ViewPoint

JANUARY 31, 2012

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

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

AUGUST 23, 2012

He notes that we are all so inundated with information that we are bumping up against limits processing it in a meaningful way. Develop Messages for Prospects Grouped into Status Quo Clusters. Tim says the right messages evolve when you group prospects based on elements like the following: What systems they have installed today.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MARCH 22, 2011

Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. Scoring the Prospect Experience. Lead Scoring is Seller-Centric.

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

NOVEMBER 8, 2017

In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. Employing a 4 x 4 research approach (this is how our team is trained) is to spend a total of four minutes looking at four different data sources: The prospect’s website. The subjects of the prospect’s tweets. They had not.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

AUGUST 25, 2016

Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process. To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

SEPTEMBER 12, 2018

How can you assure the best salesperson is in front of the best prospect at the best time. The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who Who has a connection to that prospect’s CEO?” It’s a necessary process to help sales reps reach their full potential.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

DECEMBER 27, 2016

Note that there are three groups of prospects that benefit from nurturing: 1. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Marketing Pipeline. See more …”. I can help.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MAY 23, 2018

What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. True Nurture. No Response.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Ranking Lead Scoring 149

ViewPoint

AUGUST 20, 2018

1) Develop a process to measure the cost per fully-qualified lead. In addition to analyzing the actual cost of a qualified lead (not just the cost to generate a raw lead), you should also carefully measure the progression of leads through the sales process. Often this process takes months. What Can You Do About It?

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

JUNE 29, 2017

Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. K now your audience. That’s marketing’s job.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

JUNE 15, 2017

Starving the pipeline of new prospects. One finding stood out: 85% to 90% of all inquiries and leads were in a qualification and nurture process that was out of control. Those that were not ready to buy within the following 60 days were kept in the nurture process. Prospects have a common trait; they lie.

Sales Qualified Leads 168

Sales Qualified Leads Lead Ranking Lead Scoring Telemarketing 168

ViewPoint

FEBRUARY 14, 2017

Multi-touch, multi-media and multi-cycle processes multiply results. You have dialed the telephone and gotten voicemail – why not take an extra 25 seconds and leave your prospect a quality message? How will the prospect benefit from calling you back? Both times state your number slowly enough that the prospect can write it down.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

APRIL 24, 2018

The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.) 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).”.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

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. Qualify Your Lead.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. A visit to the prospects’ Facebook page will provide a glimpse into their personality. 2) Communication. Stay in touch.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor. Pain, Priority, Process, Environment.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

ViewPoint

APRIL 11, 2018

There are six dispositions that we assign a prospect: Lead, Pipeline, Nurture, No-response, Not Qualified and Bad. After navigating to ensure that we have the right contact(s), we deliver a story to prospects we don’t reach live using voicemail and email. In this case the prospect called us back after Email #3. Let me explain.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. If the client manager didn’t understand our processes and how they impacted results, the program would fail. “What could derail this project?”

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). A poor “script”: Prospects don’t want to be tricked. They don’t want to hear a rote message either.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Ranking 136

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Here are their comments: Dave Brock: “The customer is wherever they are in their buying process.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JUNE 2, 2016

Before we get into the details, note that there are three groups of prospects that require nurturing: Marketing Pipeline. These are prospects with a specific planned next step to be taken within a reasonable timeframe. These are fully qualified prospects who are not immediately interested. True Nurture Opportunities.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Ranking 120

ViewPoint

JANUARY 26, 2018

For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd touch and became a lead. This process saves money, increases revenue and helps build a valuable prospect database.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Quality conversations and personal engagement with prospects. Let’s start by talking about agile processes. They won’t get followed up. Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

DECEMBER 8, 2016

He has a goal to streamline their global credit decision process. Prospect has multiple regions, each with their own process and nuances. The industry has been down so they need to grant more credit, and (most importantly). The DRM has only been there a couple months, but this is a priority.

B2B Sales 120

B2B Sales Tips ABM Account Based Marketing 120

ViewPoint

JUNE 7, 2016

These statistics tell the story: The chart shows that sales reps act on a premise that the buying process is front-end loaded while in fact a relatively consistent percent of leads buy month after month after month. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 1, 2016

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. In January, 2016 Julie Schwartz of ITSMA stated: “It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. 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.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

AUGUST 17, 2018

No matter where you are now, following these specific steps you can help you emerge from chaos … rise above average … and achieve a fully optimized state of prospect development. Are your organization’s sales and marketing behaviors, practices and processes reliably and sustainably producing the outcomes you need?

Sales Qualified Leads 136

Sales Qualified Leads Optimization Marketing Management High Quality Lead 136

ViewPoint

APRIL 28, 2017

The thought process might seem logical but it isn’t. Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September. I invite you to share your seasonal experiences generating leads and targeting qualified prospects.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

ViewPoint

NOVEMBER 17, 2016

Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.

Lead Qualification 120

Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. If you need 7 deals and 75 SQLs, and there is a 5% lead rate, you need almost 1,500 prospects to hit your number. I can add value by walking you through the process and customizing the calculator with you. Guess what.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. They also work really well when it comes to identifying prospects, uncovering needs … and progressing them down the pipeline.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. Account profiling: Give sales a leg up by profiling target companies as the first step in utilizing Account Based Marketing processes.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. unscripted ) with prospects.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120