ViewPoint

article thumbnail

Looking to enhance sales lead performance? Put process before technology.

ViewPoint

So start by engineering your processes to focus on lead quality not quantity. We had a conversation about the importance of process surrounding Market, Media, Message and Metrics. Before buying new technology, define the processes your organization needs to make the most impact. That is, by not using a cost-per-lead metric.)

article thumbnail

If You Don’t Have a Sales Lead Management Process You’ll Fail

ViewPoint

James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. Listen to the entire interview for more information on the importance of sales lead processes. Following are highlights of the interview.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

ViewPoint

He goes on to explain how this approach translates into a more productive process for both buyer and seller. In the session, Paul encourages marketing executives to truly get to know their buyers by uncovering their emotional triggers and creating compelling content based on psychograhic personas.

article thumbnail

Sales Qualification Isn’t an Event - It’s a Process

ViewPoint

But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process. The only practical option is to see qualification as a continuous process, and not as a singular event. Parallel Thoughts.

Process 120
article thumbnail

Demand Generation Strategies & Lead Management Processes First

ViewPoint

In part one , Carlos differentiates between demand generation strategies and lead management processes. When these qualified leads start to leak out of the sales funnel, it’s usually because an effective lead management process is missing. Nonexistent lead management processes. Not enough of the right content.

article thumbnail

Do Standardized Sales Processes Really Work Anymore?

ViewPoint

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Process 120
article thumbnail

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

ViewPoint

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. The Core Issue: It’s Not Alignment – It’s Driving the Demand Process. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group.

Demand 120