ViewPoint

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. You can see from the above breakout that standard lead generation—the approach most organizations take —nets 50 highly qualified leads against a list of 1,000, or a 5% lead rate.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

MAY 10, 2016

One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Simplified.

Sales Qualified Leads 212

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

ViewPoint

AUGUST 25, 2016

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. The role of prospect development is to close the gap between marketing and sales.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JANUARY 5, 2017

The more senior you are in your organization the more likely it is that you feel that these actions should be (whether or not they can be) handled by others in your organization. The reality is that not only are they not being managed by others in your organization, they are likely being mismanaged.

B2B Sales 136

B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

AUGUST 5, 2016

We’ve seen pushback from marketing, from sales, even from executive teams initially who either don’t understand the concept or aren’t seeing the full potential of what marketing can help achieve in the organization. These are more difficult to measure, but ultimately are the right focus and benchmark for marketing’s value to the organization.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 24, 2016

If you haven’t gained mutual agreement of what a lead is in your organization, determining the cost of a lead is next to impossible—there’s no way to measure. So start by making sure everyone in your sales and marketing organizations know the answers to the following questions: What constitutes a marketing qualified lead?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization. Not 50 things. Measure what matters.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

FEBRUARY 2, 2017

Or are we looking for IT security execs at enterprise-level healthcare organizations? If there is no agreement on a good lead definition, there will continue to be infighting between organizations, and waste. Are we marketing to IT decision makers in the F100? In one case recently a client sent us 4,200 prospects.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

MAY 16, 2017

Before buying new technology, define the processes your organization needs to make the most impact. Metrics: Measure your success in a meaningful way that incents quality, value, and seamless conversion. That is, by not using a cost-per-lead metric.) Here's more on how to shift to outcome-based measurement.

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

FEBRUARY 12, 2015

Marketing organizations today are using social media for business purposes—more now than ever before. However, the numbers show that only a small percentage of these organizations can attribute revenue to social activity. Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. What’s going on?

Social Media 120

Social Media Media ROI Organic Leads 120

ViewPoint

JANUARY 23, 2017

The company only reached out to organizations that could be high-value clients. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole. That means they didn’t waste effort on a scattershot approach.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

OCTOBER 10, 2016

According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 closed/won deals per 1,000 inquiries.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Top of Funnel 120

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Organizations should strive for lead acceptance rates that are 90 percent or better.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MAY 18, 2016

When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. What percentage of your revenue goal has your organization been able to achieve through inbound marketing only?

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

SEPTEMBER 12, 2018

This is how most organizations manage deployment—in large part because it’s easy. Coaching & Counseling. Let’s take a closer look: Deploying sales resources: Should the sales team be deployed by geographical territories? By vertical? How can you assure the best salesperson is in front of the best prospect at the best time.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

OCTOBER 31, 2017

Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

MARCH 18, 2014

SAVO defines itself as a sales-first organization, which might seem like a no-brainer. What Are Some Key Steps Companies Can Take to Become a Sales First Organization? Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

SAVO defines itself as a sales-first organization, which might seem like a no-brainer. What Are Some Key Steps Companies Can Take to Become a Sales First Organization? Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 1, 2016

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. Many of the tools are designed to determine how much revenue an organization needs and where that revenue came from. Most ROI calculators I see published are flawed.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

APRIL 4, 2013

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. Sales needs to go beyond to provide financial justification.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

AUGUST 29, 2013

The most successful organizations are realizing the vision of sales 2.0, The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. The insights shared can be applied to your sales organization today. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

DECEMBER 12, 2017

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. As long as they worked for XYZ Company and downloaded the content they were a lead. Candidly, I doubt that is actually how the lead recipients feel.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

NOVEMBER 17, 2017

While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. The age-old issue of how Sales and Marketing work together (or not) is still on the table.

Conversion 120

Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

MAY 11, 2017

How successful do you think someone being paid $11 to $12 per hour will be in navigating to, and having conversations with, senior decision-makers at organizations that will spend five to six digits or more for solutions? In fact, the competitor pays its staff $11 to $12 per hour – substantially less than we pay (more than half as much).

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

MAY 13, 2016

A ULD clarifies what a lead is to everyone in your organization, and these leads also: Fit the profile of your ideal customer. Here’s an example from one of our past research partners, an $80 billion IT management organization. Have been qualified as sales-ready. Make Marketing and Sales more efficient. Needs what the company sells.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. Long term, things get even worse. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JANUARY 27, 2015

From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Excuses from both employees and managers can fill a book, and most are bogus. Lead Generation Sales & Marketing Management'

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation High Quality Lead Organic Leads 120

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MARCH 17, 2015

He also points out that sales reps and organizations fail when they have poor targeting, lame weapons, and lack of execution. In Chapter 5 Mike explains why you should sell higher up in organizations. He spends a lot of time on this framework, but I can’t begin to do it justice. I believe this is why senior executives are about 2.5

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

AUGUST 16, 2018

The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets. This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. Longer-term opportunities increase marketing ROI.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

APRIL 23, 2014

Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused? Choose a point of contention.

Advertising Agencies 120

Advertising Agencies B2B Sales B2B Marketing Marketing 120

ViewPoint

MAY 6, 2014

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”).

CRM 120

CRM B2B Sales Intent B2B 120

ViewPoint

JULY 15, 2014

Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges.

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

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