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

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

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

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. These contacts are worked until completed or until the contact cycle is exhausted. More About How Our Cadence Works. If No Connection.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

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

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

AUGUST 20, 2018

Why Doesn’t It Work? 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.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

FEBRUARY 16, 2016

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. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Filtered for being a long-term or short-term prospect.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 29, 2017

They are logical, doable, effective steps you can put in place—and they work. 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. K now your audience. That’s marketing’s job.

PointClear 204

PointClear Sales Qualified Leads Forecasting Paper 204

ViewPoint

JUNE 5, 2017

The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales. These sales professionals accept responsibility for working all leads to the finish, win or lose. A almost equally low number of sales reps meeting quota (less than 60%). Segment and stratify.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

APRIL 28, 2017

Talk to the 85% of executives who are working and don’t worry about the 15% that might be at the beach. You can call the 15% when they return to work. Sure, give them a few days to catch-up, but rather than waste the summer months, just work around your targets’ summer schedules.

Top of Funnel 149

Top of Funnel Sales Qualified Leads Fulfillment Marketing Funnels 149

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. Learning these active listening skills and applying them works in counseling, education, conflict resolution and management. But the opposite is true. It’s being a good listener.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

FEBRUARY 28, 2018

I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. unscripted ) with prospects. Software for effective management of drone fleets.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 23, 2018

Over the past two decades we’ve worked hard to crack the code on this. Quality conversations and personal engagement with prospects. One dictionary defines agile as “relating to a method of project management … characterized by the division of tasks into short phases of work and frequent reassessment and adaptation of plans.”.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 25, 2016

There’s a lot of work to be done to move leads through the pipeline to the point they’re ready for sales, and marketing must accept the fact that sales won’t (and shouldn’t be expected to) take these tasks on. 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

MARCH 22, 2018

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. Do not leave them to work it out for themselves, they might not bother! Value selling is PointClear's bread and butter.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. We know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

DECEMBER 12, 2017

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. As long as they worked for XYZ Company and downloaded the content they were a lead. His definition of a lead was the loosest that I have ever heard.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Tip 2: Make a serious commitment to prospecting.

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

JANUARY 26, 2018

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. So, I know voicemail and email as a part of the contact cadence works. This process saves money, increases revenue and helps build a valuable prospect database. What else do you recommend?

Sales Qualified Leads 120

Sales Qualified Leads Work Management Marketing Management Terms and Conditions 120

ViewPoint

JUNE 21, 2018

A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue. Many companies estimate their retention levels on the fly, without setting goals, measuring them, and actively working this avenue of revenue generation. Guess what. We have a great revenue prediction calculator.

Lead Ranking 120

Lead Ranking Sales Qualified Leads PointClear Lead Scoring 120

ViewPoint

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JUNE 28, 2016

A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.". I honestly don't think one can credibly get any closer to an answer than that.". "A

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

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? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

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

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. Why Cold Calling Still Works. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

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. Part 1: Tip #1 Believe it Works. No wonder people say it no longer works—that is, except for Mike (and me). Part 2: Tip #2 Commit to It. About Mike Weinberg.

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

JANUARY 23, 2017

One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. This account-based marketing effort was laser focused on ideal prospects (right size and right criteria); and the right role (targets with the right titles). It’s the enterprise deals that count.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

APRIL 28, 2015

Exciting when it works. 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. This will provide insight that goes beyond their work history and education.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

OCTOBER 12, 2017

If you are closing 25% of the prospects, you know that you will have to roughly quadruple the number of leads to make your number. Here’s How it Works. If they just can’t or won’t do it, turn to an outside company to qualify the leads and give the reps only sales-ready prospects. You will need 750 sales. Create the Plan.

Forecasting 166

Forecasting Sales Qualified Leads Leads Lead 166

ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. I went on to explain that if the program was delegated to a marketer who didn’t have experience in lead management it wouldn’t work. “What could derail this project?”

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

JUNE 15, 2017

Starving the pipeline of new prospects. Prospects have a common trait; they lie. In all, there were about 40 inside people in two departments working on the qualification and nurture process. Doing what doesn't work is one of 56 reasons sales are down, from the ebook: 56 Ways to Turn Around Failing Sales.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

SEPTEMBER 13, 2016

We get them where they are at and have to work with them from that point on. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for. Deb Calvert: “The CEB reports that buyers now work their way 67% through the buying process before engaging with a seller. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JUNE 10, 2016

Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. Recognizing where the prospect is in the buying process is key to driving the sale.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MARCH 26, 2015

.: The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. You can catch the rest of his tips here: Part 1: Tip #1 Believe it works. Don’t be like every other sales call your prospect receives.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. In my work the first question I ask marketing leaders is “what does success look like to you?” Jim Obermayer: In fact, a decision like this works both ways. Dan McDade: It absolutely is.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. Don’t get excited, we may just be talking about a prospect here. By Christopher Hosford, editor-in-chief, HosfordGroup.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect. The program was an unqualified success.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120