ViewPoint

SEPTEMBER 9, 2016

Deb Calvert, People First Productivity Solutions , President. 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? Dave Brock, Partners in EXCELLENCE , President.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

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. Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

FEBRUARY 2, 2017

The total addressable market was 804 and they were missing over half of those targets. Knowing the difference lets us engage the “real” leads in a meaningful and far more efficient manner. In one case recently a client sent us 4,200 prospects. Must we talk to the CEO, or is this a decision that the CEO will have no role in?

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

SEPTEMBER 29, 2016

Current product environment (as it relates to the potential solution). As a result, database marketing campaigns can only target all cleaned prospects, because the best prospects have not been identified. Correct decision making team and buying process. Plans for short- or mid-term purchases.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

MARCH 22, 2018

The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. Brian Tracy.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

FEBRUARY 8, 2017

Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

MAY 13, 2016

The company had a good product—better than the competition—yet it disappeared. An inquiry becomes a lead when it: Fits the target customer profile (industry, revenue, number of employees, etc.). For whatever reason (was it beneath him?) the CEO failed to step in and act. Define what a lead is. Answer the questions: What do we sell?

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

APRIL 24, 2013

Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy. After completing his company''s 19th annual Sales Performance Optimization Study , Jim said it revealed that 94 percent of the companies surveyed increased their revenue target for 2013. Lead Generation — Don''t Just Turn Up the Volume.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

MAY 23, 2018

And to think that most companies end a program—and start a new one—without working the original 1,000 targets to completion. Note that with nurturing, 20% of Pipeline prospects (10); 27% of True Nurture prospects (68); and 7.5% of No Response prospects (26) became highly qualified sales leads because of the extra effort taken. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

SEPTEMBER 24, 2015

Account-Based Marketing is a philosophy, not a product. First you map out your potential accounts, pairing those down to a small subset of highly-targeted accounts. Don’t target too many accounts or you’ll lose focus. You need to know, for each of your target accounts, who are the specific people that fit your buyer personas?

Account Based Marketing 120

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

ViewPoint

MARCH 20, 2014

If you want to attract better inbound leads you need to make your content more targeted and specific. More specific to the needs and pains of your target audience. And it will be a problem that your product perfectly solves. Make your content more targeted and specific to address your customers problems.

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 120

ViewPoint

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

OCTOBER 14, 2011

It's great to be home after a very productive trip to the Northeast. In a BtoB test, Facebook beat LinkedIn and Twitter when measuring response to targeted ads (IT hardware product). PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc.

BtoB 120

BtoB PointClear Class Linkedin 120

ViewPoint

NOVEMBER 19, 2013

Campaigns flashed before our eyes, some even similar to our products. ? Do you stand behind your product?”. What is the revenue target, and what are quotas for the sales channels by month? Branding check ? Digital check ? Direct check ? Radio check ? Events check ? Market share gains of the clients under their watch, check.

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

MAY 12, 2011

It’s logical that if only a fraction of your target market is contacted, only a fraction of the deals are going to you. Making sure every targeted contact in your universe knows you exist and understands your value proposition is a tall order.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

FEBRUARY 24, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". movement harshly declare that proactive targeting and prospecting for new business is dead. But it isn’t.

Lead Ranking 149

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

ViewPoint

JUNE 2, 2015

Before a penny is spent, there are a few key areas the senior executive should, at a minimum, understand: Target market. First, we ask that at least five stakeholders from multiple departments (sales, marketing, product, executive management, etc.) We need sales, product and marketing expertise. Expected results. War stories.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

JANUARY 22, 2016

All this, combined with an endless flow of information and distractions, will decrease productivity—when their entire organization is focused on increasing it. There is an opportunity to start small with additional contacts and relevant insights into a few target accounts as a way to opening up a new chapter with sales.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

SEPTEMBER 13, 2016

Deb Calvert, People First Productivity Solutions , President. The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. The earlier the better.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

MAY 23, 2013

B2B Email Marketers Focus on Targeting Content. Chasen''s five rules for B2B communication involve storytelling to define the company''s brand, thinking broadly about who might become your buyer and seeking good advice, but maintain confidence in your own expertise. Via RepCapitalMedia.com. Via MarketingProfs. Respect Your Competition.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

JANUARY 24, 2012

Whether it's trying to make a seeming non-sexy product irresistible or pinpointing the buyer in a corporate landscape of bureaucracy and politics, B2B is a challenge. B2B marketers don't target Monolithic Company X or Big Conglomerate Y. They target the purchase decision-maker. We don't pitch our services to GE or Boeing.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

NOVEMBER 7, 2011

So how could it make sense to use outside resources to engage with target companies this valuable? But as right as the above objection may initially feel, it’s also important to ask the following questions about your strategic account management program: Are we closing the number of deals we’ve targeted?

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

DECEMBER 12, 2013

And we’ve all received sales calls where we’ve been addressed by the wrong name – possibly the wrong company – and pitched a product we’ve never heard of, let alone considered purchasing. Back to Big Data.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

FEBRUARY 23, 2018

million one-on-one touches with our clients’ targets—and counting. We start every program by spending a period of time talking to targets to test response. What time of day are we reaching targets? See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting. Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 11, 2011

Some reps will focus on converting inbound inquiries to opportunities while others will be proactive and target specific accounts. No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 26, 2012

P.S., It’s great for target verification and data collection at the earliest stages of your campaign, too. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. With 18,500 business lists available for rent in the U.S.,

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JULY 14, 2015

Our good friend— Matt Heinz , founder of Heinz Marketing—starts us off: It can be really difficult for organizations to not only measure what’s working, but to also “re-rally the team” (sales, marketing, product, or all of the above) as findings point to slight, and perhaps frequent, direction changes. What if the target audience is wrong?

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

AUGUST 30, 2012

A simple example is a lot of the sites are these consumerized IT products that are being built in the Valley today. Craig adds this is fascinating “because in my experience, we figure out our targets, we go out, we have to get on the phone, and go talk to them. He notes Zendesk got 6,000 customers without a sales guy. It’s funny.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. ” Sales and Marketing Roles in Approaching Different Target Tiers.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

FEBRUARY 18, 2014

Develop a new product: a tamper-resistant container. Objectives are often focused on revenue targets, new product introductions, etc. It had coffee stains on it, was ragged and marked up, but sure enough it said ‘Marketing Plan’ right at the top. It was also dated three years before. There was a list of bullets; things to do.

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

JULY 11, 2011

The sales cycle may grow longer as larger companies are targeted. Target market challenges. Extensive pricing pressure from competing services/products at lower prices. Frequent and rapid new competitor product introductions. Sales and marketing headcounts have increased to generate new customers.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JUNE 16, 2015

They would have you believe that outbound marketing is equal to interruption marketing and is not productive. movement harshly declare that proactive targeting and prospecting for new business is dead. I beg to differ.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

SEPTEMBER 27, 2012

New Buyers & the Need for More Relevant, Specific & Targeted Communications. This means direct marketing and direct sales need to be more relevant, more specific, and more targeted to the people they are trying to contact. This speaks to the critical need for relevant and highly-targeted messages.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". 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?". "I believe that this is market dependent. BANT is not dead in high traffic, SMB offers.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 24, 2011

Derek notes that Salesforce’s Chatter is used to communicate both externally (customers, suppliers and distributors) and internally (production, engineering, and purchasing). And significant savings around personnel, infrastructure and time occur because there is no need for on-site applications, hardware and databases.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 24, 2012

Small wonder that the delivery of these names actually reinforces reps’ perceptions that they’re not getting the high-value opportunities they expect and need to hit their revenue targets.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120