ViewPoint

SEPTEMBER 9, 2016

If cold calling is a call to someone you have never met before, interrupting their day, BUT if it is well researched, it is to a customer well within your sweet spot, and it is focused on providing insight the customer would welcome but may not be aware of, then this is what top performers are doing every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MARCH 13, 2014

Among the negatives: the on-the-spot feedback that was vital to the relationship between a manager and his reps is now less common. Not so long ago, managers and their sales team were in one centralized location. But with the rapid growth in technology, a manager’s sales team can be spread out. That has pros and cons, Nick said.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

MAY 2, 2012

He suggests the remedy is for a company to narrow its focus and concentrate on one or two spots and get really good at a limited number of social media sites. Pick Your Spots and Focus. ” Strategic thought should be given to the social media outlets you become a part of as it takes a large time investment to actively participate.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MARCH 17, 2015

This chapter provides step-by-step directions on how to use the telephone for outbound prospecting that I have to say is spot on! Inbound marketing is a magnificent supplement to, but not a replacement for, one of our most potent sales weapons—the outbound proactive telephone call.”

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

APRIL 24, 2013

Click to start video at this point — When I asked Jim if he spotted any disruptive trends this year, he stated that overall he sees a climate of camaraderie. This way the company spends more money marketing to people more likely to purchase a product or service, which means generating more quality leads. Not Enough Leads.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

AUGUST 1, 2011

The answers show that there are still a lot of cold feet out there; the most popular response was “We couldn’t spell SLA if you spotted us the ‘S’ and the ‘L’ (52 percent).”

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

ViewPoint

OCTOBER 30, 2012

I spotted a discussion on a niche LinkedIn Group where I answered a question. You can hunt them down inside LinkedIn Groups (as I did) or blog in ways that attract search engine traffic based on questions (keywords) your prospects are asking. In my case, I blogged but also used LinkedIn in a new way.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

APRIL 28, 2015

Zero out, find out what you can, ask the admin to see if they can find the prospect and then reschedule a new appointment (on the spot with the admin) if the individual is not available. That happens 50% of the time and does not mean anything at all—except that the decision-maker is busy and another priority came up.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

AUGUST 16, 2012

It’s about knowing what you’re doing, focusing on your sweet spot, executing sharply, and everybody working together on it. Click to start video at this point — Dave concludes by noting the importance of “going back to basics. It’s thoughtfulness. Revenue generation isn’t strictly the responsibility of sales.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

MAY 30, 2012

But he adds that the companies that are really getting smarter are drilling down to focus on their sweet spot. He still sees big companies saying they can sell to anybody and going after the Fortune 5000—usually because sales feels good that there are a lot of companies they can go after.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

SEPTEMBER 27, 2012

For example, they need to spot market opportunities like places where a company can expand. Among the findings, there are three distinct roles for a transformed marketing organization: 1. Strategic Business Driver Marketers need to be strategic and take advantage of the data they have access to.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 17, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Nor does it take a genius to see that your CRM system isn’t working, no one likes it, the database is corrupt, reports are trash, and the pipeline is unreliable.

Work Management 120

Work Management Marketing Management Marketing Automation Services CRM 120

ViewPoint

AUGUST 6, 2013

Click to start video at this point — When I asked Jim if he spotted any disruptive trends this year, he stated that overall he sees a climate of camaraderie. Jim Dickie, CSO Insights Dan Waldschmidt, Waldschmidt Partners Bob Perkins, AA-ISP Michael Brenner, SAP. Jim Dickie, CSO Insights, Process Improvement—Use Metrics, Not Hunches.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

JULY 11, 2013

Ardath wraps up with her top three criteria which she refers to as “Dynamic Criteria”: Need: But with the caveat that work needs to take place to define the types of need that are sweet spots for your customer. I teach that there are three conditions of need.

Urgency Marketing 120

Urgency Marketing Lead Scoring Lead Ranking Validation 120