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

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As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.”

Insights on Outbound Conference in Atlanta

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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. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA.

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

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Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). Should you leave a voicemail?

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Expert Panel’s Feedback on Our Lead to Revenue Calculator

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I think we need to stop thinking numbers and start thinking about how to increase the quality of our conversations on both sides to engage with fewer opportunities but win more business because those conversations are more relevant and useful/strategic.

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B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., or very strong indirect) correlation with tangible business outcomes their. B2B Marketing.

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

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. How are you helping them uncover and/or reframe issues they have in their business? Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers.

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

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. I have been in the outbound prospecting business for twenty-five years and never once have made a truly “cold” call. Check out my Lead to Revenue Calculator to estimate how much of your future revenue needs to come from existing business, inbound, nurturing and outbound. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Rafe VanDenBerg , editor in chief at MindBrew , shares his belief that assumptions, opinions, and guesswork are still the basis for far too many decisions in business today. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales.

The Quest for Good Leads: Are You Asking the Right Questions?

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I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. movement harshly declare that proactive targeting and prospecting for new business is dead. What’s a good lead rate? How much should a lead cost?

B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., or very strong indirect) correlation with tangible business outcomes their. B2B Marketing.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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While ABM is full of promise, there is still much to be proven and done before marketers can adopt and declare this a winning strategy for their business. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it?

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action.

Are You Building a Company or Just Laying “Marketing Brick”?

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Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? There’s a quote by Charles M.

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B2B Marketing Trends for 2016

a better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., or very strong indirect) correlation with tangible business outcomes their. B2B Marketing.

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

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If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. And this is really bad news for businesses.

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Is Your Lead Generation Strategy Broken?

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Note: while MQL, SQL, and SAL are common terms to describe your leads and their stage in the sales pipeline, different terms might be more appropriate for your business.).

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. In a recent interview, I sat down with Matt Heinz to pick his brain.

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

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It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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I recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses."

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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Maybe you traditionally sell to one line of business. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.

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

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With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice). If no response, the lead goes back to PointClear or the internal business development team for rescheduling.

Status quo, you know, is Latin for 'the mess we're in.'

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Business reply devices. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads.

The #1 Reason CEOs Should Care About Lead Generation

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The corporate landscape has drastically changed to make businesses earn their audience's attention. Sales creates new business, and marketing creates and manages demand for that new business. I often say that CEO’s don’t care about leads, they only care about revenue.

B2B Mobile Marketing: 15 Ideas You Can Use Today.

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The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace. Are you interested in learning more about B2B mobile marketing?

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Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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Did you know that senior executives do not consistently provide sufficient body language to be scored; meaning that more agile competitors are meeting with these same prospects right now and closing business that you are not. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue.

How Much Do Your Leads Cost?

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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?

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Marketing Automation is Not Marketing Strategy

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Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York.

"New Sales. Simplified." A Must-Read!

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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.

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Follow the Money: The Primary Responsibility for CMOs

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Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management.

ROI 98

Most Market Share Battles Are Lost, Not Won

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Only people can save their way to prosperity, businesses can’t do it. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Today it’s about producing business results.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. Validation of business issues/opportunities. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

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

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They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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Several PowerViews'' alums also shared their thoughts on the subject: including AA-ISP founder Bob Perkins who said: "I will quote a dear friend, Antarctic Mike, who said, ''Finding net new business is the fuel of champions.''

5 Keys to Becoming a Sales First Company

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Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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Many larger SMBs (small to midsized businesses) are getting it right because they must get it right to benefit from all of the effort and expense to procure leads. The meetings scheduled are a leading indicator of closed/won business.

Like Leaving Flour Out of a Cake

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Business development reps in marketing were compensated based on quantity, not quality of leads passed. This led to informal agreements with sales reps to accept almost all leads with little inspection in order to keep the business development rep focused on spending more time on the sales rep’s territory. Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family.

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

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While many industries estimate that sales reps source 60% of their own business, the reality is that each company should provide much more support.