ViewPoint

SEPTEMBER 28, 2010

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Process 120

Process Business 120

ViewPoint

OCTOBER 24, 2017

I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. movement harshly declare that proactive targeting and prospecting for new business is dead. Today I can’t pick up a newspaper without being told that my privacy is dead. That one I am starting to believe.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

ViewPoint

MARCH 9, 2010

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Webinar Metrics 120

Webinar Metrics Business 120

ViewPoint

AUGUST 27, 2018

Economist Milton Friedman said the main purpose of a business is to maximize profits for its owners (for a publicly-traded company, it’s for the stockholders). Jim Cathcart says, the purpose of business is to “make life better for someone.” Marketing is the distinguishing, unique function of the business.".

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

JUNE 9, 2017

We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. I have been extremely busy but I’ll be ready to talk to you soon.”. But then he gets busy and forgets to call back. You are my conscience. We didn’t stop.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

NOVEMBER 8, 2017

Why else would I, someone in the lead generation business, get multiple calls and emails from lead generation companies every week (and multiple calls over time from the same firms)? An example cadence for our programs is 10 to 12 touches over 10 business days including 4 to 5 dials, supported by 3 to 4 voicemails and 3 emails.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

DECEMBER 15, 2017

She’s worked with scores of technology, healthcare, business services and other B2B companies grow their businesses by managing the agile processes that result in high-value sales leads, strong marketing ROI—and predictable revenue needed to scale.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

ViewPoint

APRIL 19, 2017

movement harshly declare that proactive targeting and prospecting for new business is dead. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 Some Additional Take-aways.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. You may have considered the following challenges when evaluating the choice to improve results by outsourcing your teleprospecting lead generation: Our business is different. Sales is sales.

Lead Gen 136

Lead Gen Telemarketing Sales Qualified Leads Lead Scoring 136

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. Software to optimize the insurance business through predictive analytics. IT systems and services to help ensure business continuity and disaster recovery.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. However, why sell into situations where you are going to have to compromise to justify purchasing’s job (unless that is just the kind of business you are in). It's a rather straightforward proposition to sell on price only.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

NOVEMBER 13, 2017

They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. Touches are a combination of dials, voicemails, emails and in some cases direct mail (multiple media). We strongly believe that great technology, while necessary, does not replace great conversations.

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

DECEMBER 7, 2017

I think if I were a Shark Tank investor, one of the first things I’d do is look at the pitching company’s website, call the company, and find out if they really want to be in business. Voice mail boxes are a reasonable business expectation. This issue seems to be an epidemic among American-based companies with entrepreneurs born here.

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

APRIL 11, 2018

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. Business Day. He landed a huge lead for our client (with a $1 billion company). If No Connection. Dial Number. Voicemail #1. Voicemail #2. Voicemail #3.

PointClear 136

PointClear Sales Qualified Leads Marketing Qualified Leads Leads 136

ViewPoint

MARCH 4, 2014

Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. Here are three ways inbound marketing might actually be hurting your business, and how to fix each problem. But there are problems with inbound marketing.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

FEBRUARY 16, 2016

For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. Once you raise awareness in that prospect, your solution will be the first that comes to mind. Qualify Your Lead.

Sales Leads 159

Sales Leads Sales Qualified Leads Marketing Qualified Leads Leads 159

ViewPoint

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. Background: Recently, Business Intelligence (BI) has surfaced as just another name for Artificial Intelligence – AI (and ML for machine learning).

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

JANUARY 16, 2018

This is an outtake from her interview on SLMA where she talks about the five most important things she has learned in business and life: The Most Important Things Jill Konrath Has Learned in Business and Life. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

JUNE 21, 2018

While many companies expect that sales reps source 60% or more of their own business, the reality is that each company should provide a higher percentage of potential new business in the form of SQLs. Hence, the 35% used in this example. Take a look at what YOUR lead to revenue calculator looks like.

Lead Ranking 120

Lead Ranking PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. Simplified.: And now for an overview of some of my favorite chapters….

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

JUNE 4, 2018

This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine.

Cost 168

Cost Marketing Management Advertising Benchmark Paper 168

ViewPoint

JUNE 28, 2016

Just don't beat yourself up because you have a low close rate if you knowingly go after low probability business.". "I Look at it every 6 months, and cull the bottom 10-15% of the team (that has passed through the probation period for new hires) and refresh with new talent. Over time you will raise the gene pool.".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

ViewPoint

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. How many people are so busy staring at their phones that they’re ignoring the human beings in front of them? That’s our job.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

MAY 24, 2016

Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business. Is the appropriate business issue, compelling event and sense of urgency confirmed? Does this lead meet your industry, organization size and additional criteria required?

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. From his consulting experience, Mike has found the number one reason companies struggle to pick up new business is that the people responsible for bringing in new business just aren’t doing it. Simplified.: Sounds plain and simple, right? Simplified.:

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

AUGUST 5, 2016

It’s both comprehensive in scope and easy to flip to the content you need for an immediate situation in your business. I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center.

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

FEBRUARY 23, 2018

They’re seasoned pros who’ve seen a lot in the business world, and who’ve been with us for an average of 4.1 The touch cycle or cadence for this client was 12 touches over 10 business days. I’ve had business peers tell me that they get calls that sound interesting but come at a bad time. years—twice the industry standard.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

DECEMBER 17, 2013

In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets. Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

NOVEMBER 7, 2018

Advertising, once a gamble, has thus become, under able direction, one of the safest business ventures. The correct methods of procedure have been proved and established. We know what is most effective, and we act on basic law. Certainly no other enterprise with comparable possibilities need involve so little risk.

Lead Gen 221

Lead Gen ROI Spending Barriers 221

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. What’s the worst part of separating marketing out from the core of the business? We have to ask ourselves, “Why are we in business?”

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

SEPTEMBER 11, 2017

JO: A couple of months ago we had Michael Alexander, one of our advisers, on our blog, and he's the one who made the statement, "Those companies without a sales process aren't running a business. They're running a lottery." That's what it amounts to. JO: So, the first thing [you've] got to [do is] define what a sales lead is.

Lead Management 149

Lead Management Sales Leads Marketing Management Process 149

ViewPoint

NOVEMBER 5, 2013

Too often, sales leads are dropped and business isn’t closed. In an optimized salesforce, however, sales executives focus on closing business rather than finding business and virtually 100% of leads sent to sales are sales-qualified.

Sales Qualified Leads 120

Sales Qualified Leads Video Marketing High Quality Lead Lead Generation 120

ViewPoint

FEBRUARY 14, 2017

People are busy, but if you have a quality message you will get your share of call backs. Use a series (three) of carefully scripted voicemails followed by emails that build on each other. Each in the series should be related, but different. Be persistent. Use their first name in the voicemail – twice! Create interest fast.

Generation 195

Generation Contacts Course Video Marketing 195

ViewPoint

SEPTEMBER 12, 2018

The most successful sales managers ask themselves: “Who has special knowledge of this prospect’s business?” “Who How can you assure the best salesperson is in front of the best prospect at the best time. Who has a connection to that prospect’s CEO?” These are the same sales managers who consistently meet their numbers.

Top of Funnel 174

Top of Funnel Ad Building Verticals Training 174

ViewPoint

OCTOBER 31, 2017

Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you.

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

AUGUST 29, 2013

If not, now is the time to take a good look at your business model and make the needed adjustments to adapt to the upcoming generation of consumers and employees. A good referral contributes to sales and toward building lasting business relationships. Via Small Business Trends. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear Tips B2B 120