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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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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.

Looking to enhance sales lead performance? Put process before technology.

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When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation.

Trending Sources

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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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.”

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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The CEO (or in larger companies the SVP of Sales & Marketing) must ensure that there is a shared definition of a lead AND that a judicial branch is put in place to enforce marketing’s compliance with that definition AND that sales effectively executes lead follow up on leads that meet the definition. In the new era, there’s no throwing raw leads over the fence and hoping for the best; and there’s no “this lead’s no good” at-a-glance judgement.

5 (doable) ways to drive revenue growth now

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They are logical, doable, effective steps you can put in place—and they work. Are sales and marketing aligned on what they’re telling the market, and the best ways to reach out, or are efforts mismatched? An accurate forecast is critical to effective sales and marketing. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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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.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In fact, I think the technology comes a distant third to strategy and effective execution.

Insights on Outbound Conference in Atlanta

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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. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees.

Does Your Sales Team Know How to Follow-Up on a Lead?

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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. Develop a lead hand-off process and follow-up best practices.

How to Leave Voicemails that Generate Results

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Best case you get a call back that turns into an angry prospect because of your approach. Start working on better, more effective voicemails and test, test, test. Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results.

The #1 Reason CEOs Should Care About Lead Generation

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Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. Marketing for All It’s Worth When an effective lead generation strategy is in place, everyone benefits.

How Much Do Your Leads Cost?

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So while the leads were cost effectively generated, none panned out, and all money spent was wasted. The next blog in this series introduces the Judicial Branch—the best way to eliminate finger pointing between marketing and sales, and keep leads from being ignored by the field.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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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?

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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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). The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved.

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved.

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Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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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.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

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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.

Gold Calling vs. Cold Calling

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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. I've written many blog posts on the fact that cold calling isn't dead.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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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.". Someone once told me that CEOs don’t care about leads.

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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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.”.

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Q&A With Dave Stein and Steve Andersen

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PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. At the end of every chapter, we have included a set of diagnostic questions that readers can use to drill down on what they’re doing right, where they could use improvement, and how to move forward with greater effectiveness.

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REVENUE: The Golden Opportunity with Big Data and Content Marketing

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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. By Christopher Hosford, editor-in-chief, HosfordGroup.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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So it’s not in their best interest to work on leads that aren’t going to close this quarter. Even if marketers do a fantastic job, should sales people have the ability to accept or reject leads so those leads can be more effectively nurtured? I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries.

Power Opinions - Experts Select Top Three Social Media Tools

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Carlos Hidalgo from Annuitas recommends that “organizations should be training their teams on how to use it effectively”. Anthony Iannarino (who listed blogs first on his list) stated that, “The best social media tool you will ever have isn’t a tool. We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why?

Marketing Needs to Put Skin in the Game

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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.”. The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves.

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Is Your Funnel Full of Fool's Gold?

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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? To get these two areas to work in concert and to most effectively and efficiently do their respective jobs, means marketing must add an important function to its organization: Prospect development.

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

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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

Best of PowerViews: Exciting Future for Inside Sales Experts

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We should definitely start analyzing the metrics so we can be more effective in closing sales and generating better leads. Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Each interview is available on our blog and YouTube channel.

'Gold Calling' Is Alive and Well

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I think this quote from Friedrich Nietzsche says it best: “The visionary lies to himself, the liar only to others.”. The average sales force closes about 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. More musings on the premature death knell for outbound sales. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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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.

PowerViews with Anthony Iannarino: Changing Business Models

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You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. The client who you can do the best work for and create the most value. My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing.

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B2B Prospecting Data Just Keeps Getting Better

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But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively.

Successful Lead Generation - One Size Does Not Fit All

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Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program. One firm that benefited from an effective outbound prospect development program was Joulex. Top performing B2B sales organizations rarely employ just one lead generation tactic.

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Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!

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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?"

Good Reads for B2B Sales - Cold Calling Revisited

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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. Cold Call, revisited: Best practices for getting in the door.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?

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Is "appointment setting" an effective tactic for lead generation and nurturing? In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation?

Successful Content Marketing Plans Do 1 Thing Really Well

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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. Today's guest blogger is Jeff Molander.

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Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

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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. Online content in the sales and marketing industries is dynamic and constantly changing.

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

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I don’t believe starting a conversation with outbound is the best way. 77% of marketers either rate themselves as only somewhat or not at all effective. He says one of the best examples of this is a recent commercial for the 2013 Honda Accord: “It starts off and says, ‘We know you.’

Put A Judicial Branch In Place to Eliminate Wasted Leads

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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.