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To Manage Sales You Must Manage Sales Leads

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These software programs “talk” to the prospect without human intervention because of the program’s ability to make decisions and deliver answers based on the questions, the person, the institution, previous inquiries, internet activity, etc. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. They don't.".

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Lead scoring typically scores the activities of one person. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. 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. Part 1. Pam Hege.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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Rather a successful ABM strategy needs an integrated, holistic approach using both company and target buyer data profiles and intelligence that can be personalized across multiple channels that the buying personas at targeted accounts frequent and engage with. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it?

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs. recently posed this question to fellow industry experts. The remaining four stand-alone blogs will follow. It's not—it's bigger than that.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. 2. Personal nurturing. Give your sales team the tools to make personal connections and intensify relationships on their own. Here’s a summary: Increased personalization. This year I've been talking a lot about Nurturing. The impact?

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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Of those, 53% were going to invest in account-based advertising, 43% in marketing automation, 32% in website personalization and 26% in predictive analytics moving forward (among other areas). direct mail, personalized tele-prospecting outreach).”. I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. agree!

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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In person events are fine as giant trade shows with a big booth space. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Click here to read Part 1. ). Well, it’s neither.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

The sales rep said, “I never got a lead yet that turned into a sale.”

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Someone even asked the person who made the comment, “Do you follow up on your leads? I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Instinctively, I knew this wasn’t true, but without the numbers at hand, refuting it was a losing battle in front of the whole group.

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"New Sales. Simplified." A Must-Read!

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Chapter 2 presents a list of 16 reasons sales executives fail at business development—some of which include: attitude, style, aptitude (they just can’t sell) and, my personal favorite, they are too busy babysitting existing accounts. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. Simplified.: Great! Mike’s style is no-nonsense.

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Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

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You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. Who wouldn’t?

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. visit to the prospects’ Facebook page will provide a glimpse into their personality. The average person doesn’t want to come off as rude; and if they miss a meeting they will try to make it up to you in some way—that’s just how it works. This time the QB ran it in for the touchdown. Period.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see. This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because we care about quality leads.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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Click to start at this point — I asked Joanne about what goes into a referral, and she said that knowing someone only through LinkedIn—and never having spoken with them over the phone, much less in person—is not the way to get a good referral. referral is personal and “hot.” There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. The best part?

5 Keys to Becoming a Sales First Company

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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. By Chris Tratar, vice president of product marketing, SAVO. know what you are thinking.

Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

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They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.” Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read.

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How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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Person­ -centric data model. Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). It doesn’t have to be that way. Are outbound and cold calling really dead? But it isn’t.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal.

Tweet Less and Talk More

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Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Toss the technology. Relationships rule in sales.

And People In Hell Also Want Ice Water

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But I know he is just western, real western, and he didn’t mean anything personal. If someone isn’t doing their job, that person and their manager have to be held accountable. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. That stopped him. Maybe more so.

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PowerViews with Dave Stein: Hire the Right Salespeople

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He estimated that 20 to 33 percent of salespeople do not have the personality to be successful salespeople. More than one in five salespeople don’t have the qualities to succeed in the field. which assists sales trainers in selecting the appropriate providers. Here is the full video of our discussion and below are some salient outtakes. Consolidation is Going to Continue. Stay Tuned.

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PowerViews with Koka Sexton: How to Leverage Social Media

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Twitter is more of a running conversation, where people relax and divulge more personal information. But if you can get to know people on both levels — personally and professionally — you gain a different insight as a salesperson. Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

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Chris Tratar , Vice President of Product Marketing at SAVO , emphasizes the need for personalization: Lead nurturing has never been about a one-size-fits-all approach. It strengthens the relationship and personalization bond. It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process.

PowerViews with Dan Waldschmidt: Changing the Conversation

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Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International. Dan's privately-owned firm specializes in executive strategy and business strategy. They've helped companies worldwide change the conversation and dominate their industry. Giving Mindset.

2015 Horoscope for Sales Executives: from Danmac the Magnificent

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looked up “permeable” on Google and it is defined as “allowing liquids or gases to pass through it.” I know what that means to me, but I have no idea how that ties into a person’s style—except in a bad way. Personally, I would stop taking the cute marketing intern out for two-margarita lunches immediately, but that’s just me. This year is all about Saturn. What does all of this mean?

Lead Generation Lies That are Wreaking Havoc with Your Sales

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form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. The only intent a person has when completing the form is to gain access to what you’ve promised. Value is important, but B2B buyers are often deeply invested at a personal level in the decisions they make. Au contraire – B2B companies often struggle more than B2C to create a personal brand that prospects can connect with and trust. Voicemails are a waste of time. Outbound calling is interruption marketing. Hogwash! Period.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Someone with charisma and quick wit still has a leg up on his or her competitors, but personality is less important nowadays than it used to be. Field sales is flat while inside sales is up 20 percent in the last few years. Sales is Getting Scientific. By Dan McDade

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Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

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referral means you have respect and confidence in the person, service, or solution that is being offered. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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Of course, that’s still nowhere near what a sales person would consider a lead. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Does that figure depend on the type of solution? Although calling this an urban legend might be too strong, in the marketing zeitgeist, this said a lot.

How to Turn Sales Leads into Revenue, Not Just Work

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For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. Find the Pain. Qualify Your Lead.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to. I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Mobile Marketing Boom. Stay Tuned

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Power Opinions - Experts Select Top Three Social Media Tools

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It is your personal blog. There is nothing so engaging on social as having a brand—in the form of an actual person—interact with you as a customer.” ( Ginger Conlon, DMNews ). "It''s becoming harder and harder to manage a robust social media campaign, so tools like HootSuite.are critical." ( Jamie Turner, 60 Second Marketer ). We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Still my favorite!”.

When One Out of Ten is an Abject Marketing Program Failure

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It had to do with customers’ expectations for proposal delivery, namely: immediate versus a 3-5 day delay, in-person versus over-the-phone and web, and quantity of sales leads coming in to support the back-end requirements. But I asked him, “Why do you feel this way?”. First of all it’s predictable. The reasoning was not unsound; the expectation was too low. How would you feel?”. Repeat.

PowerViews with Michael Brenner: The Battle for Customer Attention

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It’s that personal one-to-one connection that ultimately leads to sales. Social Selling & Personal Branding. Michael also recommends that every professional look at personal branding. As this trend continues it becomes more important to create your own personal brand. Due to technical difficulties only one side of the video will display.). Sales is Still Important.

PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture

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On the other hand, so-called “postcard” emails allow the sender to be much more personal—even including videos. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

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The Real Reason Sales People Struggle to Close Opportunities

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You see, the problem with most of the opportunities that seem to be stuck at the bottom of the sales funnel isn’t that the sales person isn’t closing them right, it’s that the sales person never opened them right to start with. Does the person I’m dealing with me strike me as someone that can make things happen? This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr. It’s a laughable description. touch of pressure.

B2B Lead Gen: Can you do it cheaper and better inside?

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Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Every business is a bit different; however, people buy things to solve business issues based on the solution fit, the reputation of the company selling the solution AND the effectiveness of the sales person. Sales is sales.