ViewPoint

AUGUST 25, 2016

It’s their job—whether they’re in-house or outsourced—to develop leads into prospects, engaging them meaningfully across multiple sales cycles until they can be defined as “sales qualified.”. While prospect development has the important role of turning raw leads into qualified, nurtured prospects.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

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. Use the trail of data to reverse engineer your successful sales cycles so they can be replicated and refined.

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. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MAY 24, 2016

Only if the answers are “yes” to these questions, do you have a sales accepted lead that you can price. What will it take for an SAL to be considered qualified by sales? Is the lead likely to close in one sales cycle? Only if the answers are “yes” to these questions, do you have a sales qualified lead that you can price.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

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. When the sales reps make initial contact, they should be ready with a prepared consultation with detailed talking points.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

AUGUST 23, 2012

But he adds that this positive motion is facing a continuous challenge in the form of companies opting not to move forward: “The bigger challenge I do see, though, is that the ‘no decision’ threat—the threat to not do anything even though they want to squeeze you for all the information you’ve got—is looming large and only seems to be expanding.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MARCH 12, 2013

Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Buyers need to talk to people to get information.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

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. Be an Invaluable Resource. Craft Enticing Subject Lines.

Tips 120

Tips Work Management Sales Cycle Guidelines 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. Review all information provided. When you receive the lead, carefully review the information provided.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 26, 2012

” Sales and Marketing Roles in Approaching Different Target Tiers. You’ve got a nine- or a twelve-month sales cycle, and what marketing is going to do for you up at the top of the waterfall is simply not going to impact the business in any major way to the end of the calendar year.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

AUGUST 21, 2013

Among the many arguments used to relegate cold calling to the duckpins of history is that educated buyers have access to more information than ever and that 70 percent of the buying process is completed before a sales rep needs to get involved in a sale.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

JUNE 15, 2012

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 10, 2011

The drivers for a shared revenue funnel and the revenue team comprised of both sales and marketing are: Buyer behavior has changed. Buyers can now glean a majority of information on potential solutions from the web or through social media. This disintermediation with sales has effectively given control of the sales cycle to the buyer.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

NOVEMBER 8, 2012

Click to start video at this point — In response to my question about the most significant change in marketing and sales over the last year, Linda talks about the impact of the Internet and changes in the way customers buy. They then they use social media to check what other contacts have done about those issues.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

FEBRUARY 19, 2016

This database should include a historical account of each lead generated, pipeline information, and a system to disqualify leads so your teams aren’t wasting their time on them. Every touch point in the sales cycle represents a chance for valuable information to be shared, or not shared.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

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. 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.

Lead Nurturing 120

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

ViewPoint

FEBRUARY 2, 2012

A comprehensive sales lead generation contact strategy employs a multi-touch, multi-media and multi-cycle approach that continuously reaches out to decision makers across a number of sales cycles to deliver qualified leads. Assessment and recommendations. The analysis phase is where business acumen comes into play.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120