ViewPoint

APRIL 15, 2014

Small companies embrace risk and urgency. Linkner cited a number of companies that once were dominant in their fields: Blockbuster, Sears, Kodak, Research In Motion (aka, BlackBerry), Borders, et alii. They’re all in varying degrees of trouble. These guys got complacent, Linkner claimed. They create new ideas from the bottom up.

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

ViewPoint

JULY 16, 2013

Sense of urgency or compelling event exists. Business pain(s) uncovered/validated. Decision-making process and timeframe documented. Budget allocated or process for budgeting documented. Competitive landscape documented. For more information on qualified leads please download our White Paper— How to Build a Funnel Full of Solid Gold Leads.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MAY 15, 2013

Sales managers have a key responsibility to ensure that their sales people critically and robustly qualify every opportunity, with the default being, if the deal looks questionable, get clarity as a matter of urgency or get rid. Smooth Closing = Careful Opening.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

APRIL 23, 2013

They should demand evidence that the deal is real, that the prospect is motivated to change, that genuine urgency exists, and that the sales person can articulate a clear reason why they are going to win—backed up by a coherent strategy. They should be pressing the sales people to justify why their deals should remain in the pipeline.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

SEPTEMBER 23, 2011

Based on factors like the presence of a compelling event and the sense of urgency, the prospect and the professional can discuss and settle on the next best action steps each will take after the call. A conversation supports an accurate and timely assessment around all the qualifying criteria required to meet the definition of a lead.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

AUGUST 23, 2012

So people have to figure out how to create visually the sort of stimulating content that creates urgency and shows enough contrast visually to see why people should do something different.”. He summarizes by noting, “I think that’s the real sort of turning point that we’re at right now. The Perils of Ignoring “Why Change?” and “Why Now?”

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JULY 11, 2013

Timing: “Rather than relying on the prospect for urgency, perhaps that’s something we should be bringing to the table. Connections: Power or access to power—which person has the perspective that will allow for the most urgency to be recognized based on value add? How important is the problem that’s being solved in the scheme of things?

Urgency Marketing 120

Urgency Marketing Lead Scoring Lead Ranking Validation 120

ViewPoint

AUGUST 1, 2013

Learn how to guide your customer through the buying process without removing the customer’s sense of urgency. Dave Brock explains the difference between effectively helping the customer versus helping to the point that it''s no longer helpful. Via Partners in Excellence. Do you have a resource from your sphere to share?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120