ViewPoint

NOVEMBER 8, 2017

One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived). The subjects of the prospect’s tweets. A general online search to see what pops up.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

AUGUST 30, 2016

Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales. They are skilled in relationship building and are intelligent, articulate, adaptable and thorough. However, as with any business, there are specialists.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

MAY 28, 2015

It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. Those kinds of relationships really suck.). I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question.

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

MARCH 27, 2015

Part 4: Tip #4 Reconcile Your Relationship with the Phone. Tip 4 - Reconcile your relationship with the phone. So, in closing this series, I’d like to share Mike’s tips on how to begin restoring your relationship with the phone and thus improve your prospecting calls. Part 4: Tip #4 Reconcile Your Relationship with the Phone.

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. They will buy technology and depend on the black box to spit out relationships leading to leads and to revenue. Here's the thing: Account-Based Marketing is not really about lead generation at all.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 12, 2017

When I challenged him on the value of these so-called leads he said that the recipients of the leads were interested in having a relationship at any level in targeted organizations. As long as they worked for XYZ Company and downloaded the content they were a lead. Candidly, I doubt that is actually how the lead recipients feel.

Sales Qualified Leads 189

Sales Qualified Leads Lead Scoring Lead Ranking Buy 189

ViewPoint

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. Once you have established a relationship with a client, you must maintain the relationship.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

NOVEMBER 27, 2017

Shrewd sales managers have a trusted recruiter relationship. Shrewd sales managers have recruiter relationships that can be tapped and counted on to quickly find the right person. This can cut recruiting time and cost, and plug a territory in 1-2 months instead of in 4-5 months.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JULY 30, 2013

In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. That’s right: the more you sell, the less inclined the client is to listen. In reality, the more you sell, the less you win. Click to start video at this point — Does this sound like pie in the sky?

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

MARCH 26, 2015

Part 4: Tip #4 Reconcile Relationship with the Phone. Coming up next: Tip #4 Reconcile Relationship with the Phone. This is the third installment of a 4 part series. You can catch the rest of his tips here: Part 1: Tip #1 Believe it works. Part 2: Tip #2 Commit to It. Part 3: Tip #3 Sharpen Your Story. Mike isn’t one to mince words.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Plus, podcasts create a personal brand for the host.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

MAY 7, 2013

If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time. Nurturing requires a "one-to-one relationship, not a one-to-many relationship."

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

FEBRUARY 26, 2013

Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. Selling depends on relationships, too. The Indian’s assumption is that good customer service requires an unqualified yes. The days of Glengarry Glen Ross may be over.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

AUGUST 16, 2018

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

JUNE 20, 2011

You have a list of dream clients and, if you are like a lot of sales organizations, you are guilty of neglecting this list; your dream clients are also the most difficult prospects to penetrate because they have existing relationships. To effectively pursue your dream clients, you have to nurture these relationships over time.

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

AUGUST 6, 2018

This results in too few conversations, little relationship-building and an unpredictable stream of positive outcomes. Too many emails and not enough dials: It is not unusual to find inside sales teams are making 50 – 60 touches per day, but most of them are email touches and there are very few dials.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

AUGUST 29, 2013

9 Tactics Turn Referrals Into Rock Solid Relationships. A good referral contributes to sales and toward building lasting business relationships. If not, now is the time to take a good look at your business model and make the needed adjustments to adapt to the upcoming generation of consumers and employees. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

JUNE 28, 2018

Or do you recognize the value of a longer-term lead and the opportunity there for developing a relationship? Is a good lead only one where a decision will be made in the next quarter? Is a good lead only one where a c-level executive is involved? Or do we prioritize in?uencers uencers in a larger-size deal? million in potential revenue.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

MAY 9, 2013

LinkedIn revamps contacts tool to boost relationship management. It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

DECEMBER 18, 2012

Instead he thought that there would be a coming flight to relationships where buyers and sellers would start looking to cultivate long term, mutually beneficial relationships in a pursuit of profitable growth. The truth is that the salesperson needs to cultivate the relationship and make the sale.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JUNE 12, 2014

” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route.

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

JUNE 28, 2016

Complex deals are really sold based on relationships, so the lead gets us started but is a long way from what it takes to close the deal.". One thing I like about LinkedIn is that there are lots of people who genuinely want to help! All you can do is look at the statistics over time.

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

JUNE 5, 2017

The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time--and that's the job of accountable sales reps and marketers. And you need to know at what rate your leads progress. And why you win or lose. Nurture and upsell to achieve advocacy.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

JANUARY 23, 2017

ABM is not about one-off deals, but forging the strong relationships that last past the close. Sales really does need fewer leads—as long as they’re highly qualified. Otherwise all the leads are wasted. Satisfied Customers vs. Raving Fans. Small Deals vs. Big Deals. It’s the enterprise deals that count. Silos vs.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

JANUARY 13, 2017

The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. And you need to know at what rate your leads progress. Then it’s time to continuously improve it all. Nurture and Upsell to Achieve Advocacy. This slide presentation also outlines exactly what ABM is—and what it isn’t.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

MAY 20, 2014

I ‘shared’ the sales operations manager with the CMO because we had a good working relationship. Yes, we had a CRM system, but Marketing didn’t have an automation system. If yesterday were today, I am sure that John, the CMO, would have a marketing operations manager equal to my sales operations manager.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

FEBRUARY 2, 2017

Or do we recognize the value of relationship development on longer-term leads? If there is no agreement on a good lead definition, there will continue to be infighting between organizations, and waste. Is a good lead only one where a decision will be made in the next quarter?

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” ii Wikipedia: Customer relationship management (CRM) as a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects.

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

AUGUST 25, 2016

Reps need to trust the worth of the leads they receive, all of which, at this point, should have a relationship with the organization and be familiar with its solutions and value propositions. Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JANUARY 9, 2014

Remember that they''re buying a relationship as much as a product. When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 24, 2012

Systems exist when parts, relationships and a purpose exist. the case of sales lead management we have: Relationships—marketing, prospects, suspects, salespeople, buyers and the connections between all of these. Procedures—the marketing and sales rules of execution, and the ROI projections.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

NOVEMBER 10, 2011

They whine about salespeople and their habits and nevertheless marketing often fails to provide the leadership which requires a marketing automation program and a good relationship with sales and sales management. Now I’ve done it. I’m giving away the secret.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

AUGUST 9, 2016

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

SEPTEMBER 23, 2011

At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal. This presents the solution provider with an early opportunity to build a business relationship, become a trusted advisor and influence the outcome of the prospect’s buying path. Understanding.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. Relationship Builder As relationship builders or relationship expanders, marketers play the important role of nurturing opportunities.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

JULY 16, 2013

There is a direct relationship between requesting more detailed information and declining form conversions. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Most leads from inbound marketing provide basic demographic information on forms to download or access content.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

OCTOBER 31, 2013

This cross pollination fosters relationships and widens your network. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. LinkedIn is more buttoned up. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120