ViewPoint

Trending Sources

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. The responsibility for addressing prospects’ needs remains a major part of the sales job.

Dear CEO: The Era of Accountability Starts in 2017

ViewPoint

While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota. Just 42% of marketing qualified leads are accepted and worked by sales. Sales is mad.

How to Refine Your Sales Methodology

ViewPoint

If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for. recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments. Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. ADOPTED stands for: Authority. Decision Criteria. Options. Priority.

BANT 66

Bubble in the Funnel

ViewPoint

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads. The most optimistic sales cycle for the more complex products or solutions is three-to-six months. Inside Sales Sales Process B2B Sales

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

What Percentage of Marketing Leads Should Be Accepted by Sales?

ViewPoint

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel. That’s more than 100 percent higher performance for companies that have the rigor of sales acceptance in their lead management process. B2B Marketing B2B Sales Sales Leads

MQL 63

The Flavors That "Sales Ready" Leads Come In

ViewPoint

once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. B2B Sales Sales Leads

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

ViewPoint

For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and be highly convertible. It adds costs when sales discovers many leads don’t meet criteria. might also add a comment on how much a complex sale lead should cost. Cost-Per-Lead. Concluding Comments.

Cost 99

Building an Inside Sales Lab: 10 Essential Tips for Success

ViewPoint

Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements.

Build 130

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

"New Sales. Simplified." A Must-Read!

ViewPoint

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Anthony Iannarino who wrote the foreword for the book sums it up perfectly: “This isn’t an academic treatise on sales. Simplified.: Great!

Sales 106

Time to Stop Making Sales & Marketing Excuses in 2015

ViewPoint

From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I get too many leads!”. “I don’t get enough leads!”.

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win. Many sales reps lack insights on the best way to follow up on a lead.

Changing the Sales Conversation [PowerViews LIVE Highlights]

ViewPoint

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales. Truncated sales time. from Changing the Sales Conversation ).

The sales rep said, “I never got a lead yet that turned into a sale.”

ViewPoint

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. But no one ventured to say he never got a lead that turned into a sale.

Lead 106

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

"Marketing is too important to be left to marketers."

ViewPoint

The result of this thinking is that management has by and large decided on a limited number of profit models and sales approaches. Marketing Strategy Sales & Marketing ManagementThis saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. And, as a marketer, I love laughing at myself and those who do what I do.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

ViewPoint

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. In most companies, leads are sent to the sales force too soon.

Half of all sales inquiries are good. The challenge is finding which half.

ViewPoint

In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs. Now, B2B Sales Sales & Marketing Management

Sales 121

Gold Calling vs. Cold Calling

ViewPoint

Third, a gold calling program requires sales to reviews leads provided to them and either accept or reject them within 24 to 48 hours. What I call a judicial branch of cross-departmental judges determine if the lead meets the criteria and ensures that the lead either goes back to sales or is put in a lead nurturing program. For cold calling, a large percentage of leads are ignored by sales and end up lost in a black hole. Finally, a gold calling program requires that sales-accepted leads transition to sales-qualified within a one to two weeks or less.

Dead is Dead! (At Least in Sales and Marketing)

ViewPoint

wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. And there is still time in 2015 to get them right if you inspect your processes and find that these critical keys are missing: Shared (between marketing and sales) definition of a lead.

5 Keys to Becoming a Sales First Company

ViewPoint

We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management By Chris Tratar, vice president of product marketing, SAVO.

Like Leaving Flour Out of a Cake

ViewPoint

If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” Sounds like nirvana for a sales team, but like the old adage says, if something sounds too good to be true, then it probably is.". lead is not proactively accepted or rejected by sales.

Sales 61

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

ViewPoint

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Today we will take on the third and final of the three lies, that marketing and sales are aligned. What it seems marketing and sales are doing is better defining the silo boundaries. In fact, alignment misdirects us, we should be looking at marketing sales integration. Dave Stein: “If that were only true, there would be no such thing as sales enablement. Marketing & Sales Alignment

Sales 69

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

ViewPoint

Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. B2B Marketing Sales & Marketing ManagementIn a recent interview, I sat down with Matt Heinz to pick his brain. Matt broke down the dream team into a few major components.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

ViewPoint

“If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? But what if the salespeople are right—they don’t get enough qualified leads?

Stunning Study Reveals How to Increase Sales by 29-49%

ViewPoint

Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads

Sales Lead Management Leads to a Lower Cost of Sales

ViewPoint

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio. Lead Management

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

ViewPoint

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved. Too many sales people use the 57-90% figure as an excuse to wait. On the contrary, sellers need to find ways to transcend the sales transaction and get buyers' interest earlier in the sales process. B2B Marketing B2B SalesPrincipal.

Sales 69

Is Your Lead Generation Strategy Broken?

ViewPoint

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead? SQL, a sales qualified lead, which is a lead that results in an closeable opportunity. Accountability.

Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

ViewPoint

But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales No doubt ViewPoint readers will find it worth the read.

Review 105

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

ViewPoint

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. The first is the proliferation of inside sales reps whose job it is to make these calls – taking that responsibility away from account executives. Some companies seem use it for pre-sales, aiming to unearth the correct contact or level of interest; others go for the sale in the moment. B2B Sales Cold CallingCold calling is dead. Do you agree these are lies? Principal. link].

Sales 69

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

ViewPoint

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales ProcessThis time the QB ran it in for the touchdown.

The #1 Reason CEOs Should Care About Lead Generation

ViewPoint

What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. It is not just about increasing sales and profits. Wouldn’t you like to know how much marketing and sales is squandering on leads that are going nowhere?

Sales and Marketing, Stop Blaming, Start Partnering

ViewPoint

Sales and marketing do get along—in organizations that foster collaboration. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused? B2B Marketing Marketing & Sales Alignment B2B Sales By Ginger Conlon, editor-in-chief, Direct Marketing News.

Sales 104

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

ViewPoint

What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

ViewPoint

And sales is sick of it. Contain inadequate sales input. The Sales Development Rep Funnel (Fishing with a Spear) Approach. They rely on Sales Development Reps (SDRs) to qualify and book appointments with SQLs. Think of it as putting humans between inbound leads and the sales executives. Align sales and marketing objectives. Why did we ask? Here's part two.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. ABM aligns marketing and sales. Stay tuned!

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance [bold added]. What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. Just google them.) Bottom line?

Are You Building a Company or Just Laying “Marketing Brick”?

ViewPoint

Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up. I had no answers. built market share and got an increasing piece of the sales reps’ time.