ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. These companies are successful because of their established roles, processes, and responsibilities for their marketing and sales departments. Find the Pain. Qualify Your Lead.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

SEPTEMBER 24, 2013

If you have not killed BANT in your lead qualification process, do it now. Anthony Iannarino (The Sales Blog). . "… budget is not the issue when qualifying, but more about how their process works. First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity.

Opinions 120

Opinions Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

JUNE 5, 2015

In reality, you cannot accelerate the sales process (or even the buying process). In order to maximize the success of your program, marketing and sales must first establish a shared lead definition. Marketing and Sales Accountability. To circle back to Part I , here’s where executive involvement plays a key role.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

FEBRUARY 24, 2016

Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson?

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JULY 19, 2012

” In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. He says marketers should be thinking along the lines of how their customers view their own buying processes—rather than along the lines of how do we convert leads.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JUNE 18, 2013

The problem is, in order to get qualified sales prospects out of the other 75%, the sales representative has to filter out students, prisoners, competitors, those who do not have money, and those who want something similar to your product but are not quite a fit. Only about 25% of the inquiries come with BANT-type information.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

APRIL 14, 2011

Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue. A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Ranking 120

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

AUGUST 1, 2011

While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results. The SLAs are built on three pillars.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

ViewPoint

MARCH 19, 2015

Prospects may move back and forth from marketing to sales multiple times throughout the buying process. The key to successful content marketing is to understand your customer personas and where they are in the buying cycle in order to provide the right content to the right people at the right time.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

OCTOBER 9, 2012

Lead qualification and lead nurturing processes impact cost-per-lead — at the recent MECLABS 2012 B2B Summit (Orlando, FL) Brian Carroll reported 64% of all B2B leads generated go directly to the sales force without qualification. If we turn those trials over to sales instead of leads, maybe then we can get them to do their job”.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Ranking 120

ViewPoint

MARCH 6, 2012

In fact, Bain & Company has found companies that focus on delivering a great customer experience see revenue growth orders of magnitude higher than their industry peers who fail to do so. Overall, it requires an understanding of the purchase process from the buyer's point of view. This is where CMOs can make a noticeable impact.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Marketing and Sales Have to Agree on the Definition of a Lead and the Process to Follow Up. We’re nearing the last quarter of 2013, and another year of sales will soon be behind us.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

SEPTEMBER 24, 2015

This is why so many people spend so much time analyzing waterfalls to determine how many net new have to go in, in order to hit their overall goals. An ABM “philosophy” or “strategic approach” will fail if companies simply automate bad processes, and I am sure Adam would agree with that. Buy more lists! Run CPL campaigns!

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

APRIL 24, 2012

” I’m reminded of the story about the cowboy who walked into the saloon in an old western town, ordered a whiskey, and sat down to watch the locals play the roulette wheel. And developing the ability to measure by outcome-based marketing KPIs requires a significant investment in resources, processes and technology.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

JANUARY 27, 2017

Marketing must deliver SQL-quality leads to Sales, and for them to achieve this they must be continually qualifying and nurturing leads throughout the entire buyer purchasing process. Are their communications not relevant or in context? Are the experiences they present fragmented? Do they drop the ball?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

MARCH 12, 2013

Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. We have ways to engage with customers who aren’t ready to start a buying process. The problem is that marketing hasn’t had the processes to do anything about that.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

OCTOBER 2, 2012

In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 6, 2012

Jill adds that alignment success is dependent on “a top-down initiative—we really need to merge these two organizations and have them walk hand-in-hand in order to find and attract the right people into our pipeline so that we can be working with them and maturing them over time so that when they’re ready to make the decision, it happens.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? In every 100 inquiries, he or she must talk to 55 non-buyers in order to reach the 45 who will buy. Sales lead management is a marketing function, isn’t it?”. Of course it is, but only partially. With marketing automation it is a growing part of the job.

Marketing Management 120

Marketing Management Sales Leads ActiveConversion Leads 120

ViewPoint

SEPTEMBER 19, 2011

The question which begs to be answered is, “What is the Keystone in the sales and marketing process?” Several weeks ago on the SLMA Blog I discussed how you must grab the salespeople by their self-interest in order to help in the acceptance and adoption of CRM and Marketing Automation. Thank you Wikipedia).

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

JULY 10, 2013

The question was: What are the top three social media tools (ranked in order) and why? Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.” Still my favorite!”. Four listed blogs. Not surprisingly, S.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

JULY 21, 2011

This activity not only helps the prospect clarify challenges and solutions—it also establishes the company as a trusted thought leader in a way that ideally leads the prospect to view the company as a preferred vendor as the buying process evolves. Inbound marketing works very effectively with solutions at lower price points.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

FEBRUARY 21, 2013

It’s tough to replace the handshake and the face-to-face meeting, and that’s still a huge step in the sales process.”. However, personal contact still plays a major role in closing big deals. The inside sales job growth rate was 14 times greater than field sales.”

Skype 120

Skype Work Management Lead Ranking Click Rate 120

ViewPoint

MAY 7, 2015

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120