ViewPoint

AUGUST 16, 2018

Often hot leads are really buying companies that have already been sold by another vendor. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In many cases hot opportunities are already baked.

Lead Ranking 136

Lead Ranking Lead Scoring Sales Qualified Leads Leads 136

ViewPoint

JUNE 28, 2016

times the ERP vendor's overall market share. "I would say over a 24-month period the close rate on such leads (across a large number of reps of varying capabilities AND a even distribution of leads across project cycles) would be 1.25-1.75 I honestly don't think one can credibly get any closer to an answer than that.". "A

Sales Qualified Leads 159

Sales Qualified Leads Lead Ranking Lead Scoring Leads 159

ViewPoint

MARCH 27, 2014

A survey Of 175 B2B buyers reveals what they want to see on vendor websites. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

APRIL 4, 2011

Vendors are getting much better at making the applications easier to use and are producing templates that streamline adoption. It would appear that marketing automation vendors share a certain enmity when it comes to their competitors. Vendors need to work much harder at collaborating to educate the market.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

MARCH 22, 2018

In another video, Mike Weinberg stresses the necessity for sales to be a value creator and consultant, not just another supplier/vendor. Both decisions cost them almost all of 2017 in opportunity cost not to mention the wasted investment in a low-quality vendor that didn’t perform. Mike Weinberg. Brian Tracy.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

MAY 28, 2014

A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market.

Service 120

Service Studies Branding Brand Identity 120

ViewPoint

MARCH 12, 2013

Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. They don’t like to be “sold to,” but they do like to talk to vendors because they see vendors as authorities in technology categories.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

JUNE 28, 2012

He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways. Rich also notes challenges from “this stinky permanent recession that’s putting margin pressure on so many vendors.”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

APRIL 28, 2011

44% conducted anonymous research of a select group of vendors. It gets worse, since even if the buyer finds you, IDG Communications says: IT buyers found relevant content on a vendor’s website only 42 percent of the time. The lack of relevancy for the prospect reduced the vendor's chance of closing a sale by 45 percent.

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

FEBRUARY 2, 2017

Are we a niche vendor, consultant, or service aggregator? 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Lead Scoring Leads 120

ViewPoint

JULY 11, 2011

Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public? Significant market competition from established packaged and on-demand vendors. Target market challenges. Competitors may have greater name recognition, larger budgets and more offerings.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 12, 2011

Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). The rest will likely decide on a competitive solution simply because they didn’t know about yours.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. In many cases hot opportunities are already baked.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Lead Scoring Demand 120

ViewPoint

OCTOBER 20, 2011

A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? , Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

DECEMBER 16, 2016

The idea being that when a customer decides they are ready to purchase a solution to their challenge, they are more likely to have a clearer, more realistic sense of their needs and how you can help (thanks to your targeted insights), and they are more likely to associate you as the incumbent in their vendor selection process. Read more here.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

JUNE 28, 2018

Are we a niche vendor, consultants, or service aggregator? Following that conversation, I telephoned 10 of that software company’s largest partners and asked them about lead quality from the other vendor. Do we provide staffing, or are we a HR services firm? Political Consultant Roger J. They said the quality sucked.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JANUARY 15, 2013

Are you looking for a vendor or a partner? However, if you look closely at each element on the list below, I believe you will be able to tell which companies are likely to be true partners and which will end up being vendors. This article is about how to select a partner once you decide to go in that direction.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 23, 2016

If you’re using BANT, you might as well answer “No” to question 1 because most BANT qualified leads have already selected a vendor – putting you in the position of providing a competitive quote with no chance of winning. A BANT qualified lead requires that the lead has a budget in place, the authority, need and a specific timeframe.

Marketing Qualified Leads 168

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Lead Generation 168

ViewPoint

JUNE 6, 2013

According to a study from the Chief Marketing Officer Council, 9 out of 10 B2B buyers ranked online content as having at least a moderate effect on their choice of vendors. CMO Council study: Content has significant impact on buying process. The most sought after content are research reports, white papers, case studies and product reviews.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

MAY 23, 2011

Over the last two years, we published reports on the data coming from compiled data vendors. So, if you want to sell ovens to pizza shops, you’d go to a compiled data vendor like InfoGroup to get a list of pizza shop owners, compiled from the Yellow Pages. Have a look at the reports here: 2009 and 2010.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. As I reported in my "Customer 2.0" Building a great B2B brand.

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

JUNE 2, 2015

While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process. A collaborative vendor-client relationship equals a win-win! There are certain responsibilities specific to the client that can help make their program a success.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. There are many vendors competing in the Inside Sales arena for the same technology dollars.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

JUNE 5, 2015

The vendors will tell you that themselves. They might charge $650 - $850 per appointment, while we might charge $1250 for a highly qualified sales opportunity that sales will trust. Guess what? The appointment is NOT a highly qualified sales-ready lead.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

APRIL 16, 2013

It did not surprise me that attendees enjoyed hands-on advice and were impatient with “commercials” from vendors and speakers. Traffic was brisk during well-organized meals, breaks and two receptions.

Conference 120

Conference Paid Search Agency Rules Lead Ranking 120

ViewPoint

MARCH 2, 2011

Ask yourself: “Are we hiring employees and vendors based on tactical skills rather than ability to create strategic results? Do they ask the right questions of us—or avoid ours? Might the sales process itself be 'home' to what we already know works?” ” The answers may surprise you and prompt bold actions.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

AUGUST 28, 2013

Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said. Here are some highlights from our discussion, which can be viewed in its entirety below. Consumers are Better Equipped.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

AUGUST 11, 2015

Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. Generating demand (the easiest chore) can be a money pit, if the results are not guiding the 2-15% of a company’s yearly revenue spend (on marketing).

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

OCTOBER 5, 2018

The problem with BANT qualification criteria is that once a prospect has a specific budget and timeframe it is highly likely that they have already selected a preferred vendor and the best you can hope for is to be column fodder in an evaluation that has already been won by a more agile competitor.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 136

ViewPoint

MARCH 1, 2012

It’s a good read partly because of the follow-up comments from vendors, industry consultants and marketing professionals. Lack of clarity about marketing automation objectives. Not enough of the right content. Underestimating the resources and time needed to succeed.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

SEPTEMBER 24, 2013

My final note: Demanding BANT qualified leads ensures that you are going to be competing against an entrenched vendor that has probably already won the business. They may be so far along in their decision making process, you don’t have a chance.". In other words, if you are waiting for BANT, you are waiting to become column fodder.

Opinions 120

Opinions Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MAY 7, 2013

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. Study Lead Behavior.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

JULY 16, 2013

Their main concern was how vendor bias would impact the information quality. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Lead Quality Drives Increased Revenue.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

JULY 17, 2012

The idea being that when a customer decides they are ready to purchase a solution to their challenge, they are more likely to have a clearer, more realistic sense of their needs and how you can help (thanks to your targeted insights), and they are more likely to associate you as the incumbent in their vendor selection process.

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

APRIL 23, 2013

Sales people need to be aware of—and must find ways of validating—whether the prospect has established an internal case for change, whether that case is urgent, how this project compares to other priorities , and whether the vendor is in prime position. Whatever the situation is today, it’s likely to be fluid.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales.

Work Management 120

Work Management Marketing Management Copyright Blogger 120

ViewPoint

DECEMBER 18, 2012

Click to start video at this point — The fantasy that drives pay for performance pricing is that if they switch vendors they will get a better price and will have to put in less effort and will still get better results. The Big Lie That Drives Pay Per Performance Pricing Requests. There is no truth behind this. Price Motivated Buyers.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120