ViewPoint

DECEMBER 14, 2016

Asking the same questions and using the same processes, marketing continues to fail in the eyes of the salespeople. Per Bob Apollo , simple formulas such as “BANT (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. Decision-making process documented.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

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. Using these gold calling techniques will help you have faith in the cold calling process. Cold calling is about quantity, not quality.

Cold Calling 149

Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

DECEMBER 22, 2016

If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Cold Calling Lead Scoring 120

ViewPoint

OCTOBER 1, 2015

Marketers must fully integrate with their sales colleagues combining data and processes to: Profile and prospect the right companies and the right decision makers (beyond personas—the actual people) within those companies. 3) Get personal fast because companies don’t buy anything, people do. You can’t just “align marketing and sales.”

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

OCTOBER 5, 2018

An Appointment: Many sales reps will say “just get me in front of the right person and I can sell them.” Pain, Priority, Process, Environment. Uncovering the decision process is necessary before you can say this target’s a lead. Process questions replace the budget and timeframe questions in the BANT criteria.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

AUGUST 17, 2018

So, the average sales person is closing less than 10%. Are your organization’s sales and marketing behaviors, practices and processes reliably and sustainably producing the outcomes you need? They’re measuring how many leads that sales qualifies are closed. Again, if top management isn’t making sure this is happening, it’s not.

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

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.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 9, 2017

It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people are different than what he has seen with other lead generation companies in the past … so thank you not only for the lead but the persistence and professionalism that epitomize what we do and that clearly impress prospects.”.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

MAY 18, 2016

In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales. times more responsive to quality voicemails and personalized email than other marketing channels. It helps that senior executives are 2.5 An average of 53.75

Planning 168

Planning Sales Qualified Leads Top of Funnel Paid Search Agency 168

ViewPoint

OCTOBER 31, 2013

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. Now the data has become so massive this process is becoming automated. LinkedIn is more buttoned up.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

APRIL 24, 2018

It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. direct mail and personalized tele-prospecting outreach).”. Using automation exclusively is not. SiriusDecisions’ warns against “responding to an inbound inquiry solely with outbound email.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

ViewPoint

JANUARY 23, 2017

What really counts is meaningful, personalized engagement with the folks in a position to buy. 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. Vanity Metrics vs. Target Account influence. More Leads.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

APRIL 3, 2014

But while technology has forever altered our sales processes, it won’t save our sales careers. 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. With a personal introduction from someone they know and trust.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

NOVEMBER 27, 2012

Finding a NEW way to create MEANING in the lives of another person is a learned talent that requires practice, discipline. You’ve got to prove something to them beyond your personality or your “cool Group culture.” People don’t want to buy into passion, personality or “brand culture.” But good news: There is a process.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

NOVEMBER 17, 2017

What are your thoughts on the current state of Marketing and Sales alignment?

Conversion 120

Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". If you have not killed BANT in your lead qualification process, do it now. In other words, what environment is the purchaser in and how can a sales person leverage that context to make a compelling case for their product or service?".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MARCH 11, 2014

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. This, of course, shortens the sales process and helps you stand out from the competition.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

SEPTEMBER 22, 2015

It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. As with other technologies, automating a bad process just leads to more bad results. Just remember that the right strategy and process comes first, technology later. Targeting and tracking are keys to successful ABM.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

MARCH 17, 2015

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. Sales Process B2B Sales' I couldn’t agree more. I have a perfect example from my own experience.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

APRIL 4, 2011

At that time he was employee number one of a one person company and he has since experienced rapid growth; no doubt due to his background and the fine work of his experienced team. Do you feel that the adoption rate is a function of individuals recognizing that they don’t have the content, staff and processes to make it work?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. While marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” Review your current process.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JULY 14, 2015

A salesperson's view of the customer is often one of someone in the later stages of the buying process. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see. Both perspectives are needed to craft an efficient end-to-end marketing and sales process.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

MAY 16, 2013

Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests. He suggests an accountability process and that sales leaders put themselves in their teams shoes and really understand their challenges. Via CRM Buyer. Deal Value Or Buyer Value?

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. 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.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MARCH 19, 2015

Winterberry group predicts a 9% growth in 2015—most of which can be attributed to the way technology has allowed for the personalization of email communication. If a person moves from a sunny area to one that''s raining, the message can be altered to reflect the new surroundings.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

MAY 30, 2012

Look for Greater Process Integration and Alignment in 2012. Click to start video at this point — Andrew comments that process integration and alignment are really taking shape this year. Outbound vs. Inbound: A Balance that Still Requires Personal Contact. Lead Evaluation Metrics: A Leaning Curve to Relevance in Reporting.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JUNE 28, 2012

These new buyers leave in their wakes a large data trail of where they’ve come from and what they know already, and this behavior presents an opportunity for marketers to “capture all that big data, process it, analyze it, turn it into insights, and hopefully intercept that buyer.” Measurement, metrics and ROI. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

MARCH 8, 2011

With C-level executives at these firms, correct lead qualification and lead nurturing strategies require proactively engaging and building personal relationships rather than expecting technology to provide sales-ready buyers.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 120

ViewPoint

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

JULY 7, 2015

The Processing Instead of Qualifying Approach. This forces them to process leads as opposed to qualifying opportunities. Some have been reluctant to turn it on publicly, letting it run in the background as a science experiment that has no bearing on the lead management process. Kyle Porter. Matt Heinz. Ardath Albee. Tony Jaros.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

AUGUST 15, 2011

Or, it could be that as usual the number one thing salespeople want is a qualified lead (thought of by many marketers as the most difficult and expensive issue in the whole process). I have found that generating qualified leads isn’t difficult. I can get 50-65% of the inquirers prequalified. Yes, I have heard this from many marketers.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

JANUARY 11, 2011

Metrics will evolve beyond just baseline activity metrics (phone, emails) to include metrics that track movement through the qualification and sales process. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

MAY 15, 2013

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?

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

FEBRUARY 16, 2011

Can you give us two benefits of CRM that have helped you personally? Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010. I use a CR question to bring them back to reality. Without CRM, where, oh where, would we be?

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

JULY 16, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Decision-making process and timeframe documented. Budget allocated or process for budgeting documented.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120