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). Longer-term opportunities increase marketing ROI.

Lead Ranking 136

Lead Ranking Lead Scoring Sales Qualified Leads RFP 136

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). Longer-term opportunities increase marketing ROI.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Lead Scoring Demand 120

ViewPoint

JUNE 24, 2016

We talk about how to build credibility, how to earn trust, and how to engage with a customer before there’s an RFP or a deal on the table. Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

SEPTEMBER 13, 2016

It’s like responding to the RFP that you haven’t written. But when they do that, they minimize their ability to shift the customer’s thinking, to get them to consider different points of view, to create differentiated value. Your only way to win is by price and even that is low odds. High performers don’t care about this.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

NOVEMBER 8, 2012

I think if you respond, like for that RFP, you have a conversation and see the customer has a need, then you’re in a responsive mode.” Click to start video at this point — Sharing comments on recent reports on empowered buyers and their delayed engagement with sales reps, I ask Linda about getting involved earlier in the sales cycle.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

MARCH 6, 2012

With 70% of tech purchases at the RFP stage by the time the vendor knows about the opportunity, content has become critical to shepherding prospects down the path to purchase. Joe Pulizzi, co-author of Get Content. Get Customers. David Meerman Scott, author of The New Rules of Marketing & PR. Champion Content Marketing.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120