An Agency Presentation that Surprised Me
ViewPoint
NOVEMBER 19, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.
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What is Value Selling and How to Generate Leads in Companies that Buy Value
ViewPoint
MARCH 22, 2018
We do this by asking past, present and future questions - i.e. “ How did you use to do this? ” (Past), “ How do you do this now ?” Present) and “ How do you plan to do it? ” (Future). Then, you present a value-added argument to fill the gap. The best product, at the best price, does not always win the order.
Lead Scoring 
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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?
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DECEMBER 22, 2016
They would prefer to present in a warm environment rather than in a cold-call situation. If they have to go in cold, all of the focus is on the presentation. The reality is, few of your field sales people are great cold-call presenters and when put in this situation, they’re not being utilized effectively.
Insights on Outbound Conference in Atlanta
ViewPoint
APRIL 19, 2017
One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 The following summarizes Anthony’s presentation last week: “Convince the prospect that they can’t get to the outcomes they want without us.”. Themes from last week’s presentation: “Sales is all about one-to-one connections.”.
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Outsourced Tele-prospecting: 10% less cost, 90% more revenue
ViewPoint
JUNE 4, 2018
This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful.
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B2B Sales Lead Generation Pros Who Listen, Learn
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NOVEMBER 16, 2017
I am asking this person for their time and attention so that I can present my (client’s) case and do my job. We also know that recognizing and responding to tone can increase the presentation rate on behalf of our clients. This isn’t meant to be a form of dishonesty, but rather form of accommodation and respect.
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Status quo, you know, is Latin for 'the mess we're in.'
ViewPoint
JUNE 30, 2015
Marketing management must travel with salespeople and listen to a few dozen sales presentations. Listen to presentations at trade shows. Travel with reps, listen and take notes. What are the qualifying questions? Inside sales? Listen in on the phone calls. Listen and take notes. Ask the reps. Listen and take notes. Do the numbers.
How Much Leads Cost
ViewPoint
JANUARY 4, 2018
To convert to a SaaS solution, calculate lifetime net present value of the average deal. You can read more here. What is the “right” price to pay for leads? Here are some scenarios to review: Lead Rate Break-Even Analysis.
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"New Sales. Simplified." A Must-Read!
ViewPoint
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. These false pronouncements are having a severe negative impact on sales performance.” I couldn’t agree more.
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Why Sales Needs Fewer Leads
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AUGUST 20, 2018
With advance insight into the prospect’s motivations, pain points and buying plans, the sales rep can engage the prospect in a consultative conversation rather than launching into a cold-call presentation or a discovery interview.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]
ViewPoint
SEPTEMBER 22, 2015
You can find a couple of great SlideShare presentations from Jon and Engagio here: Fishing With Spears and The Big 5 Metrics for Account-Based Marketing ). I will be presenting on this topic on Sales and Marketing Management Magazine’s SMM Connect on September 23 at 1:00 PM EDT. Stay tuned!
Expert Panel’s Feedback on Our Lead to Revenue Calculator
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JANUARY 27, 2017
From a sales point of view, a nurtured lead presents itself as a MQL/SQL not as a different category. Those leads still have to work their way through the sales/buying pipeline, so there is a percent of those that are not won, as a result (if win rate is 10%), we can only expect 10% of the nurtured pipeline to present itself as revenue.
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120 Why Podcasting Has Great Reach and is the Least Expensive Content Creator
ViewPoint
JULY 26, 2018
There is a clear and present problem, the customer is willing to state the problem, and there is a clear and present pathway to solving the issue using their services. Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria.
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
ViewPoint
MARCH 24, 2015
Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. Simplified.: The Essential Handbook for Prospecting and New Business Development.
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SiriusDecisions Summit 2014
ViewPoint
MAY 30, 2014
Author Malcolm Gladwell opened the session with a witty and insightful presentation on the concept of transformation. Last week I attended the SiriusDecisions Summit in Orlando. This was my third summit and I have enjoyed them all. His point was that before a business can transform, it needs to reframe.
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We're entering the era of accountability in sales and marketing
ViewPoint
JUNE 5, 2017
In both camps there's a transparency that hasn't always been present, characterized by a realistic measure of revenue impact of leads--and realistic forecasts. An accountable sales organization is accountable for follow-up activity. These sales professionals accept responsibility for working all leads to the finish, win or lose.
Top of Funnel 149
149 What Should the Sales Close Rate Be?
ViewPoint
MAY 23, 2017
Assume that the deal size is either an on premise license sale or a SaaS model with net present values calculated – for here we just want to make the match easy. Cost per sales qualified lead is $1,250. For a $300,000 deal ($180,000 in margin) the close rate would need to be.694% 694% (not even 1%).
Half of all sales inquiries are good. The challenge is finding which half.
ViewPoint
JUNE 24, 2014
In the recent past (5-6 years ago) we started using programs that grade people who visit your website, score them by what they click on and how long they view it, and present the not-too anonymous visitors to salespeople as sales leads. This happens without filling in the “Contact Us” form.
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5 Steps to Account-based Marketing Success
ViewPoint
JANUARY 13, 2017
This slide presentation also outlines exactly what ABM is—and what it isn’t. -It Nurture and Upsell to Achieve Advocacy. The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. It is a strategy. -It It isn’t a technology. -It It is about all data sources. -It
Create Performance Combustion to Get the Sale
ViewPoint
OCTOBER 3, 2011
They give presentations to small and large groups alike, and therefore face the same challenges that public speakers face. When you think of the creation of fire, for example, three elements must be present for fire to ignite and burn: heat, fuel, and oxygen. If you remove any one of these elements the fire will eventually die out.
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4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
ViewPoint
MARCH 27, 2015
Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. To get the full benefit, I encourage you to watch his presentation from the 2015 Virtual Sales Kickoff. Part 1: Tip #1 Believe it Works. About Mike Weinberg.
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120 Get 3X B2B Marketing ROI by Nurturing Leads
ViewPoint
MAY 23, 2018
There are no hard and fast rules regarding what content should be presented to prospects at various stages in the sales cycle—every situation is different. Speak to prospects from the top of the funnel to the bottom—because they are all constantly moving up and down the funnel—so you're there when they’re ready.
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:
ViewPoint
AUGUST 12, 2014
That’s the overarching question I recently presented to a panel of industry experts. Is it necessary to pre-qualify inbound leads?
How Many “Leads” Does $100,000 Buy?
ViewPoint
MAY 17, 2018
Do the math and you find that the five options the CMO presented to the VP of sales at the beginning of this post cost $.50, 2 The average deal size can be a premised based solution or the net present value of a SaaS deal. 50, $1.00, $23.15, $850 and $1,235 per “lead,” respectively. ROI Multiplier 4.
Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big
ViewPoint
APRIL 15, 2014
What he did talk about was an eye-opening presentation about how to bring the “startup mentality” to enterprise companies. One intriguing concept Linkner presented was that, in a brainstorming session one might assume a sort of role-playing meme. But Linkner was not here to talk about bootstrapping Detroit. Get curious.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]
ViewPoint
OCTOBER 1, 2015
That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. “You
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
ViewPoint
AUGUST 19, 2014
That’s the overarching question I recently presented to a panel of industry experts. Is it necessary to pre-qualify inbound leads?
Sales 2.0 2013 Conference - My Featured Tweets #S20C
ViewPoint
APRIL 10, 2013
Conference featured outstanding presentations by Jeff Hayzlett and Nathan Kievman. Day two of Sales 2.0 Here are a few tweet highlights. s20c @ jeffreyhayzlett : FAST is focus, accountability, simplicity, trust.Take risks, make mistakes and succeed or fail fast. — Dan McDade (@dandade) April 9, 2013. Brand is something you put on a cow.
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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
ViewPoint
AUGUST 26, 2014
That’s the overarching question I recently presented to a panel of industry experts. Is it necessary to pre-qualify inbound leads?
When One Out of Ten is an Abject Marketing Program Failure
ViewPoint
MAY 12, 2015
Improving presentation skills (not the same as sales training). Increasing the market share percentage expectations by reviewing: Speed of response to inquiries (Bob’s people or hired specialists). Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day).
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
ViewPoint
MAY 28, 2015
Actively participate in regular meetings: Ideally, any sales rep that has received a lead since the prior meeting should be present and ready to discuss updates, new information, etc. The important thing is that the information is and detailed.
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Good Reads for B2B Marketing - Protect Your Online Reputation
ViewPoint
MAY 9, 2013
B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones. Mobile-optimized landing pages are essential to taking advantage of the trend toward fewer desktops and more smartphones and tablets, Abraham Nord writes. Via Marketing Land.
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120 4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
ViewPoint
MARCH 26, 2015
It was a stellar presentation. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. This is the third installment of a 4 part series.
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Scheduling an Appointment With an "Uncloseable"
ViewPoint
JULY 24, 2017
We have a mini-course we present to our clients’ sales forces to help them increase the number of leads that get converted to sales opportunities. If you do, you lose the value that results from nurturing pipeline and nurture dispositions or outcomes—value that can triple your lead-generation ROI.
How to Turn Sales Leads into Revenue, Not Just Work
ViewPoint
FEBRUARY 16, 2016
If you can present a reasonable, achievable, and helpful solution to assist that prospect to increase their revenue or decrease their spending, you’ll bet they will be listening. Eventually, the pain point will be an opportunity to transition into a discussion around how you can help alleviate those challenges.
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The Power of the Human Voice in Lead Qualification & Lead Nurturing
ViewPoint
SEPTEMBER 23, 2011
This presents the solution provider with an early opportunity to build a business relationship, become a trusted advisor and influence the outcome of the prospect’s buying path. Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing.
4 Tips to Power up Prospecting in 2015: #2 Commit to It!
ViewPoint
MARCH 25, 2015
After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.:
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120 Tweet Less and Talk More
ViewPoint
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. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. That’s our job.
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120 What if Marketing Automation had not been invented?
ViewPoint
JANUARY 19, 2011
For the average marketer to understand the value of marketing automation I ask that each reader post the “things that would not have happened if Marketing Automation in its present form had not been invented.” ” What would be the state of marketing departments? What would be the condition of the sales channels?
Top Three Takeaways from Sales 2.0 – San Francisco #S20C
ViewPoint
APRIL 16, 2013
There is not enough room here for me to document the full page of notes I took during Jeffrey Hayzlett’s presentation, but I can tell you that it was one funny, inspirational and educational experience that was worth the price of the whole trip. Some examples: Marketing: engage, educate, excite, evangelize.
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120 The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
ViewPoint
AUGUST 20, 2015
I also like to suggest presenting the findings to all revenue influencers—the entire team—for two reasons: 1) As the company’s leadership, you want the folks in the trenches to know that you’ve invested the time and energy in diagnosing and repairing the process to ensure it is giving them an advantage.
6 Sales & Marketing Strategy Recommendations for 2012
ViewPoint
FEBRUARY 23, 2012
He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges. Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue.
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120 Why Sales Leads are an Asset With a Declining Value…for Some
ViewPoint
JANUARY 22, 2013
She presented the results first to the sales manager, then to the management team. Instead she took a batch of 100 inquiries each (for the same product) that were 3 months old, six months old, nine months old and twelve months old. She called each inquirer and found what they had bought, and from whom.
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120 Andy Rooney on Sales Leads
ViewPoint
NOVEMBER 10, 2011
Just don’t pass up an opportunity when it presents itself. It is these failures which allow those with a CRM that has rules and discipline, a marketing automation system to create an on-going conversation and sales and marketing working as a team that beats the crap out of their competitors. The formula for winning is easy.
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