ViewPoint

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

ViewPoint

Then use technology to give you the productivity advantages and visibility needed to scale. 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. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity.

To Manage Sales You Must Manage Sales Leads

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It isn’t an inquiry on a product I have a quota for. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”.

Trending Sources

"Marketing is too important to be left to marketers."

ViewPoint

Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood.

Bubble in the Funnel

ViewPoint

The most optimistic sales cycle for the more complex products or solutions is three-to-six months. 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.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

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

ViewPoint

And while they could have sold other products in the company, they instead started selling more and more of our division’s products. 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?"

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

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They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.

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

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In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. Mike Plante joined InsideSales.com in 2014, with more than 30 years of experience in technology marketing, strategy, product management and sales. Prior to Citrix, Mike spent nine years at Symantec, where he was the vice president of product marketing and marketing strategy.

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4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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In addition, they have to be able to teach other people how to use technology, because technology is supposed to enhance productivity and allow the CMO’s dream team to do more, not less. In a recent interview, I sat down with Matt Heinz to pick his brain.

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

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And the message content can be everything from product information and case studies, to a breakfast event invitation at an upcoming trade show, to a peer-to-peer letter from someone in your company who has a similar kind of job or level as the prospect.

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

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The inability of sales and marketing to collaborate and work together towards common goals can seriously hurt growth and performance: it’s been estimated that lost sales productivity and wasted marketing budget costs companies AT LEAST $1 trillion a year. ”.

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PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

ViewPoint

They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability.

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

ViewPoint

Account-Based Marketing is a philosophy, not a product. 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.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

ViewPoint

We blame the products, the salespeople, and then we blame the salespeople again. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.

Status quo, you know, is Latin for 'the mess we're in.'

ViewPoint

The other 25% of the questions are product related. Some questions will differ by product. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem.

The sales rep said, “I never got a lead yet that turned into a sale.”

ViewPoint

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. We’d like leads on XXXX product.”. “We

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Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

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He goes on to explain how this approach translates into a more productive process for both buyer and seller. 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

ViewPoint

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number.

Most Market Share Battles Are Lost, Not Won

ViewPoint

They have a great product for the industrial marketplace (construction, mining, etc.). The product pays for itself in three years and has a lifespan of ten- plus years. That is, if anyone knew about the product. The founders are not “sales” people but “product” people.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

ViewPoint

Gone are the days of solving product issues. 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.

5 Keys to Becoming a Sales First Company

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By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company.

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

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Deb Calvert, People First Productivity Solutions , President. There are many reasons for this, but also just as many opportunities for these groups to finally get on the same page and operate more efficiently, productively and successfully moving forward.” 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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5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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Leads are people who express interest in discussing your product or service. ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.".

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

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Deb Calvert, People First Productivity Solutions , President. I think this statistic very much depends on the industry, product, and circumstance. Mike Weinberg: “As far as this bogus straw man statistic (that buyers go 57% or 67% or 80% through the process before engaging with a salesperson) being propagated by the Kool-Aid pushers trying to sell you their inbound product or social selling course, forget about it. Cold calling is dead.

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

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Deb Calvert, People First Productivity Solutions , President. If it’s an unprepared, random call, to pitch your products to anyone who is foolish enough to pick up a phone—it’s not dead, at least based on the phone calls I get. 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?

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

ViewPoint

The company had a good product—better than the competition—yet it disappeared. How to define a lead and gain agreement is the first 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.

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7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

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While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual. Todd Schnick is a stellar individual.

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

ViewPoint

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results?

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

ViewPoint

Fridays and Mondays are the worst days to contact prospects as these are the least productive days of the work week.

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

ViewPoint

First, we ask that at least five stakeholders from multiple departments (sales, marketing, product, executive management, etc.) We need sales, product and marketing expertise. What makes some lead generation programs fail and others flourish?

How to Establish a Meaningful Lead Definition

ViewPoint

While most companies say they sell a solution, not a product or service, the message around what that offering is (made up of a product, price and delivery mechanism) is more likely than not described differently by every marketing and sales executive in the organization. Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead?

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4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

ViewPoint

Mike says to use it as an opportunity to leave “value nuggets”—short, focused messages about the prospect’s needs, not your product.

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

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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.". Measure engagement and sales productivity.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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No one cares what you think about your company, product or service. 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.:

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

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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. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

How to Diagnose if Inbounditis is Killing Your Sales Pipeline

ViewPoint

Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads.

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

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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.”.

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Q&A With Dave Stein and Steve Andersen

ViewPoint

Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions and provides a clear, logical roadmap for establishing productive long-term customer relationships and for creating real value in a business environment that has undergone unprecedented change.

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

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And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle. Enter the databasing process of recording customer preferences for product, size, cost, shape, color, application, etc.

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

Remember that they''re buying a relationship as much as a product. Our products are so good we don’t need leads. 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.