ViewPoint

FEBRUARY 8, 2017

But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis. Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 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

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Why do you think most organizations don’t see the value of nurturing?

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Your Organization Needs Buyer Predictability.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 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

NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. I've written many blog posts on the fact that cold calling isn't dead.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

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. Here’s an example from one of our past research partners, an $80 billion IT management organization.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

JUNE 6, 2013

Half of those buyers trust professional associations, online communities and industry organizations as important sources for content. The most sought after content are research reports, white papers, case studies and product reviews. Matthew Cleary cites his research as revealing that most B2B buyers prefer recorded webinars.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

OCTOBER 8, 2013

One must also understand that today’s lower level contacts are doing the majority of the legwork of researching possible solutions because higher level decision makers don''t have time. If you''re ignoring these key lower level influencers based on their lack of authority you are doing your organization a real disservice.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

DECEMBER 1, 2016

If they responded at all, it was with one or two phone calls, without any research and without any compelling message other than “looking forward to talking to you.” It is important for everyone in an organization to agree on the definition of a lead, and it is likely that this will not be a joint decision between just sales and marketing.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., Selling around insight into a customer’s organization is growing, he said. Many Salespeople Are Not Qualified.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

APRIL 10, 2014

Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. According to research done by Forbes, businesses lose 46 hours and 53 minutes before they pick up the phone and call a lead and only make 1.3 Research your prospect in advance and find out as much as you can about his organization and needs.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

APRIL 18, 2013

Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. Three Ways CRM Integration Creates Alignment and Drives Sales. Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 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

OCTOBER 6, 2015

The responses I received were from Megan Heuer, Vice President & Group Director, and Matt Senatore, Research Director. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts. Click here for part 1 , part 2 , part 3 , and part 4 ). It doesn’t have to.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 31, 2012

Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. and social technologies.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JULY 18, 2013

SiriusDecisions does ongoing research around the function of sales enablement. To help organizations manage this process they developed the SiriusDecisions Enablement Framework. Via TopLine Leadership Inc. What Is Sales Enablement? Read to learn more.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

AUGUST 1, 2011

Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. It includes a “back-end” component.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

ViewPoint

MAY 9, 2013

Protecting your online reputation is crucial in an era when conducting searches for information is a routine part of a buyer''s research, according to Jasmine Sandler. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

APRIL 26, 2013

Adding relevant content and extracting data can revitalize the tried-and-true tactic of e-mail marketing campaigns, according to a BtoB email research report “Email Marketing: An Established Channel Evolves.” Marketers can—and should—grow their e-mail lists organically, Mike Hotz writes. Report: Data, content drive email marketing.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

APRIL 28, 2015

You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

NOVEMBER 12, 2013

Consequently they’ve been spending more time writing about topics that they think will appeal to larger organizations. The next PowerViews will be with Dave Stein of ES Research Group. It’s about knowing your audience and adapting to their needs. Email: matt at heinzmarketing dot com. Twitter: @mattheinz. Stay Tuned.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. In many organizations, the answer is nothing, which means that incorrect disqualification will almost never be exposed, causing good leads to fall through the cracks.”.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

JANUARY 31, 2013

However, as Josiane points out, Millennials have used their complex skill sets to land leadership roles within many organizations. Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 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. organization generating leads for a sales 2.0 organization, but has sales 1.0 My guest today is Jim Dickie.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

JULY 26, 2012

I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

JULY 7, 2015

According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. I ask people who work for me to do the research and report back. A key to this trend is lead scoring. I am invisible to you. This is insanity.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

FEBRUARY 24, 2016

I believe the main reason there is a lack of alignment between marketing and sales is that the CEO cedes some of the decisions Mike mentions to others in the organization; and leaves it up to them to align by bridging gaps and mending fences—often resulting in poor marketing spend, ineffective sales follow-up and lower revenue.

Lead Ranking 149

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

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. The only way I know to do that is to co-create the definition, and then deliver on that with your sales organization.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 12, 2011

Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). But we advise companies we talk to that it’s an important consideration in setting up their inside sales organizations, assessing current operations, or evaluating an outsourced solution.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 5, 2018

This blog about lead cost summarizes a lot of research I have done on the subject. Determining the level of priority that need has within the organization is also essential. You have heard it all before. (To To find out which alternative the CRO picked, you’ll have to read to the end of the blog.). What is a Lead?

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

OCTOBER 11, 2012

But improvement is needed in getting there: “I still don’t think there are a lot of marketers who understand here is step one, step two, step three, and here’s the practical change we have to bring to our organizations in order to have a buyer-centric view and a buyer-centric environment and culture from our company perspective.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. That’s something I’ve found in my research about how top performing businesses do their thing so well. They understand about how all the different parts of their organizations work together.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data. There’s no question about that.”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120