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Dear CEO: Find out how well your team is nurturing its B2B sales leads

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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.”. Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher.

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

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He has been reaching out to the regions, collecting information on their needs and pain points. For information about what to say, how many voicemails to leave and recommended cadence – reach out to me through this blog. Should you leave a voicemail?

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Trending Sources

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

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Mike’s passion is backed up with information that is clear, direct and concise. You’ll walk away informed and, dare I say, inspired. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount).

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

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You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. It may be that contact information and marketing intelligence OR leads come before revenue.

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

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It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”.

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How Much Do Your Leads Cost?

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I tell them that they need a whole lot more information than that (decision makers and influencer data and business issue, compelling event and a sense of urgency) to call a lead sales-ready and worth sales’ time to pursue. Understand the price you are paying for your leads and then optimize.

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Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

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I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below). On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.

The #1 Reason CEOs Should Care About Lead Generation

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This database should include a historical account of each lead generated, pipeline information, and a system to disqualify leads so your teams aren’t wasting their time on them. Every touch point in the sales cycle represents a chance for valuable information to be shared, or not shared.

Marketing Automation is Not Marketing Strategy

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the HIMMS Media Group, and the Business Information Industry Association. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation.

CRM: 20 Years Later—Still Hated

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CRM may have been well intentioned—meant to centralize information—but it wasn’t designed specifically for sales.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World.

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

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She responded that we have to do more than ever before because buyers are so well informed (largely due to the ease of research on the Internet). Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better.

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

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You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). Review all information provided. When you receive the lead, carefully review the information provided.

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.

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

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20,000 companies with multiple contacts and verified technical environment information—but with no email addresses. 4,319 contacts who had downloaded a white paper with email addresses—but who may or may not be in targeted companies or have any need or authority to buy with email addresses, with inaccurate, incomplete or non-existent company firmographic information, and with no telephone numbers.

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

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The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. 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.

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

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The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. 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.

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

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This will give you valuable information for adjusting your timing and increasing your conversion rates.

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Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

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Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained.

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PowerViews with Dave Stein: Hire the Right Salespeople

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Salespeople are using specific information about what they can do for a client’s business plan. More than one in five salespeople don’t have the qualities to succeed in the field.

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True Marketing Operations: It’s time.

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In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. My best right hand man in a large sales organization was the sales operations manager.

PowerViews with Koka Sexton: How to Leverage Social Media

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Twitter is more of a running conversation, where people relax and divulge more personal information. Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know.

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

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provide us with unfiltered and unconsolidated information in response to our discovery questions. What makes some lead generation programs fail and others flourish?

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.".

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Like Leaving Flour Out of a Cake

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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. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster.

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4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections.

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

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The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. 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. Lead nurturing triples marketing's ROI, but only if done properly.

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Q&A With Dave Stein and Steve Andersen

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Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers. Dave and Steve invite you to visit [link] for more information.). A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.

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

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I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement.

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

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The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest. It’s 2015. The marketing word of the year is Nurture.

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The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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Once you do, you’ll have the information you need to diagnose and repair the path to conversion and sustainable revenue growth. In today’s B2B companies, marketing and sales alignment is critical to success.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

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A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. By Christopher Hosford, editor-in-chief, HosfordGroup.

5 Ways to Get More at Dreamforce -by Craig Elias

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If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there?

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. I would agree that senior people are less likely to give up certain information because they don’t want the callback, and they’d rather have their people get the follow-up details. Buyers need to talk to people to get information. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology.

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Power Opinions - Experts Select Top Three Social Media Tools

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Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.” We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why?

The Flavors That "Sales Ready" Leads Come In

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20,000 companies with multiple contacts and verified technical environment information in the right companies (no email addresses). (Cartoon courtesy to Kenny Madden). I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. Big surprise.

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PowerViews with Michael Brenner: The Battle for Customer Attention

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With the amount of information on the web it’s a real challenge to reach consumers, get their attention, and hopefully get them into your funnel, whether you’re in marketing or sales.

Lead Nurturing: Triple Your Marketing Return

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The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. 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. 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.

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