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To Manage Sales You Must Manage Sales Leads

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“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.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. from “The Sales Development Playbook” ). B2B Sales Prospect Development

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Dear CEO: The Era of Accountability Starts in 2017

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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.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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I was having breakfast the SVP of sales one day and he told me that they received no leads from marketing. No sales rep is going to go through their share of 6,000 “leads” to find 108 qualified companies. Despite our findings, marketing said that “this was an important source of leads, we just can’t afford to have you qualify them so we will continue to send them directly to sales.”.

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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.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Thank you.

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Building an Inside Sales Lab: 10 Essential Tips for Success

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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. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. Inside Sales

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Bubble in the Funnel

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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

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

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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.

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!

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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!

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Time to Stop Making Sales & Marketing Excuses in 2015

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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 I get too many leads!”. “I I don’t get enough leads!”. Salespeople never close out the leads!”. “No

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How to Refine Your Sales Methodology

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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. I 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.

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

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Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis. These measurements drive low-quality leads to sales. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis. This powerful medicine breathes life back into flat lining sales profits. It’s the quality of the leads.

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.

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

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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.

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What Percentage of Marketing Leads Should Be Accepted by Sales?

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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

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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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 ).

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

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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. I might also add a comment on how much a complex sale lead should cost. Cost-Per-Lead. Concluding Comments.

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Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Achieve a higher number of more profitable sales in a timely manner—at a lower cost. Account profiling: Give sales a leg up by profiling target companies as the first step in utilizing Account Based Marketing processes. B2B SalesDownload our relational segmentation article here.

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

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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.

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

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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

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

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Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. 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. What to do: Marketers need to follow up with sales to find out “why” the lead was qualified. Part 1.

5 Keys to Becoming a Sales First Company

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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.

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

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I 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.

Proof that Account-based Marketing Works

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If you’re still struggling with the same old issues marketing and sales has struggled with for years consider the following comparisons between traditional marketing and account-based marketing (as defined by Jon Miller of Engagio ). Sales really does need fewer leads—as long as they’re highly qualified. Smaller accounts can be a distraction both before and after the sale. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole. More Leads.

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

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“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%

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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 Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.”

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

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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.

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Sales Lead Management Leads to a Lower Cost of Sales

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“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

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

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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.

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Sales and Marketing, Stop Blaming, Start Partnering

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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.

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

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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.

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

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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 4]

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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.

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

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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?

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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?

Is Your Lead Generation Strategy Broken?

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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.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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These are fully qualified prospects who are not immediately interested or ready for a conversation with sales. Nurturing is about talking to your prospective clients at every stage in the sales cycle. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Lead nurturing triples marketing's ROI, but only if done properly. Marketing Pipeline. No Response.