ViewPoint

SEPTEMBER 12, 2018

These three often-overlooked elements are critical to optimizing sales performance: 1. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals. Deploying Sales Resources 2. Coaching & Counseling.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

MAY 10, 2016

Understand the price you’re paying, then optimize it. Be proactive about putting skin in the game, and give credit accordingly. Document the cost per lead — and the cost per sales accepted lead, -sales qualified lead, -closed deal. Keep leads from being ignored. Nuture leads until they’re ready to turn over to sales.

Sales Qualified Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Pricing 212

ViewPoint

DECEMBER 17, 2014

Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads'

Studies 120

Studies Sales Leads Course Optimization 120

ViewPoint

JUNE 16, 2015

By nurturing and optimizing to fill the GAP, companies can triple their lead rates in any given year. Ask: How can I optimize my lead rate? Answer: Use the RING formula to determine the optimal lead rate for your company—which is likely triple the rate you thought was “good.”. So, again, perhaps we’re asking the wrong questions.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

FEBRUARY 28, 2018

Software to optimize the insurance business through predictive analytics. Some of the companies we represent have worked with us for more than 15 years. Ninety percent of the CMOs that engage us have worked with us before. Here’s a sampling: Multiple civic platforms designed for various government entities.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 5, 2017

InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

MARCH 19, 2018

Using digital analytics data, companies can optimize the customer experience on their websites, mobile sites, and mobile apps, and also their marketing ROI , content offerings, and overall business performance.”.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

APRIL 4, 2013

Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MAY 9, 2013

Mobile-optimized landing pages are essential to taking advantage of the trend toward fewer desktops and more smartphones and tablets, Abraham Nord writes. E-mail, search engine optimization and content marketing were the most popular B2B tactics. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. Via eMarketer.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 2, 2013

Performance Optimization: Having the Right People in the Right Roles. The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. Via OpenView Blog. Companies can offset these deficiencies with training and performance development.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

OCTOBER 21, 2017

Finally, vendors simply get away with selling sub-optimal lists. The cute mailer and/or premium goes home with the mailroom attendant – all because nobody was willing to pay to keep the list current. That certainly does not incent list owners to make investments in list cleansing.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

MAY 23, 2017

How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads? What is a healthy close rate for your solution(s) and/or service(s)? Did you know that leads cost more than you think, but probably a lot less than you are currently paying?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

APRIL 24, 2018

The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) If your targets are senior, I recommend you test a multi-touch campaign against an automated marketing effort to determine which method results in more revenue.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

ViewPoint

JANUARY 7, 2014

In an optimized salesforce, certain forensic practices that identify and deal with these unworked leads should become standard. In the same way that forensic units use state-of-the-art techniques to solve criminal cold cases, companies can use “business forensic techniques” to get to the bottom of their very own sales cold cases.

ROI 120

ROI Paid Search Agency Lead Generation Tips 120

ViewPoint

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. My guest today is Jim Dickie. Jim has over 29 years of sales and marketing management experience. Accurate Closing Forecasts.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

APRIL 18, 2013

According to Andris Zoltners, PK Sinha and Sally Lorimer, the authors of Building a Winning Sales Management Team: The Force Behind the Sales Force , sales, "continues to be one of the most poorly understood and under-optimized areas of business." Via Harvard Business Review online/HBR Blog Network.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JANUARY 22, 2018

However, the formula I use to qualify a lead and optimize the lead's value is Pain, Priority, Process and Environment. He talks about other acronyms including NUTCASE, which is Need, Uniqueness, Timing, Cash, Authority, Solutions, Enemies :). I don’t think there is such a thing as a perfect lead. All leads have warts. Is there a pain or need?

Sales Qualified Leads 127

Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

NOVEMBER 5, 2013

In an optimized salesforce, however, sales executives focus on closing business rather than finding business and virtually 100% of leads sent to sales are sales-qualified. Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified.

Sales Qualified Leads 120

Sales Qualified Leads Video Marketing High Quality Lead Lead Generation 120

ViewPoint

APRIL 17, 2014

In my opinion, focusing on budget may not always be the optimal route. An optimized balance of inbound and outbound marketing techniques, i.e. “allbound marketing,” consistently generates high quality leads that ultimately produce revenue. I also believe that marketing still plays an effective role in qualifying leads.

Inbound Marketing 120

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

ViewPoint

AUGUST 29, 2011

Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Topping the list of priorities for the next 12 months for marketing is increasing new customer acquisition.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 20, 2012

This current view of RPM—it’s really about how do you optimize the marketing and sales process.”. He says reports he’s getting indicate alignment is improving, adding, “A part of it’s been a better job of this optimization, but I think another part of it clearly is that customers are driving more of this integrated approach.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

APRIL 11, 2018

We continually test the timing, the number and the type of touches so that we can optimize the process. Cadence Involves Analysis, Automation. Cadence is a rhythmic flow of activity—with an important analytical component. As always, we invite your comments.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

MARCH 29, 2017

Finally, vendors simply get away with selling sub-optimal lists. The cute mailer and/or premium goes home with the mailroom attendant – all because nobody was willing to pay to keep the list current. That certainly does not incent list owners to make investments in list cleansing.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. I really think more companies need to think more about this one thing—which is optimizing effective selling time.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 26, 2018

The bottom of the table summarizes how companies can take advantage of lead and non-lead outcomes to optimize the return on marketing investments. They continue this practice year after year because marketing just cannot find a cheaper source of leads—and that is their only measure—price, not quality.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

AUGUST 28, 2012

I am looking forward to hearing more about improving performance on landing pages, push vs. pull marketing, optimizing "social"… and more! The progarm starts at 7:00 AM and goes until 7:30 PM—a packed day. An update will be published after today's sessions.

BtoB 120

BtoB Landing Pages Conference Course 120

ViewPoint

MAY 20, 2016

In the next blog in this series we will show you how to document and then optimize cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. What percent of your organization’s leads are sourced by marketing? How do you measure marketing’s accountability?

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

FEBRUARY 26, 2016

In order to mind the revenue gap, companies need to be designing a comprehensive “allbound” marketing approach that embraces inbound marketing, lead nurturing or prospect development, and outbound marketing tactics to optimize revenue growth. Inbound Helps Fill Your Revenue Gap, But How Much?

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification.

Marketing Qualified Leads 120

Marketing Qualified Leads Leads Lead B2B 120

ViewPoint

AUGUST 18, 2015

The truth of the matter is the majority of B2B companies today need help streamlining and optimizing their lead-to-revenue process to hit the marketing and sales goals. This necessary first step creates a better buying experience and drives real and lasting revenue growth. So how do you know if your company needs a lead-to-revenue assessment?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

MARCH 12, 2013

For instance, people might think they know how to evaluate something like network optimization software. Realistically, you can’t get better at anything you can’t standardize, optimize, and learn from. Standardize, optimize and learn from marketing automation. But they don’t know everything about recommendation engines.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 4, 2014

Then there’s optimization techniques that perfect campaigns through multivariate testing. Sentiment analysis considers the behavior of prospects in the social sphere rather than on your website. Content—the right content—can influence this, in particular at the top of the sales/marketing funnel.

Top of Funnel 120

Top of Funnel Multivariate analysis Content Marketing BtoB 120

ViewPoint

AUGUST 20, 2015

Measurement and reporting: What are we tracking, measuring, and reporting on to ensure our lead-to-revenue performance is optimized? Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Step 1 – Revenue Influencer Feedback.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

FEBRUARY 9, 2012

PointClear’s sales lead generation processes include a combination of multi-touch, multi-media and multi-sales-cycle approaches, and we wanted to know the optimal numbers for touch frequency, touch media and number of sales cycles in order to maximize qualified sales leads.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 2, 2012

Align goals— Neither team can operate optimally in a vacuum. Create a common language for shared elements of the customer buy cycle— Collaboration requires understanding and communication, so marketing and sales teams should identify key terms and processes and come to an agreement on what exactly they mean.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120