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

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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. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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I promise to help. Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.

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.

To Manage Sales You Must Manage Sales Leads

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These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. “Why,” I was asked, “must you manage sales leads in order to manage sales?

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. How much should a lead cost?

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

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B2B marketers require a new set of enabling capabilities to help them identify “in-market” buying signals and purchase stage indicators of both their prospects and all others who fit their ideal customer profile.

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

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As a CEO there are 7 truths you need to know to help you eliminate wasted marketing spend and increase revenue. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

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

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Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs.

B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B marketers will see how sales people can help. B2B Marketing.

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

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He answered: "I am helping to build a great cathedral.". There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." The second man was asked: "What are you working for?"

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

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Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue. What are ways you’ve found to help them focus on sales and marketing issues?

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Is Your Lead Generation Strategy Broken?

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Just like defining what a marketing qualified lead and other lead definitions are can help unite sales and marketing, the SLA can provide formal guidance and direction that will lead to sustained growth.

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

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Matt provided a good deal of detail around each of these roles: Marketing Technologist : “One of the first things I think about is understanding the role of technology in helping to accelerate marketing impact in pipeline development.”.

B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B marketers will see how sales people can help. B2B Marketing.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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Remember, you’re not trying to sell prospects, you’re trying to help them. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all.

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. ABM is “RAD” (helps with Retention, Acquisition and Development)!

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

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They produce the content and materials that help lure contacts at the company into deeper conversations with sales. 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.

5 Steps to Account-based Marketing Success

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If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare.

B2B Marketing Trends for 2016

Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. advocacy program aimed and fine-tuned for their sales department will help. B2B marketers will see how sales people can help. B2B Marketing.

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

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Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know.

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

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She wasn’t making quota and needed help. The next day we started working on the problems to help her out. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program.

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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. The #1 reason why CEO’s should care about lead generation is simply because it will help them create a sustainable company.

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

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The fact that we agree on many things helps, I guess. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount.

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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? Cold calling is dead.

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

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If you have something that makes your prospect smarter, helps them be better, it may be unexpected but they’ll appreciate how you’ve differentiated and been focused on value creation.” 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.

Why Measuring Success on Cost Per Lead is a Huge Mistake

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Contact me if I can help. In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality.

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How to Leave Voicemails that Generate Results

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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. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply.

How to Diagnose if Inbounditis is Killing Your Sales Pipeline

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Let me know if I can help. Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet.

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

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You’ll learn how a balanced allbound marketing program helps you achieve the revenue you need by keeping you focused on the right market. 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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Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. The sales executive must be more interested in helping the prospect find the right solution for their situation—not just pushing their offer.

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. Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better.

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.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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And they want to learn more about how you can help grow their businesses. We need their help more today than ever … just not with qualifying leads.". In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report.

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

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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. Want help with nurturing? I can help. Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

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

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The problem with the current predictive analytics lead scoring solutions is that they can help marketers target "like companies" to their existing clients; however, they don't do much to help with going into new markets to identify the white space.

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

7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

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He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Todd Schnick is a stellar individual.

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