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Why Buyers Buy

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There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals. Finally, people also buy for their company because they are driven by personal goals: Compensation. See how closely these personal goals tie to Maslow’s hierarchy of needs? How can you mitigate risk so that the buyers’ personal goals are met?

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

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He never hears from that company again; and even though he had interest, the person working the lead didn’t invest the number of touches required to earn a conversation and win his business. 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.

Trending Sources

To Manage Sales You Must Manage Sales Leads

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These software programs “talk” to the prospect without human intervention because of the program’s ability to make decisions and deliver answers based on the questions, the person, the institution, previous inquiries, internet activity, etc.

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

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The sender is taking a scattershot approach, blasting this un-personalized message to large quantities of so-called prospects, qualified or not. I can’t tell you the number of times we’ve been pushed down to a junior level person, putting the program at risk. In some cases, the junior level person has their own ideas about how to run the program. Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts

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

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Marketing’s purpose, however, is to create wealth for its company—create demand—manage the demand—create acceptance in the market place—create a successful sales channel—and create personal satisfaction in building a company by his or her conscious thought. There’s a quote by Charles M.

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

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Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. Personal nurturing. Give your sales team the tools to make personal connections and intensify relationships on their own.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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I’ve just never been a numbers person. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable.

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

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Of those, 53% were going to invest in account-based advertising, 43% in marketing automation, 32% in website personalization and 26% in predictive analytics moving forward (among other areas). direct mail, personalized tele-prospecting outreach).”.

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

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In person events are fine as giant trade shows with a big booth space. 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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Someone even asked the person who made the comment, “Do you follow up on your leads? 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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Proof that Account-based Marketing Works

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What really counts is meaningful, personalized engagement with the folks in a position to buy. Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works.

Insights on Outbound Conference in Atlanta

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I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor. The coffee was hot and the lunch was great. Thank you. The entire day was spent talking about prospecting.

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

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Chapter 2 presents a list of 16 reasons sales executives fail at business development—some of which include: attitude, style, aptitude (they just can’t sell) and, my personal favorite, they are too busy babysitting existing accounts.

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How to Leave Voicemails that Generate Results

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A wise person once asked: How many return calls do you get when you don’t leave a voicemail? 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.

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

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Click to start at this point — I asked Joanne about what goes into a referral, and she said that knowing someone only through LinkedIn—and never having spoken with them over the phone, much less in person—is not the way to get a good referral. A referral is personal and “hot.”

Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

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You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific!

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.

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

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The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. A visit to the prospects’ Facebook page will provide a glimpse into their personality. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success.

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

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We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey. The Three “Lies” That Plague B2B Businesses Today Are: 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?

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

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If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? 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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In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer.

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

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Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see.

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

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They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.”

Review 104

Tweet Less and Talk More

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Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. The digital world, as great as it is, threatens our personal connections. Toss the technology.

And People In Hell Also Want Ice Water

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But I know he is just western, real western, and he didn’t mean anything personal. If someone isn’t doing their job, that person and their manager have to be held accountable.

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PowerViews with Dave Stein: Hire the Right Salespeople

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He estimated that 20 to 33 percent of salespeople do not have the personality to be successful salespeople. More than one in five salespeople don’t have the qualities to succeed in the field.

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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. But if you can get to know people on both levels — personally and professionally — you gain a different insight as a salesperson.

PowerViews with Dan Waldschmidt: Changing the Conversation

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Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International. Dan's privately-owned firm specializes in executive strategy and business strategy.

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

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Person­ -centric data model. Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up.

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. I've written many blog posts on the fact that cold calling isn't dead. Using these gold calling techniques will help you have faith in the cold calling process. Whether you call high quality cold calling Gold Calling or Cold Calling 2.0,

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

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Chris Tratar , Vice President of Product Marketing at SAVO , emphasizes the need for personalization: Lead nurturing has never been about a one-size-fits-all approach. It strengthens the relationship and personalization bond. It’s 2015. The marketing word of the year is Nurture.

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. The only intent a person has when completing the form is to gain access to what you’ve promised. Value is important, but B2B buyers are often deeply invested at a personal level in the decisions they make. Au contraire – B2B companies often struggle more than B2C to create a personal brand that prospects can connect with and trust.

2015 Horoscope for Sales Executives: from Danmac the Magnificent

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I know what that means to me, but I have no idea how that ties into a person’s style—except in a bad way. Personally, I would stop taking the cute marketing intern out for two-margarita lunches immediately, but that’s just me. This year is all about Saturn.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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Of course, that’s still nowhere near what a sales person would consider a lead. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

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A referral means you have respect and confidence in the person, service, or solution that is being offered. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Someone with charisma and quick wit still has a leg up on his or her competitors, but personality is less important nowadays than it used to be.

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Power Opinions - Experts Select Top Three Social Media Tools

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It is your personal blog. There is nothing so engaging on social as having a brand—in the form of an actual person—interact with you as a customer.” ( Ginger Conlon, DMNews ). "It''s 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?

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

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PowerViews with Michael Brenner: The Battle for Customer Attention

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It’s that personal one-to-one connection that ultimately leads to sales. Social Selling & Personal Branding. Michael also recommends that every professional look at personal branding. As this trend continues it becomes more important to create your own personal brand.