ViewPoint

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Are you determined and ready to selling more effectively?

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ViewPoint

FEBRUARY 12, 2016

If they aren’t doing the right thing, and they don’t care about doing it the right way, then that employee is probably not the best long-term choice for the company. If your teams are aligned and effectively collaborating, and if you have a coaching strategy for the “right” employees, then you’re following the blueprint of success.

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ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead. Set sales straight—it’s a win win.

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Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

AUGUST 25, 2016

So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)? How can you most effectively fill it instead with solid gold leads that have high potential of closing? The role of prospect development is to close the gap between marketing and sales.

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Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

MAY 20, 2016

This three-tiered approach enables marketing to collaborate more effectively and efficiently with sales in a coordinated effort to push leads through to closed business.”. Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages.

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Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

APRIL 4, 2013

Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. The Force Multiplier Effect of Social Media for Professional Sellers. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect.

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Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JANUARY 5, 2017

Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before. You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. Not 50 things.

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B2B Sales B2B Marketing Tips Account Based Marketing 136

ViewPoint

MAY 24, 2016

So while the leads were cost effectively generated, none panned out, and all money spent was wasted. In fact, proactive outbound prospecting produced the most cost-effective method of highly qualified sales opportunities while other sources cost substantially more—as much as two to nine times more.

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ViewPoint

DECEMBER 8, 2016

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?”. And, together, they’re twice as effective as all other touches combined.” Should you leave a voicemail? Simplified.”

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ViewPoint

MARCH 22, 2018

The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. I am really interested in the finer points of value selling, which is why I constantly reach out to credible sources to make sure we're on top of the industry's best thinking on the topic.

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Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

APRIL 10, 2014

Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. The best weekday to call is Thursday, followed by Tuesday then Wednesday.

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ViewPoint

NOVEMBER 8, 2016

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads.

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Cold Calling Sales Qualified Leads ROMI High Quality Lead 149

ViewPoint

JUNE 10, 2016

Only with an allbound approach will you be able to effectively meet your revenue goals. Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient. I have written that effective lead follow-up involves three components: preparation, communication and execution.

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Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. The best example of this is an appointment setting company that charges by the appointment. Don’t expect your sales force’s close rate to be 50%.

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Sales Qualified Leads Lead Generation PointClear Lead Qualification 120

ViewPoint

SEPTEMBER 29, 2016

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? The question is, "How can I best clean them and mine them for value?" Plans for short- or mid-term purchases.

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ViewPoint

MAY 26, 2016

One of the reasons leads don’t get followed up effectively is, according to Mike Weinberg, author of New Sales Simplified and Sales Management Simplified is because there is a lack of persistence and quality in the follow-up. Note that the seventh “truth” in this blog series will deal with best practices in sales follow-up on leads.).

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Sales Qualified Leads Lead Scoring Lead Ranking Leads 189

ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. At that point, a prospect has received an average of 41 different touches over a period of 15 months.

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ViewPoint

MARCH 1, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”. Effective follow-up on pipeline, nurture and no-response prospects can triple the revenue from marketing campaigns.

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ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

OCTOBER 5, 2018

Marketing was convinced that sales never effectively followed-up on any leads. The same reps who did not effectively follow-up on 81 high quality sales opportunities that were previously provided by marketing were, predictably, highly unlikely to call on 20,000 suspects. The CMO came up with these options because he was fed up.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

JANUARY 22, 2016

It’s a relief to see a return to a balanced approach to selling, and those sales teams who best blend new methods and old, using all means available, had, and will continue to have, the most success. I hope you have enjoyed these three blogs and best wishes for 2016! What They Can Do Better in 2016? Final Thoughts from Dan.

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Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JUNE 6, 2013

Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. As usual, giveaways and demos are used to get attention of attendees. Via GreatB2BMarketing. 5 Buyer Behaviors Reshaping B2B Marketing.

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ViewPoint

JANUARY 19, 2012

Many of the best sales opportunities turn out to be those that have been contacted five or six times using a lead management process that includes voicemails, emails and direct mailings over a period of months before a conversation finally occurs. This step alone can take weeks or months. Good prospect developers are hard to find.

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Sales Leads Sales Qualified Leads B2B Sales Leads 120

ViewPoint

JULY 24, 2017

A sales-qualified lead that’s not effectively followed up is wasteful from a budget and revenue point-of-view. The telephone is one of the best and least expensive ways to determine if you’re on point with your market, message and media. No testing. If you are rolling out an untested campaign you are likely wasting a LOT of money.

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Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

FEBRUARY 24, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". I whole-heartedly agree with Julie! In most cases nothing could be further than the truth.

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

ViewPoint

SEPTEMBER 13, 2016

And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. Ardath Albee: “Research finds that sellers can be involved in all stages of the buying process if they bring value to the conversation. The challenge is in doing the work to truly understand your buyers and bring that value they’re looking for.

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ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

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RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

OCTOBER 29, 2013

There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. You need to steer people to it. Serve Others Before You Serve Yourself.

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Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

APRIL 28, 2015

Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. Here are my step-by-step recommendations for effective lead follow-up: I. This time the QB ran it in for the touchdown. Review all information provided.

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Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

MARCH 24, 2015

Prospecting continues to be an effective and successful way of identifying and creating opportunities. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. No riddles, no secret codes—no puzzles to complicate matters. Simplified.:

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Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. This isn’t about boundaries or who gets credit. The logic behind this calculator makes tons of sense.

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Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 25, 2011

I really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center. I think the best strategy is to consider how best your company can prepare to meet increasing demands for content. Is that a problem? The need for content is not going to wane.

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ViewPoint

SEPTEMBER 21, 2016

We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey. The handoff of prospects from marketing to sales is clunky at best (if it truly exists at all).

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Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

FEBRUARY 4, 2014

I like this approach, because it tests various types of content for effectiveness. Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best. Then there’s optimization techniques that perfect campaigns through multivariate testing. Test it, and prove it! Then go back to the drawing (writing?)

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ViewPoint

JANUARY 17, 2012

No one evaluates the effectiveness of the lead sources. Traditional marketing departments are also not the best equipped for this important job. No one augments the leads with demographic and firmographic data. No one engages with long-term suspects via lead nurturing to convert them to short-term, qualified sales opportunities.

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Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

No one evaluates the effectiveness of the lead sources. Traditional marketing departments are also not the best equipped for this important job. No one augments the leads with demographic and firmographic data. No one engages with long-term suspects via lead nurturing to convert them to short-term, qualified sales opportunities.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

OCTOBER 30, 2012

I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Whether you’re a service or product marketer, this is the best content for blogs or any B2B content marketing vehicle you publish. I did not link back to my content; rather, I quoted my expert’s best sound byte. Provoke an Action.

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Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Prospecting sets you up for everything else in sales.”.

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