ViewPoint

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it?

B2B Sales 136

B2B Sales B2B Marketing Tips ABM 136

ViewPoint

AUGUST 29, 2013

Ninety-Nine Tips for Prospecting SMBs. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business. “The most successful organizations are realizing the vision of sales 2.0, The role of inside sales continues to expand and rise in prominence.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

DECEMBER 8, 2016

Should you leave a voicemail? 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. Simplified.” and “Sales Management.

B2B Sales 120

B2B Sales Tips ABM Account Based Marketing 120

ViewPoint

MAY 30, 2012

Marketing and Sales Alignment: Beyond the Tipping Point. Click to start video at this point — Andrew notes that sales and marketing alignment is beyond the tipping point with companies realizing that alignment is key.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up.

Sales Qualified Leads 120

Sales Qualified Leads B2B Sales Cold Calling Lead Ranking 120

ViewPoint

DECEMBER 16, 2016

Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you. Pick up the phone, leave a message , send an email – be persistent AND professional.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? They should, but mostly don’t. According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

DECEMBER 12, 2013

Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers. You may be wondering what these pieces of information are all about. You may be asking yourself why I’ve listed off facts about someone or some company. I’ll tell you – the reason is to show you that without context, information is nothing more than noise.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Cable 120

ViewPoint

OCTOBER 31, 2011

Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

JANUARY 22, 2015

Todd Schnick is a stellar individual. He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book.

Tips 120

Tips Order Spending Tools 120

ViewPoint

FEBRUARY 14, 2017

Here are some tips on leaving quality messages: Keep it simple. Watch the video and note the advice below regarding how to leave a voicemail: A quality voicemail will never hurt you. You have dialed the telephone and gotten voicemail – why not take an extra 25 seconds and leave your prospect a quality message? Don’t be tricky.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

SEPTEMBER 28, 2018

Follow these tips and you too can join the podcast personalities that reach thousands of listeners with thought provoking guests. An hour is too long (most producers will agree) because the listener has probably reached their destination, come in from walking the dog or run their training circuit.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

OCTOBER 4, 2016

I wrap up with a “#SalesChats Super-Charged Sales Tip." Finally, I provide some sample questions for the transition between the opening and dialog portions of a sales call (phone or face-to-face) and some pain inducing questions for the dialog portion of the call. I hope you enjoy the video!

Webinar Metrics 136

Webinar Metrics CRM Thought Leadership Sample 136

ViewPoint

APRIL 4, 2013

Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

OCTOBER 12, 2017

Concluding Tip. If so, fill them in with a lead gen program to create a continuous influx of leads that predates the sales increase by at least three months, if possible. It isn’t difficult to make the case for filling the pipeline at the same rate as the company expects an increase in sales.

Forecasting 166

Forecasting Sales Qualified Leads Leads Lead 166

ViewPoint

JUNE 16, 2010

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Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Tips Leads 120

ViewPoint

FEBRUARY 25, 2014

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. Find out more about the difference between an “appearance” and an “appointment” in this week’s PowerMinute. By Dan McDade.'

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Generation Tips 120

ViewPoint

JANUARY 7, 2014

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. In an optimized salesforce, certain forensic practices that identify and deal with these unworked leads should become standard. What are the top 3 “cold case” forensic techniques? Find out in this week’s PowerMinute.

ROI 120

ROI Paid Search Agency Lead Generation Tips 120

ViewPoint

JANUARY 14, 2014

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. If this sounds like your sales pipeline, it’s time to take action. How can you cure inbounditis? Find out in this week’s PowerMinute. By Dan McDade.'

Inbound Marketing 120

Inbound Marketing Lead Generation Tips Video Marketing 120

ViewPoint

SEPTEMBER 16, 2013

PowerMinute™ is series of 1 minute videos produced to give you helpful tips to energize your lead generation results.' In today''s PowerMinute you will hear why it is important to leave voicemail messages when prospecting and how to do it successfully to generate a positive response.

Generation 120

Generation Lead Generation Tips Positioning 120

ViewPoint

NOVEMBER 21, 2013

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. Find out how to really determine the cost of a lead in this PowerMinute session. Take 60 seconds to learn more. By Dan McDade.'

Cost per Lead 120

Cost per Lead CPL Cost Video Marketing 120

ViewPoint

NOVEMBER 5, 2013

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. Ultimately, net revenue can increase by up to 500%. How do you get there? Watch this PowerMinute to find out. By Dan McDade.'

Sales Qualified Leads 120

Sales Qualified Leads Video Marketing High Quality Lead Lead Generation 120

ViewPoint

AUGUST 20, 2015

If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward. A tip here: prioritize what needs to be repaired based on impact to your overall performance. Your assessment should identify weaknesses and gaps in seven key components of your flow. Step 4 – Results and Report.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 120

ViewPoint

OCTOBER 23, 2013

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. Learn how to sell more and meet your revenue goals in the latest PowerMinute. Watch the one minute video now and start increasing your ROI. By Dan McDade.'

Lead Ranking 120

Lead Ranking Video Marketing Leads Lead 120

ViewPoint

OCTOBER 8, 2013

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. It’s time to get with the program! By Dan McDade.'

Lead Ranking 120

Lead Ranking Lead Scoring Leads Lead 120

ViewPoint

DECEMBER 20, 2016

Watch for Tip #6 in this series. In that tip we'll talk about tripling the return on marketing and sales investments through effective nurturing. Keeping in mind the disclaimers, a $1,200 lead cost for a $100,000 solution is a LOT more realistic than $50 - $100.

Cost 120

Cost Sales Qualified Leads Cost per Lead Account Based Marketing 120

ViewPoint

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Day 1 of Sales 2.0 was full of great speakers and information. I spent the day tweeting the points I found the most valuable and thought you would enjoy them as well. Dan McDade (@dandade) April 8, 2013.

Training 120

Training Lead Ranking Lead Scoring Trends 120

ViewPoint

FEBRUARY 24, 2016

I hope at least one of these tips helps you fix something that is broken in your company. Readers: if you have other tips I would love to hear them.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

MAY 16, 2013

Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. Via Partners in Excellence Blog. Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear. Via Marketo Blog.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

JUNE 20, 2013

Inside Sales Power Tip 118 – Share Insight. With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

JUNE 24, 2016

We don’t offer tips, tricks, shortcuts, or promises that are simply too good to be true. Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

MAY 23, 2013

He offers two simple tips on respecting your competition. Via SiriusDecisions. At Internet Week: Marketing + technology = competitive advantage - See more at: [link]. Marketing + technology = competitive advantage.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

DECEMBER 6, 2011

Try Malcolm Gladwell ( The Tipping Point , Blink , Outliers ) or James Surwiecki ( The Wisdom of Crowds ). If you don’t want to read Jim Collins, find something that appeals to you; you’ll find ideas and lessons that you can apply to your sales efforts, if you look for them. They help you to understand human psychology.

Television marketing 120

Television marketing B2B Sales Class Consulting 120

ViewPoint

OCTOBER 30, 2012

It can be a Webinar, ebook, downloadable tip sheet, self assessment or educational video series (like my free sales training videos ) that solves a common problem or addresses a popular fear or myth. Start netting leads by creating content that is provocative—compelling enough to cause prospects to sign up for more content they’re craving.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

JULY 9, 2013

Click to start video at this point — This is something Lori herself asks others in leadership roles in hopes of gaining a new tip as well. Filter Through the Noise and Stay Focused. Just like anything there is an art and science to it and you have to find a system that works for you.

Lead Ranking 120

Lead Ranking Lead Scoring Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing.

Mobile Marketing 120

Mobile Marketing Lead Ranking Lead Scoring Marketing Leads 120

ViewPoint

SEPTEMBER 26, 2011

Here are five tips. Bottom line: The audience you reach on Facebook isn't the same as the one you find on LinkedIn. Facebook success demands knowing a few of the ins and outs of the platform and the community. Take advantage of FBML.

Facebook 120

Facebook B2B Marketing Planning B2B 120