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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

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Ask me how we helped one client spend $49,000 on B2B lead generation, qualification and nurturing, instead of $172,000 – and doubled their return.). PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying.

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.

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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?

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

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Only these types of metrics can be successfully leveraged to plan future initiatives that can be predicted—based on a track record—to help sales sell more, sell better and sell faster. Shifting to Outcome-based Accountability and Revenue Metrics.

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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

5 (doable) ways to drive revenue growth now

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Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you.

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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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.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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Having all Marketing leads qualified by a sales development team would help increase the current quality of MQL, but much more has to be done: deeper understanding of the target buyer, effective application of technology, and empowered collaboration with Sales.

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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.

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?"

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.

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.

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.”.

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)!

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 AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

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Prior to InsideSales.com, Mike helped drive growth strategies for leading products, such as GoToMeeting and GoToMyPC, as vice president of product marketing, marketing strategy and operations for the $730 million SaaS division at Citrix. 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.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations.

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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.

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.

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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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.

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.

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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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.

Marketers: Are You Preparing to Take the Summer Off?

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Let your competitors take the summer off while you help your prospects fix problems that are not going to wait until September. An embolism is a blockage caused by one or more bubbles of air in the circulatory system. These bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. Stopping or slowing down lead generation, qualification and nurturing programs creates what I call a “bubble-in-the-funnel.”

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.

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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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.

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.

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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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.

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

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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.

PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact

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Lori helps her customers to dissect the sales process and find small improvements. Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide.

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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 Diagnose if Inbounditis is Killing Your Sales Pipeline

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PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results.