ViewPoint

DECEMBER 12, 2017

Here, in my opinion, is what is wrong with this approach to lead generation: Lower-level workers are 2.5 When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations.

Sales Qualified Leads 189

Sales Qualified Leads Lead Ranking Lead Scoring Buy 189

ViewPoint

MAY 10, 2016

Whether you are the CEO, or aspire to be, there’s some chance that in your opinion marketing and/or the sales organizations in your company are far from operating efficiently or effectively. That’s because in most companies: Marketing measures itself on lead quantity rather than lead quality.

Sales Qualified Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Paid Search Agency 212

ViewPoint

AUGUST 15, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. The Death of Salesmen is Overstated.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

FEBRUARY 18, 2015

In their opinions marketing is not needed. Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it.

Lead Management 120

Lead Management Sales Leads Efficiency Word of Mouth 120

ViewPoint

OCTOBER 21, 2017

I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. There is no such thing as a good list. For the most part, lists suck. There are reasons: Chief among the reasons is that lists are incredibly expensive to keep clean. People change jobs, big guys buy little guys. Big guys buy big guys.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

APRIL 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Energetic Dan Waldscmidt provides his opinions on Funnelholic’s MadLibs column. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via BusinessNewsDaily.com.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MAY 17, 2018

Before diving deeper, it is my opinion (after more than 35 years in direct mail marketing and B2B tele-prospecting) that there is no such thing as a good list. A viscous cycle: Marketing generates leads, sales ignores them. I am sure you get bombarded with calls and emails almost every week (if not every day) with hot new list offers.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Ranking Lead Scoring 120

ViewPoint

MARCH 26, 2013

These are not opinions, but stone-cold, hard facts that are beyond repute. This is a take-off on Spitzer’s quote on page 9, “The general principle is this: opinions that explain the most data and are verified by the most evidence are better than those that do not.”. Those with the most data will win.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

MARCH 29, 2017

I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. There is no such thing as a good list. For the most part, lists suck. There are reasons: Chief among the reasons is that lists are incredibly expensive to keep clean. People change jobs, big guys buy little guys. Big guys buy big guys.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

NOVEMBER 29, 2016

One of the reasons that we are in the pickle we are in is because, in my opinion, CEO’s are not doing the best job they can leading their companies. Just 42% of marketing qualified leads are accepted and worked by sales. The #1 sales execution challenge is the lack of qualified leads.

Lead Ranking 120

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

ViewPoint

MAY 16, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

AUGUST 29, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JUNE 20, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

SEPTEMBER 10, 2013

In my opinion, it’s for this “generated interest” that they should be compensated. Generally, revenue for Marketing doesn’t meet those criteria. Marketers create tremendous interest and nearly 45% of those who are interested in some manner buy someone’s product. Is this good or bad?

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

MAY 2, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

MAY 24, 2016

My opinion is that you not only need to meet Industry and Firmographic criteria, you also need as criteria to qualify a lead and call it “sales-ready.”. True leads require a lot of work—and that work doesn’t come cheap.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

APRIL 17, 2014

In my opinion, focusing on budget may not always be the optimal route. We need their help more today than ever … just not with qualifying leads.". Note : Joanne and I disagree on the definition of a lead and whether or not marketing should be involved in the process of qualifying leads.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

JANUARY 22, 2016

12 (Summarized) Expert Opinions on Sales Trends & Challenges in 2016. Mike provides the blueprint for 1:1 meetings, great sales meetings, and how to work with reps in the field. Here’s part one and part two of an interview with Mike Weinberg about his newest book.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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. “Don’t hold back; tell me like it is. Don’t be shy; open up and let me have it.” And that is how the conversation went with me saying very little for the next hour.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

SEPTEMBER 13, 2016

In my opinion, marketing should be helping sellers get into conversations earlier. And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. It is possible. I’ve helped my clients do so.”.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JULY 10, 2013

We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why?

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

OCTOBER 23, 2012

A final thought and message to sales professionals everywhere: In my humble opinion, there has never been a more exciting time to be part of this wonderful profession of ours. Micawber, they think “something will turn up” — but in all probability, it will not unless they make it happen.

Bandwidth 120

Bandwidth Consulting B2B Sales Opinions 120

ViewPoint

JULY 14, 2015

Of course there are still the laggards—those companies whose marketing and sales do not agree on basic parameters of what a good lead is; however, in my opinion, this segment is shrinking due to better data and higher visibility of this issue. In our experience here at PointClear, very few companies are getting it right.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JANUARY 27, 2017

In my opinion it gives both sides a reason to be mediocre and to finger point blame based on numbers. BTW: I think MQL / SQL is an outdated concept, and, Marketing has the capability to do much better lead development and support.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 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. Marketing & Sales Alignment—More Important than Ever. It should be hand-in-hand.

Marketing Automation Services 120

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

ViewPoint

JULY 7, 2015

Rafe VanDenBerg , editor in chief at MindBrew , shares his belief that assumptions, opinions, and guesswork are still the basis for far too many decisions in business today. Managing Partner at Homeport Marketing, Pam Hege , lists the top three reasons marketing has checked the “done” box on lead scoring whether it’s working or not.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

FEBRUARY 23, 2018

Testing and data over opinions and conventions. Scott Brinker , author of Hacking Marketing, a great book about agile practices in marketing, sheds more light. Here’s Scott’s Agile Marketing Manifesto: Many small experiments over a few large bets. Intimate customer tribes over impersonal mass markets.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 31, 2012

This exacerbates the buyer disconnect in my opinion. All of these product groups sharing in the corporate function of sales to drive revenue—through a standardized sales process and system.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

SEPTEMBER 20, 2012

While the top B2B brands get that and are doing that now, Bob adds, I think the dilemma that some of the other companies are going to face are that after they optimize—they spend the next two or three years optimizing—they’re going to still be behind because there’s more to it than that in my opinion.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

OCTOBER 7, 2017

I concur with Julie Schwartz’s (ITSMA) opinion on that: “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”.

B2B Sales 222

B2B Sales Sales Leads Lead Generation Lead Scoring 222

ViewPoint

JULY 9, 2015

Funnels, in Miller's opinion, should not exist when the target market is finite because you cannot afford to lose ANY prospects. Rafe VanDenBerg , editor in chief at MindBrew, adds his perspective: Assumptions, opinions, and guesswork are still the basis for far too many decisions in business today. The Relying on Algorithms Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

AUGUST 2, 2017

In my opinion, this approach is too simplistic, and doesn’t account for variety of variables such as deal size, margins and lead rate. Analysts attempt to provide formulas for companies to follow regarding close rates for average companies (20%) vs. close rates for best-in-class companies (around 30%).

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

ViewPoint

MAY 30, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Qualities of an Inside Sales Winner. Josiane Feigon shares 20 traits of a successful inside sales rep.

B2B Sales 120

B2B Sales PointClear Work Management B2B 120

ViewPoint

JULY 18, 2011

We do not believe PETA has an opinion in this matter. Sally, however, no longer thinks she is winking and nodding to a blind mule; now they have their eyes wide open and they like what they see. i Referring to salespeople as mules or mules as salespeople is not meant to disparage either party regardless of the similarity.

Sales Qualified Leads 120

Sales Qualified Leads Opinions CRM Work Management 120

ViewPoint

AUGUST 1, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 125 – Grit. What is the distinguishing factor that sets some people apart from others?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120