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

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Your list/database is 60% of the reason why programs succeed (the other 40% is the message and media). 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.

Looking to enhance sales lead performance? Put process before technology.

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We had a conversation about the importance of process surrounding Market, Media, Message and Metrics. Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list.

Trending Sources

Why Social Media Doesn't Work [PowerViews LIVE Highlights]

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On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing ROI PowerViews Social Media

Bubble in the Funnel

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Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.

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

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Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up. This media rep became my mentor. 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?"

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

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Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media.

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Insights on Outbound Conference in Atlanta

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Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling.

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

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At the Funnel Media Group we believe that AI is the future of sales and marketing operations. 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.”. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence.

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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.

5 (doable) ways to drive revenue growth now

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Defined offer and message delivery through the appropriate media. 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. PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.

Follow the Money: The Primary Responsibility for CMOs

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Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine.

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How to Leave Voicemails that Generate Results

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Multi-touch, multi-media and multi-cycle processes multiply results. 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! Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail?

Power Opinions - Experts Select Top Three Social Media Tools

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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? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once).

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. After all, content is the “fuel” that drives the social media engine, right? This is hardly a rejection of social media or even Facebook.

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

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If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success.

5 Steps to Account-based Marketing Success

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Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. 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.

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique.

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

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Tactically this can be easier to do within functional groups (inside sales, paid media, etc.).

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

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A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. 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.

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Q&A With Dave Stein and Steve Andersen

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ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.

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

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Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

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Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. 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. Automated systems accurately score (prioritize) leads.

Marketing is More than Automation

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Our approach was to build a great database (of 803 hospitals) and use a multi-touch, multi-media and multi-cycle process to have discussions with the specific desired contact and multiply results for our client. Senior executives are much more responsive to a multi-touch, multi-media and multi-cycle approach and a lot less responsive to single media marketing automation campaigns.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

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The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. You know when you get excited about new inbound leads.

Sales Lead Management Leads to the Most Efficient Media Buy

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Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.

We're entering the era of accountability in sales and marketing

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Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue. You can listen to the webinar here.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

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Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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That kind of video can be shared on social media, generating buzz about your company. 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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PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe.

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Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel.

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Lead Nurturing: Triple Your Marketing Return

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Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. 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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

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I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. You should experiment with touch cycles and media mix for your solution or service. However, persistence and a mix of media pays off.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. The amount of data available to marketers today can be overwhelming.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

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Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. About the hosts: Paul Gillin is a veteran technology journalist and a thought leader in new media.

Is Anyone Leading Lead Management?

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Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

PowerViews with Tony Zambito: Buyer Predictability

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Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales.

Salespeople Must Accelerate Response or Fail

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Obermayer is the founder of the Sales Lead Management Association, a four-time author, and publisher for the Funnel Media Group. I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. We expected everyone in the sales team to chip in.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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It is expected that 85% of buyer-seller interactions will happen online through social media and video. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here.

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