Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
ViewPoint
AUGUST 26, 2014
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts.
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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
ViewPoint
AUGUST 19, 2014
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts.
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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:
ViewPoint
AUGUST 12, 2014
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts.
Listen more, talk less … and drive more revenue
ViewPoint
MARCH 7, 2018
Even when good listeners have strong views, they suspend judgement, hold their criticism and avoid arguing or selling their point right away. Restating key themes as the conversation proceeds confirms and solidifies your grasp of the other person’s point of view. Be focused on the moment and operate from a place of respect.
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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)
ViewPoint
NOVEMBER 8, 2017
As always, I value your questions, comments and views. You can read more about this topic by downloading “Point C: From Chaos to Kickass” here. How does your company stack up? Are you a well-run lead generation machine, or is there room for improvement?
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How to Refine Your Sales Methodology
ViewPoint
NOVEMBER 17, 2016
Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
ViewPoint
JULY 7, 2015
Someone may have viewed a variety of resources on your website, but as an aggregate, what intent does their viewing indicate? If they register for a webinar, the lead usually gets a higher number of points than if they view a webpage, but did they show up? Did they view the recording when it became available on demand?
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Is it better to in-source or outsource sales lead generation?
ViewPoint
OCTOBER 20, 2017
Plus, a by-the-numbers view of the “More Effective” side of the equation, showing you how much more revenue you can count on by using a firm fully focused on teleprospecting on your behalf. Download More Effective, Less Expensive —a side-by-side, line-by-line cost analysis of inside and outsourced lead generation approaches.
Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
ViewPoint
APRIL 2, 2013
Don't confuse this with only pushing your own agenda, but rather contributing a distinct point of view," Mitchell writes. For B2B Marketing, Email Should be Personalized and Targeted. Marketing Automation Software That Delivers the Most Data Wins.
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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
ViewPoint
JULY 14, 2015
We think our view is shared and clearly expressed by the majority of the panel. A salesperson's view of the customer is often one of someone in the later stages of the buying process. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see. The Models are Models' Perspectives.
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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life
ViewPoint
FEBRUARY 13, 2018
It was called Valley View Farms Country Store and Produce Market in Cockeysville, Maryland. I asked the guy—who I didn’t know then—where he was going, and he said, "Well, I'm going to Valley View Farms." Jim Obermayer: Have you had any mentors in your life, Dan, that you’ve learned from that you'd like to mention? He replied, "I know.
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149 Half of all sales inquiries are good. The challenge is finding which half.
ViewPoint
JUNE 24, 2014
In the recent past (5-6 years ago) we started using programs that grade people who visit your website, score them by what they click on and how long they view it, and present the not-too anonymous visitors to salespeople as sales leads. This happens without filling in the “Contact Us” form.
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Make Marketing More Efficient by Embedding Analytics on Top KPIs
ViewPoint
MAY 1, 2013
Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing. Quality marketing analytics should provide an in-depth view of both your leading and lagging performance indicators and provide you with both the “what is wrong” and “how to fix it” analyses.
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Seven Ideas to Increase Sales (Reading time: Five minutes or Less)
ViewPoint
NOVEMBER 2, 2016
Segmentation can be accomplished by title, by content consumed and/or the number of assets viewed. Response Management and Event follow-up: Did you know that you are better off calling 335 of the right prospects three times rather than calling 1,000 suspects once. This concept can be easily tested. Don’t go overboard.
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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]
ViewPoint
SEPTEMBER 22, 2015
While I am all in favor of ABM technology, marketers will fail if they fundamentally view Account-Based Marketing as technology. Craig Rosenberg, aka The Funnelholic : The operative words in the statistic from SiriusDecisions are "ABM technology." It's not—it's bigger than that.
"Marketing is too important to be left to marketers."
ViewPoint
JULY 28, 2015
Here’s the problem: Marketing is increasingly viewed as a separate entity, an outsider to what the company’s business is all about, when in fact, it is inseparable. But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy.
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PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
ViewPoint
OCTOBER 11, 2012
But improvement is needed in getting there: “I still don’t think there are a lot of marketers who understand here is step one, step two, step three, and here’s the practical change we have to bring to our organizations in order to have a buyer-centric view and a buyer-centric environment and culture from our company perspective.”.
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120 Expert Panel’s Feedback on Our Lead to Revenue Calculator
ViewPoint
JANUARY 27, 2017
From a sales point of view, a nurtured lead presents itself as a MQL/SQL not as a different category. So from my point of view the nurturing line item is confusing, possibly misleading from a pipeline/funnel management POV, and doesn't have a lot of meaning. I'm confused with carrying a nurturing "revenue" in a current pipeline.
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4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)
ViewPoint
MARCH 3, 2016
Many marketing departments have a quantity versus quality view of their job. The calculator you use needs to arrive at the number of SQLs and your process needs to assure that those are the only leads turned over to sales. The problem of dumping leads on sales is not new, but seems to get worse every year. Each year their budget is cut.
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180 Scheduling an Appointment With an "Uncloseable"
ViewPoint
JULY 24, 2017
A sales-qualified lead that’s not effectively followed up is wasteful from a budget and revenue point-of-view. We have a mini-course we present to our clients’ sales forces to help them increase the number of leads that get converted to sales opportunities. No testing. Everything is testable.
SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth
ViewPoint
MAY 29, 2012
Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating). Marry the art and science of marketing. All companies should be doing less selling and more story telling. Don’t use the word “Submit” on forms.
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120 Why I Wrote The Truth About Leads
ViewPoint
JANUARY 31, 2011
Click here to view Amazon listing. I recently published The Truth About Leads. Find out why.
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PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’
ViewPoint
OCTOBER 1, 2013
Below are some salient takeouts from our conversation, which can be viewed in its entirety here. Ardath, who has more than 28 years of marketing and sales experience, discussed how important writing and storytelling has been to her success. A Move Toward Customer Retention. She said she’s seeing a renewed focus on customer retention.
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PowerViews with Koka Sexton: How to Leverage Social Media
ViewPoint
AUGUST 14, 2013
Here are some salient outtakes from our discussion, which can be viewed in its entirety below. Armed Forces veteran who served eight years in countries such as Iraq, Bosnia, and Panama — Koka is an acknowledged social expert in the technology industry. What is Social Selling?
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Bulls, Bears, Bernanke and BtoB Lead Generation
ViewPoint
JULY 10, 2012
We publish this information quarterly and you can view the current Lead/GDP Chart anytime. For example, you would expect companies to invest less in long-term marketing such as branding and more in demand generation from now until the end of 2012. I am anxious to hear your thoughts.
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PowerViews with Nick Stein: The Role of Games in the Sales Office
ViewPoint
AUGUST 28, 2013
Here are some highlights from our discussion, which can be viewed in its entirety below. Nick is a results-driven marketer, has been a writer for Fortune magazine, an adjunct professor at New York University, and an award-winning investigative journalist for CBC television. Consumers are Better Equipped.
PowerViews with Peter Bourke: Sell Less, Win More
ViewPoint
JULY 30, 2013
Below are some choice takeaways from the full interview, which can be viewed in its entirety below. Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). Unselling: The Less You Sell, the More You Win.
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120 The 5 Top Media for Cold Prospecting
ViewPoint
JANUARY 26, 2012
Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure. These services compare the IP address of business visitors and provide you with reports on pages viewed, combined with publicly available contact information about the visitor’s company.
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PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0
ViewPoint
SEPTEMBER 20, 2012
This current view of RPM—it’s really about how do you optimize the marketing and sales process.”. He adds that they have applicability as a systematic approach in marketing and sales for companies that will take a more long term view—and not just a view to increase sales in the next quarter. Habit 1: Listen.
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120 PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra
ViewPoint
SEPTEMBER 17, 2013
Here are some highlights from our conversation, which can be viewed in its entirety below. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business. Used to be lucky if you had an email to go on”.
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Suit Up, Stand Up, Sign Up: A Sales Mantra
ViewPoint
SEPTEMBER 17, 2013
Here are some highlights from our conversation, which can be viewed in its entirety below. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business. Used to be lucky if you had an email to go on”.
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120 B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?
ViewPoint
DECEMBER 16, 2016
This is great; this customer just told me what they want.
10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015
ViewPoint
JULY 17, 2013
Some futurists predict the emergence of reality technology—we can watch 3-D holographic images of one another while simultaneously viewing documents on our desktops and laptops (or whatever replaces them!). Right now, Skype, web conferencing, and video are quickly catching on over face-to-face visits and traditional meetings.
CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table
ViewPoint
MARCH 6, 2012
Overall, it requires an understanding of the purchase process from the buyer's point of view. This means gaining insight into everything from the ideal buyer’s challenges, aspirations, attitudes, influencers, and motivators to their content and information preferences.
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"New Sales. Simplified." A Must-Read!
ViewPoint
MARCH 17, 2015
I agree with his view that the executive suite is filled with nicer, smarter, more professional and bigger thinking people than lower levels in the organization. He spends a lot of time on this framework, but I can’t begin to do it justice. All the more reason you should read the book for yourself!
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120 The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)
ViewPoint
MAY 3, 2012
The historical focus on cost-per-lead in B2B lead generation is a myopic view that incorrectly places attention on a detail rather than the overall picture. When I think of a way to step back and view the marketing KPI “forest” rather than the cost-per-lead “tree,” the data-to-wisdom continuum comes to mind.
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Dealing with the New Customer Acquisition Challenge
ViewPoint
AUGUST 29, 2011
Our view is that if you don’t know exactly what you are looking for, how will you know if you found it? But we did identify over 20 firms that got solid ratings from their users, so the resources to improve prospect data quality are out there.
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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)
ViewPoint
SEPTEMBER 13, 2016
But when they do that, they minimize their ability to shift the customer’s thinking, to get them to consider different points of view, to create differentiated value. Too many sales people use the 57-90% figure as an excuse to wait. It’s like responding to the RFP that you haven’t written. High performers don’t care about this.
Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?
ViewPoint
JULY 17, 2012
One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).
Does Your Sales Team Know How to Follow-Up on a Lead?
ViewPoint
JUNE 7, 2016
The SAL stage is typically overlooked because it is viewed as unnecessary and cumbersome. Rejected leads should be automatically rerouted back to marketing or teleprospecting for further attention and resubmission if necessary.
'Gold Calling' Is Alive and Well
ViewPoint
AUGUST 21, 2013
View the original article By Dan McDade.' Gold Calling, Cold Calling 2.0 or cold calling. It is definitely not dead, but your company might be if you buy into the hype. Originally published on salesandmarketing.com, June 7, 2013.
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120 B2B Lead Generation: The Best of PowerViews
ViewPoint
OCTOBER 2, 2012
Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.
PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing
ViewPoint
JUNE 15, 2012
With many sales managers focused on their own responsibilities and teams, it is the marketing manager who can and should take the bigger, longer view. Click to start video at this point — In discussing alignment, Jim immediately focuses on marketing and sales managers who need to step forward into leadership roles.
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4 Trends Shaping B2B Marketing in 2011
ViewPoint
FEBRUARY 2, 2011
Similarly, social media fans love to pore over their own endlessly fascinating (but ultimately meaningless) stats: number of fans or friends or followers, number of retweets, number of views on YouTube, comparative social clout, and on and on; meanwhile, all the C-suite really counts is sales.
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