Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
APRIL 6, 2017
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.
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
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.
Insights on Outbound Conference in Atlanta
APRIL 19, 2017
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.
Expert Panel’s Feedback on Our Lead to Revenue Calculator
JANUARY 27, 2017
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.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
Lead scoring typically scores the activities of one person. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring.
Proof that Account-based Marketing Works
JANUARY 23, 2017
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.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
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.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]
OCTOBER 6, 2015
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]
SEPTEMBER 24, 2015
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.”
JULY 20, 2015
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.
"New Sales. Simplified." A Must-Read!
MARCH 17, 2015
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.
Three “Lies” That Plague B2B Businesses Today (Part Three of Three)
SEPTEMBER 21, 2016
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?
Three “Lies” That Plague B2B Businesses Today (Part One of Three)
SEPTEMBER 9, 2016
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.
Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind
JANUARY 20, 2015
You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific!
PowerViews with Joanne Black: No Such Thing As “Warm Calling”
MARCH 11, 2014
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.”
5 Keys to Becoming a Sales First Company
JULY 15, 2014
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)
APRIL 28, 2015
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.
How to Leave Voicemails that Generate Results
FEBRUARY 14, 2017
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.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see.
Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
APRIL 10, 2014
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.
Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
AUGUST 14, 2014
They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.”
Tweet Less and Talk More
APRIL 3, 2014
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
MARCH 25, 2014
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.
Gold Calling vs. Cold Calling
NOVEMBER 8, 2016
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,
PowerViews with Dave Stein: Hire the Right Salespeople
DECEMBER 3, 2013
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.
PowerViews with Koka Sexton: How to Leverage Social Media
AUGUST 14, 2013
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.
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
FEBRUARY 24, 2016
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.
PowerViews with Dan Waldschmidt: Changing the Conversation
MARCH 19, 2013
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.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
MAY 7, 2015
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
JANUARY 9, 2014
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
APRIL 1, 2015
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
MARCH 12, 2013
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
AUGUST 29, 2013
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
DECEMBER 10, 2013
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.
Power Opinions - Experts Select Top Three Social Media Tools
JULY 10, 2013
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
APRIL 30, 2013
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.
PowerViews with Michael Brenner: The Battle for Customer Attention
MAY 14, 2013
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.
PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture
MARCH 18, 2014
On the other hand, so-called “postcard” emails allow the sender to be much more personal—even including videos. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM).
The Real Reason Sales People Struggle to Close Opportunities
MAY 15, 2013
You see, the problem with most of the opportunities that seem to be stuck at the bottom of the sales funnel isn’t that the sales person isn’t closing them right, it’s that the sales person never opened them right to start with. Does the person I’m dealing with me strike me as someone that can make things happen? This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog.
When One Out of Ten is an Abject Marketing Program Failure
MAY 12, 2015
It had to do with customers’ expectations for proposal delivery, namely: immediate versus a 3-5 day delay, in-person versus over-the-phone and web, and quantity of sales leads coming in to support the back-end requirements.