ViewPoint

FEBRUARY 13, 2018

The time I spend thinking, and the opportunity that gives the person I’m talking to provide additional details, has proven to be a positive for both sides. In my work the first question I ask marketing leaders is “what does success look like to you?” I could tell they weren’t going to be a good personality fit or me.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

NOVEMBER 16, 2017

We accommodate their preferred communication style (as we perceive it based on our experience) with as much care as we do to their questions and objections. Is the person I’m talking to relaxed and slow talking? I am asking this person for their time and attention so that I can present my (client’s) case and do my job.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

DECEMBER 19, 2013

If the person has the right title (or any title). If the person has money. If the person is qualified to buy. If the person has an email. You can ask qualification questions and get answers about 65% of the time, and call the rest. A time-frame to buy. If it is on a product I have a quota on. Get an email address.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

AUGUST 30, 2016

Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. If they hear a buying signal in the form of a technical question when talking to a buyer, they are likely to bring in a sales engineer. No one outside gets us.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

AUGUST 27, 2018

Personally, I think Drucker’s definition stands the test of time. And when you interview with the new company ask them one question, “Do you believe marketing is necessary or is it overhead?”. A business must have customers and must market its products (I take that to mean sales and marketing) and innovate.

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

MARCH 11, 2014

We addressed that question—and more—in our chat. By the time a buyer reaches a seller, they have a real need and we have to be able to decipher what they want, ask good questions, and make a trustworthy recommendation. A referral is personal and “hot.” But how do you go about getting good, solid referrals?

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

AUGUST 14, 2014

But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.”

B2B Sales 120

B2B Sales Impressions Trust Marketing B2B Marketing 120

ViewPoint

MAY 15, 2013

A Question of Technique? A few smart questions. 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. A touch of pressure. The alternative close.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

JANUARY 23, 2017

What really counts is meaningful, personalized engagement with the folks in a position to buy. If you have any questions or comments on account-based marketing, please ask it in the comments section below. Vanity Metrics vs. Target Account influence. Lots of phone calls and emails aren’t better. More Leads. vs. Better Leads.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

JULY 20, 2015

As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Someone even asked the person who made the comment, “Do you follow up on your leads? Not everyone thinks you’re a hero.

Sales Qualified Leads 120

Sales Qualified Leads Lead Marketing Qualified Leads Leads 120

ViewPoint

AUGUST 15, 2011

If I ask questions of the inquirer (Product, Need, Desire, Time Frame, Budget, Authority, etc.) Some people in marketing refrain from asking any qualifying questions because they are afraid of intruding on the personal space of the inquirer (is there such a thing in B2B?). I can get 50-65% of the inquirers prequalified.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Lead 120

ViewPoint

AUGUST 29, 2013

Lori Richardson asks the question, “Do you attract a younger demographic for employment, partnering, and as new customers?” A referral means you have respect and confidence in the person, service, or solution that is being offered. Do You Know Your Millennial Customers. Via Small Business Trends.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. I could not agree more!].

Account Based Marketing 120

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

ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". The quality of leads passed across from marketing will continue to be questionable as long as marketing is allowed to qualify … in most cases marketing does not have the appropriate skills to weight the value of leads. Jeff Ernst (Forrester).

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 14, 2016

Asking the same questions and using the same processes, marketing continues to fail in the eyes of the salespeople. If you wait to position a sales person into the deal until timing and economics are known, you have very likely waited too late. Per sales, a qualified lead is based on criteria they understand, but marketing is in dark.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

SEPTEMBER 26, 2011

The world's largest social network is all about creating conversation, and sometimes the simplest questions provoke the greatest response. Plan on asking at least a couple of open-ended questions a week. Facebook is also about connections between people, and personal relationships lubricate the wheels of business.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

MARCH 25, 2014

But I know he is just western, real western, and he didn’t mean anything personal. It was in answer to my questions about lead follow-up by salespeople that he grumbled, “And people in hell also like ice water.“. “If If someone isn’t doing their job, that person and their manager have to be held accountable. I was wrong.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Blogger Budget Management 120

ViewPoint

JANUARY 9, 2014

A 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. We don’t ask qualifying questions on our web form, I hate them. Reader, what say you?

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” I use a CR question to bring them back to reality. Can you give us two benefits of CRM that have helped you personally? ” What would be the state of sales and marketing?

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

MAY 12, 2015

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. This was why he should expect more. How to get there was more complicated.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

DECEMBER 30, 2013

The phrase is actually based on Bugs Bunny’s famous question: “What’s up doc?” The ''10'' codes were developed in the 30''s with the advent of short wave radio communications as a way of reducing the amount of talk time where only one person can talk at once and messages need to be quick.

Wikipedia 120

Wikipedia Training Positioning Personalization 120

ViewPoint

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. When sales reps don’t follow up on leads, what questions should we be asking? We’re nearing the last quarter of 2013, and another year of sales will soon be behind us.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. I have to laugh a bit at the question. “Is Click here to read Part 1. ).

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

SEPTEMBER 23, 2011

It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.” At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal. Personal connection.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 28, 2015

The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. 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). However, winning with the Hail Mary is a long odds tactic.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 22, 2011

Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” ” That’s the wrong question with which to begin. This person will lead the cross-functional team in implementing the new process, and selecting (based on the process) the new automation platform.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

SEPTEMBER 21, 2016

In late August I asked industry experts that same question and asked them to substantiate their response. 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

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.” The Solution is Not Passion.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JANUARY 10, 2012

You can help them by giving them an opportunity to answer questions. The point is, in order to know whether you’ve got a winning hand, you have to ask questions and see if the person ignores you or shrugs and gives you an answer. How soon are you going to make a decision? Are you the decision maker? Are you budgeted?

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” The two magic words you want to hear from a prospect: ‘Great question.’”. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. Mike is author of two of my favorite books: “ New Sales. Simplified. ”

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

MAY 23, 2011

Is that person still in that job? Can I reach the person via this phone number? To get some answers to questions like these, Bernice Grossman and I have undertaken a series of research studies on the quality and quantity of data available to B-to-B marketers in various industries. The main concern we hear about is accuracy.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

AUGUST 30, 2012

It’s like, ‘If you’ve got to go talk to this type of person, are you seriously just going to build content until they come in your store?’ It’s really personal—that question for me. And that’s the big thing for me. Because you’ll be fired, or you’ll be out of business by the time that these guys come and do that.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 9, 2016

In late August I asked industry experts that same question and asked them to substantiate their answers. 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 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

OCTOBER 2, 2012

In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. You’re saving money immediately, and you’re going to have fewer things for that sales person to have to sort through as he or she gets prepared for sales calls.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JULY 12, 2012

Click to start video at this point — In response to a question about outbound marketing vs. inbound marketing, Ann talks about the right mix being a blend of both. I think it’s definitely an opportunity to reach customers on a more intimate and personal level.” But yet they’re getting to know us.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

JUNE 15, 2012

This approach helps them ask better qualifying questions, separate valuable leads much faster, and create value from the start. If you have outside salespeople, always deliver a proposal in person. He notes the basics haven’t died—they’ve just shifted. Use BANT qualifiers. Filter inquiries and leads by grading them.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120