ViewPoint

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. Part 1: Tip #1 Believe it Works. About Mike Weinberg.

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Why Cold Calling Still Works.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

AUGUST 29, 2013

Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting. The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. Learn how to tailor your inside sales conversation.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

JANUARY 10, 2012

There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior. I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

MAY 12, 2011

It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). Market coverage, yes it’s part of our business.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

AUGUST 23, 2012

Develop Messages for Prospects Grouped into Status Quo Clusters. Click to start video at this point — Asked about a suggestion from SiriusDecisions’ Tony Jaros in an earlier PowerViews interview that prospects should be clustered into like groups and approached with highly targeted messaging, Tim replies, “Absolutely.

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 Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JULY 25, 2011

If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? Instinct cannot be taught so few salespeople become great hunters. To flesh this out, let’s consider another field where closers are key: baseball.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

OCTOBER 24, 2017

It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Maybe I was just sensitive.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

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

APRIL 30, 2010

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120

120

ViewPoint

JULY 12, 2017

Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect. The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

JULY 1, 2010

(..)

High Quality Lead 120

High Quality Lead 120

ViewPoint

AUGUST 25, 2016

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. The role of prospect development is to close the gap between marketing and sales.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JULY 3, 2009

(..)

Class 120

Class Best Practices 120

ViewPoint

NOVEMBER 13, 2017

touches to engage with a prospect. To reduce sales lead generation cost, you need to optimize the value of each prospect. For one client, it takes 9.82 This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. What Is Multi-Touch?

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

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

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. I can help.

Top of Funnel 189

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

ViewPoint

AUGUST 19, 2010

(..)

Practices 120

Practices Best Practices 120

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 Scoring Lead Ranking 149

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?” By vertical?

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

FEBRUARY 14, 2017

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? Best case you get a call back that turns into an angry prospect because of your approach. Don’t be tricky. Speak slowly and clearly. Be persistent.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

OCTOBER 3, 2017

If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 20, 2018

Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify inbound leads, nurture lukewarm prospects, and turn the developed leads over to the sales force for harvesting. A lead farmer equips the sales rep with in-depth knowledge about the prospect. Often this process takes months.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

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

MAY 16, 2017

Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. Message: Compelling "silver bullets" (conversational points) about your prospects' specific challenges, problems or concerns (vs. That is, by not using a cost-per-lead metric.)

Sales Leads 202

Sales Leads Process Top of Funnel Lead Scoring 202

ViewPoint

JANUARY 4, 2018

This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. What do you think the chances are that sales will cull through 3,117 suspects to find 40 prospects? Yet from one source alone marketing spent $72,158 per quarter on leads that were sent to sales and ignored.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

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 Scoring Lead Ranking 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

FEBRUARY 16, 2016

The lead development process typically starts one of two ways: In the first instance, a suitable prospect may indicate a pain point that designates a need in your company, products, or expertise. In the second instance, pain points aren’t clearly discussed, but they can be deduced with accuracy from a conversation with a prospect.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. My answer to that question is not based on self-interest. 40 to 50 pipeline accounts (from which 20% to 30% will become fully qualified sales opportunities this quarter or next).

Sales Qualified Leads 159

Sales Qualified Leads Top of Funnel High Quality Lead Sales Cycle 159

ViewPoint

JUNE 29, 2017

A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. Don’t ask field sales folks who specialize in closing deals to prospect. Here they are—the 5 silver bullets you need to drive revenue growth: Market focus and intelligence. K now your audience.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

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

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 Scoring 120

ViewPoint

JULY 24, 2017

We know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status. We don’t bug prospects, or annoy them, but we also don’t give up too soon. To demonstrate, take a look at the touch summary for the “uncloseable” that our competitor identified: Date Stamp.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149