ViewPoint

NOVEMBER 8, 2017

Employing a 4 x 4 research approach (this is how our team is trained) is to spend a total of four minutes looking at four different data sources: The prospect’s website. ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts?

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

JUNE 15, 2012

While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites. Take another look at trade show attendees as leads from trade shows still take fewer touches to close. Use BANT qualifiers.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

MARCH 12, 2013

But, the underlying thing is that I never recommend that someone only use digital touches as a nurturing strategy. Successful companies are able to use human touches as well as digital touches as part of a nurturing strategy. For low value, transactional sales, you should at least have a chat window on your website.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 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. Prospect behavior—hits the client’s website, visits a tradeshow, etc.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 1, 2012

Visitors to a website who submit forms to download content are not qualified leads. This group specializes in proactive outbound B2B lead generation and applies a proven multi-touch, multi-media strategy across a number of sales cycles. And the right marketing KPIs are very different from cost-per-lead metrics.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

JULY 21, 2011

See an earlier blog on the chief executive of a large utility who finally responded positively on the 42 nd touch and later signed off on a $1 billion deal for one of our customers. His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120