on the world of marketing automation. ” Salesforce believes that enterprises will bridge the social divide through… Creation of a social customer profile. Creation of an employee social network.

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120

ViewPoint

MAY 5, 2015

Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. Lead Reengagement. and a variety of message types.

Lead Nurturing 120

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

ViewPoint

JUNE 15, 2018

It’s virtually impossible for a company to execute SLM as effectively (and cost-effectively) as an outsourced business processor with concentrated domain expertise—especially as the work force becomes more dispersed, buyers become better educated, and online information is prolific. See how the numbers stack up. A Closer Look. Market Focus.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

SEPTEMBER 19, 2011

Is it the CRM system, without which so much important information would be lost? Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

MAY 2, 2012

This supports making a more informed outreach to those companies using traditional outbound modes. ” Paul recommends using new tools, especially LinkedIn’s approach to company profiles, to find the right titles inside the companies you’re targeting. Inbound marketing is not a way to reach those accounts.”

Social Media 120

Social Media BtoB Media Inbound Marketing 120