ViewPoint

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Why Buyers Buy

ViewPoint

There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals. Finally, people also buy for their company because they are driven by personal goals: Compensation. Save lives.

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Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

To complement inbound marketing efforts, and to forge important personal connections and human relationships, there’s nothing better for business than a real conversation. And the device will remember those numbers so that you don't have to punch them all in again. As long as there’s a need to sell there’s a need for the phone.

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Listen more, talk less … and drive more revenue

ViewPoint

Set a comfortable tone and allow time and opportunity for the person on the other end of the line to think and speak. Learn to mirror the other person’s information and emotions by paraphrasing key points. Don’t assume that you understand correctly or that the other person knows you’ve heard them. Pay attention.

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Successful Podcasts' Share Seven Qualities

ViewPoint

Plus, podcasts create a personal brand for the host. Follow these tips and you too can join the podcast personalities that reach thousands of listeners with thought provoking guests. Can you recognize the program personalities on the Funnel Radio Channel?

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

The sender is taking a scattershot approach, blasting this un-personalized message to large quantities of so-called prospects, qualified or not. I can’t tell you the number of times we’ve been pushed down to a junior level person, putting the program at risk. I get at least one like this every day. The reasons for this outcome differ.

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B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

Is the person I’m talking to relaxed and slow talking? One thing I’ve learned over the years is the closer my style is to the person I’m speaking with, the better chance they will accept me. I am asking this person for their time and attention so that I can present my (client’s) case and do my job.

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

ViewPoint

I have been trying to get to that person for two years. Here is a sample touch cycle, or cadence, for one client: Recently we delivered a lead to a client’s sales rep and he replied: “How did you ever get to this executive? How did you do it?” Well, the individual responded to voicemail #3.