ViewPoint

JULY 26, 2018

She finds three of them covering different parts of their products and services. Testimonials are important today as each is thought of as a product/service review. There is a clear and present problem, the customer is willing to state the problem, and there is a clear and present pathway to solving the issue using their services.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

NOVEMBER 13, 2017

You should experiment with touch cycles and media mix for your solution or service. Know When to Move On. Each cycle of contact reaches the point of diminishing return after 3 to 4 cycles of contact. However, persistence and a mix of media pay off.

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

MAY 11, 2017

After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.” I asked my contact how he thought a company could provide the same level of service for half the cost. He said, eventually, that they had to pay their people less.

Lead Generation 168

Lead Generation Sales Leads Sales Qualified Leads PointClear 168

ViewPoint

JUNE 9, 2017

Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

DECEMBER 15, 2017

She’s worked with scores of technology, healthcare, business services and other B2B companies grow their businesses by managing the agile processes that result in high-value sales leads, strong marketing ROI—and predictable revenue needed to scale.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

OCTOBER 3, 2017

Lead qualification services and lead nurturing services can help—ask me how. “Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them.”.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

AUGUST 29, 2017

These conditions apply to ANY purchase—anything from getting your oil changed over a lunch break (perhaps driven by an ad on the radio during morning drive time) to multimillion dollar purchases of equipment, technology or services. Improve a product or service. The three conditions are: Fear of loss in your current situation.

Buy 240

Buy Forecasting Fulfillment Lead Ranking 240

ViewPoint

AUGUST 6, 2018

In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). The misconception that building an internal team of sales development reps gives you more control and costs less is widespread.

Marketing Management 136

Marketing Management Sales Qualified Leads Cost Lead Scoring 136

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. Screened for a need in your product or service. Found to have a pain point that your product or service can resolve. Filtered for being a long-term or short-term prospect.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MAY 23, 2017

This is the place to show how amazingly low the close rate can be to break-even on converting marketing qualified leads to sales qualified leads via lead qualificant and nurturing, a nd what the return is on good sales lead management: Assumptions: Margin is 60% (probably conservative for software and services).

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

FEBRUARY 2, 2017

While most companies say they sell a solution, not a product or service, the message around what that offering is (made up of a product, price and delivery mechanism) is more likely than not described differently by every marketing and sales executive in the organization. Do we provide staffing, or are we a HR services firm?

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

JUNE 15, 2017

Twenty percent of the savings obtained from cutting the two departments went to an outside qualification service tied into the CRM system. If you don’t want the head count to do this inside your company, go to an outside service. The End Result. Two departments were consolidated into one smaller department.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

JUNE 12, 2014

In his concise and reader-friendly book, Bob outlines five tangible habits that, if applied effectively, can transform customer service from mere “lip service” to genuine “Customer Centricity.”

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

JUNE 10, 2014

If you’ve ever called a customer service department for help, you’ve probably heard the message: “Your call may be recorded for quality assurance.” ” Perhaps you’ve wondered, what happens to those call recordings? Blue Cross of Northeastern Pennsylvania wanted to learn why its customers were calling.

Analytics 120

Analytics Contacts Validation Marketing Strategy 120

ViewPoint

APRIL 6, 2017

Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. If a service provider is willing to take your list, script and money – run the other way. Any interest in a short chat? I get at least one like this every day.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JUNE 28, 2018

While most companies say they sell a solution, not a product or service, the message around what that offering (made up of a product, price and delivery mechanism) is more likely than not described differently by marketing and sales executives in the organization. Do we provide staffing, or are we a HR services firm?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JANUARY 4, 2018

I go through an exercise like this with prospects and clients as we work through whether our services will result in a successful outcome. You can’t cost effectively buy quality leads for low price and low margin offers. I would be happy to walk you through this exercise if that would be helpful to you.

Cost per Lead 204

Cost per Lead Cost PointClear Sales Qualified Leads 204

ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. “What could derail this project?” We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

OCTOBER 19, 2017

But when you dig deeper and factor in all the costs, in-house teleprospecting runs close to 10% more than outsourcing the same (or superior) services. On the surface it might make sense. How can this be? Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team.

Lead Generation 149

Lead Generation Cost PointClear Generation 149

ViewPoint

FEBRUARY 26, 2013

Our members execute big-ticket cross-border IT services projects. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. The Indian’s assumption is that good customer service requires an unqualified yes. ITSMA’s member companies see this every day.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

JULY 20, 2016

As an example of a touch cycle, an extreme one, a couple of years ago we provided our services to a global business process outsourcing company that asked us to reach the CFO at the top fifty utilities in the USA. You should experiment with touch cycles and media mix for your solution or service. What Is a Multi-Touch Cycle?

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

JANUARY 20, 2015

In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. On Tuesday morning, 45 sales "leads" come your way through a variety of sources.

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Leads Contacts 120

ViewPoint

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. ” Service Level Agreements: Looking Nice on Paper vs. Having Teeth.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

JULY 15, 2014

Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. Sales Process Sales & Marketing Management'

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

FEBRUARY 8, 2017

Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Instead, reach out proactively and engage the prospect early on in the buying cycle. Create value. Pick up the phone and have an intelligent conversation based on what you know about your potential buyer.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

AUGUST 11, 2015

But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree. You can give the leads to an outside service. Following the money can be the focus of both the sales and marketing departments.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. This makes a more successful marketing campaign.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 16, 2013

Gerhard, as usual, was a genial, entertaining and tireless host—ensuring that sponsors and attendees were educated, entertained and well-fed—service was as you would expect from The Four Seasons Hotel. Thirty-one sponsors joined Gerhard Gschwandtner, founder & CEO of Selling Power , and his team in early April for two packed days.

Conference 120

Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

JULY 12, 2017

Our customer service experts will help you with those questions.”. In the meantime, the per-seat average cost is $4,900” (which was 10% less than the competitor’s price). The average install time takes a few hours, and we will personally take you on a tour to answer any questions you have.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

AUGUST 27, 2013

The key for Steve was to call the right people out of the 9,600, and to use an outside service, because he needed the new leads fast. We decided the service would call only: Leads older than 3 months (those 3 months and younger are being called by his salespeople). Leads who had not bought (obvious, but he has to sort these out).

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

APRIL 14, 2011

billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers?

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

FEBRUARY 16, 2011

What about customer service; current customers, new prospects? It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing, customer service, and technical support. Without CRM, where, oh where, would we be?

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

NOVEMBER 27, 2012

They want to buy into (believe in) a fix—a solution to their problem or unique experience your Group…or product or service provides. Through my own research and marketing my products and services, I’m finding the only way to: a. Through my own research and marketing my products and services, I’m finding the only way to: a.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

APRIL 14, 2017

We deal with similar situations on a regular basis: A large healthcare solution and services provider provided us with 4,200 hospitals and 7,500 contacts. It also points out the benefits of discipline in decision-making around marketing spend. They asked us to call every contact.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176