ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. We are not the low-price leader.) We need to find value gaps that we can attach a price to, so that we can justify the benefit in terms of added value.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JANUARY 4, 2018

The EVP of Sales at this client, a big division of one of the world’s largest software companies, said that he received zero qualified leads from marketing—except for the PointClear outbound leads. What is the “right” price to pay for leads? You can’t cost effectively buy quality leads for low price and low margin offers.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

JANUARY 26, 2018

At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. They continue this practice year after year because marketing just cannot find a cheaper source of leads—and that is their only measure—price, not quality.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

APRIL 4, 2011

It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. Could marketing automation be a solution that requires a barrier to entry that might, in fact, call for more aggressive pricing rather than lower pricing?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

NOVEMBER 29, 2016

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. Why our pricing model is appropriate for the value we create in the markets we are pursuing and against the competition we are facing.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

ViewPoint

JUNE 28, 2018

While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization. Do we provide staffing, or are we a HR services firm?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JULY 11, 2011

Extensive pricing pressure from competing services/products at lower prices. The two groups of characteristics speak to a question posed in Lauren’s article, “Why do you need that much money to build a software company?” Competitors may have extensive networks of partner integrators and resellers.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120