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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

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

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These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss. Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in.

To Manage Sales You Must Manage Sales Leads

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“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical.

Dear CEO: The Era of Accountability Starts in 2017

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While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota.

Insights on Outbound Conference in Atlanta

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One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. And “ Sales Management.

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

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Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Nurture leads until they’re ready to turn over to sales.

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Building an Inside Sales Lab: 10 Essential Tips for Success

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Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. Inside Sales

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical.

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

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Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. How is the “sales story” a weapon?

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Time to Stop Making Sales & Marketing Excuses in 2015

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From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I

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Does Your Sales Team Know How to Follow-Up on a Lead?

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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. Gain sales acceptance.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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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. Truncated sales time. from Changing the Sales Conversation ).

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical.

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

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I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Five or six hands were raised and I pointed to someone in the back of the room, asking her (regrettably) to speak up, and she said, “I never had a lead yet that turned into a sale.”

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Bubble in the Funnel

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At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads. Inside Sales Sales Process B2B Sales

How to Refine Your Sales Methodology

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If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. B2B Marketing B2B Sales

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What Percentage of Marketing Leads Should Be Accepted by Sales?

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The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel. B2B Marketing B2B Sales Sales Leads

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Half of all sales inquiries are good. The challenge is finding which half.

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In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Now, B2B Sales Sales & Marketing Management

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Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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There isn't a senior executive at any company across the globe that doesn't want more sales. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Achieve a higher number of more profitable sales in a timely manner—at a lower cost. Win/loss analysis: You will never really know by asking he sales executive. B2B Sales

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5 Keys to Becoming a Sales First Company

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We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company.

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

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The result of this thinking is that management has by and large decided on a limited number of profit models and sales approaches. Marketing Strategy Sales & Marketing ManagementThis saying always amuses me.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

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For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and be highly convertible. It adds costs when sales discovers many leads don’t meet criteria.

Dead is Dead! (At Least in Sales and Marketing)

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I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. Step in the process called “sales-accepted lead.”

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

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Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis. These measurements drive low-quality leads to sales. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis.

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PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

Stunning Study Reveals How to Increase Sales by 29-49%

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Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads

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Sales Lead Management Leads to a Lower Cost of Sales

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“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

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Sales and Marketing, Stop Blaming, Start Partnering

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Sales and marketing do get along—in organizations that foster collaboration. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused?

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

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“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.

Marketers: Are You Preparing to Take the Summer Off?

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They say: “we can’t start a program now because it will roll out in June, July and August – a slow time to find opportunities for sales.” Lead Generation B2B Sales Increase Sales Sales LeadsAn embolism is a blockage caused by one or more bubbles of air in the circulatory system. These bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.

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

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But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers.

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

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The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. Sales Process

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”.

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

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Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. B2B Marketing Sales & Marketing Management

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

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And sales is sick of it. Contain inadequate sales input. The Sales Development Rep Funnel (Fishing with a Spear) Approach. They rely on Sales Development Reps (SDRs) to qualify and book appointments with SQLs. Align sales and marketing objectives.

Proof that Account-based Marketing Works

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If you’re still struggling with the same old issues marketing and sales has struggled with for years consider the following comparisons between traditional marketing and account-based marketing (as defined by Jon Miller of Engagio ). Sales really does need fewer leads—as long as they’re highly qualified. Smaller accounts can be a distraction both before and after the sale.

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