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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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The provider, in these cases, is forced to go to war with their day-to-day contact or do what they say and hope for the best. In other cases, the junior level person is afraid to ask for help within their own organization, increasing cycle time for fixes and slowing down progress. Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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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. Don’t assume your sales team members know lead follow-up best practices; don’t assume the agreed upon definition of a lead is top-of-mind; and don’t assume that the way lead deployment is handled is efficient and effective. I promise to help.

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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. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator.

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B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. them the best rather than reaching for more eyeballs. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B Marketing.

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. It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts.

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.

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The sales rep said, “I never got a lead yet that turned into a sale.”

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I learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. She wasn’t making quota and needed help. The next day we started working on the problems to help her out.

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The #1 Reason CEOs Should Care About Lead Generation

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CEO’s should care about lead generation simply because it will help them create a sustainable company. 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.

B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. them the best rather than reaching for more eyeballs. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B Marketing.

Follow the Money: The Primary Responsibility for CMOs

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If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest.

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

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In my opinion, marketing should be helping sellers get into conversations earlier. I’ve helped my clients do so.”. 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.”. How are you helping them uncover and/or reframe issues they have in their business?

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. What challenge or pain are they likely to be dealing with that you have helped a similar company solve? 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.

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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This, of course, shortens the sales process and helps you stand out from the competition. The best part? Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better.

B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. them the best rather than reaching for more eyeballs. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B Marketing.

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. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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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. Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them. I can help.

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Gold Calling vs. Cold Calling

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In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. In my experience, I've seen that the average sales force closes nearly 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent.

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

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Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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There are certain responsibilities specific to the client that can help make their program a success. We also ask that all stakeholders participate in our “Discovery Workshop” to help us get up to speed on their business.

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. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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Opportunities you’ve helped customers capture. 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.

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.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

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I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program.

What Does “Full Funnel Marketing” Really Mean?

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It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Field sales is flat while inside sales is up 20 percent in the last few years.

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PowerViews with Peter Bourke: Sell Less, Win More

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In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. A salesman does his best work before he even starts to sell? Sell less, win more. Don’t even try to start selling—and you’ll win more commitments.

Lead Nurturing: Triple Your Marketing Return

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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. Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them.

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Best of PowerViews: Are You Tenacious About Sales Follow Up?

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For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly.

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The Key to Filling in Your Revenue Gap

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Inbound Helps Fill Your Revenue Gap, But How Much? At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads. The data is out there to help you recognize the right marketing mix for your business.

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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

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Best of PowerViews: Exciting Future for Inside Sales Experts

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Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. 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.

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'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.”. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. 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.

3 Tips to Turn Noise Into Value

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TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals.

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

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So.how do they help people generate a higher response from clients and customers than many other companies? Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says.

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. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort.

B2B Prospecting Data Just Keeps Getting Better

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Imagine what marketers could do with a treasure trove of data elements like these to help identify high-potential prospects. We recommend that marketers test several vendors, to see which best suit their needs, and conduct a comparative test before you buy.

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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. The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Top performing B2B sales organizations rarely employ just one lead generation tactic.